Chief Revenue Officer

Role details

Department: Executive Leadership / Commercial
Reports to: Chief Executive Officer
Location: UK-based, with regular attendance at Boxbar’s Wakefield headquarters
Contract: Permanent, full-time
Salary: Competitive basic, plus performance-related bonus and equity opportunity
Travel: Regular UK and international travel
Working pattern: Flexible and event-led, including occasional evenings and weekends

About Boxbar Tech

Boxbar Tech is an award-winning, high-growth technology company transforming how drinks are served across events, venues, stadiums, arenas and hospitality environments globally.

Our automated self-service drinks technology is designed to increase service speed, reduce queues, improve quality, drive operational efficiency and generate greater revenue for our partners.

We operate at the intersection of technology, hospitality, live events, manufacturing and operational delivery. Our products combine physical technology, software and service delivery in mission-critical environments where reliability, customer experience and commercial performance matter.

With proven international deployments and relationships with major venue, event, sport and hospitality organisations, Boxbar is entering its next stage of growth.

The opportunity

We are seeking an exceptional Chief Revenue Officer to take full ownership of Boxbar’s global revenue performance.

The CRO will lead and align our Sales, Business Development, Customer Success, strategic partnerships and Revenue Operations capabilities. They will create a clear and repeatable commercial engine capable of generating predictable, profitable and sustainable growth.

This is not simply a senior sales role. The CRO will own the entire customer and revenue lifecycle, from market strategy and pipeline creation through to conversion, customer value, retention, expansion and renewal.

Working closely with the CEO, COO, CFO and wider leadership team, the CRO will help turn Boxbar’s strong market opportunity, technology and customer relationships into a scalable global business.

Key responsibilities

Revenue strategy and ownership

• Own Boxbar’s global revenue strategy, targets and commercial performance.
• Translate the company’s growth ambitions into clear market, customer and channel plans.
• Build a balanced revenue model covering new business, existing-account growth, partnerships and recurring revenue.
• Establish clear annual, quarterly and monthly revenue objectives.
• Provide accurate and transparent commercial reporting to the CEO and Board.
• Identify market, sector and geographical opportunities capable of generating profitable growth.

Sales and business development leadership

• Lead, develop and hold accountable the Sales and Business Development functions.
• Create a structured enterprise sales methodology with clear qualification, governance and stage definitions.
• Personally support and lead strategically important opportunities and negotiations.
• Improve pipeline generation, conversion rates, sales velocity and average contract value.
• Develop sector-specific strategies across venues, stadiums, arenas, festivals, hospitality groups, concessionaires and strategic partners.
• Build executive-level relationships with major customers, prospects and industry stakeholders.
• Ensure the commercial team balances ambitious growth with disciplined qualification.

Customer Success, retention and expansion

• Lead the Customer Success function and ensure customers achieve measurable value from Boxbar’s technology.
• Create a clear customer lifecycle covering onboarding, adoption, value realisation, account development, renewal and advocacy.
• Own customer retention, renewal and expansion performance.
• Develop strategic account plans for major customers and partners.
• Strengthen executive sponsorship and relationships across Boxbar’s key accounts.
• Ensure customer feedback informs Product, Operations and commercial decision-making.
• Build a culture in which Customer Success is considered a revenue and value-creation function, not solely a support function.

Pricing and commercial discipline

• Own pricing strategy, commercial packaging and deal architecture.
• Ensure commercial proposals demonstrate clear customer ROI and protect Boxbar’s margin.
• Introduce appropriate deal approval, discounting and contracting controls.
• Work with the CFO to evaluate customer economics, payment terms, margin and cash impact.
• Work with the COO to ensure proposed deployments are operationally feasible and appropriately resourced.
• Improve the quality, consistency and commercial protection contained within customer agreements.

Revenue Operations and forecasting

• Establish the CRM as the single source of truth for opportunities, accounts, activities and forecasts.
• Introduce clear pipeline definitions, qualification criteria and governance.
• Create reliable weekly, monthly and quarterly revenue forecasts.
• Build appropriate dashboards covering pipeline coverage, conversion, sales velocity, retention, expansion and forecast accuracy.
• Ensure commercial decisions are supported by accurate data rather than optimism or anecdote.
• Create clear accountability for pipeline creation and progression at individual and team level.

Market development and partnerships

• Build and execute go-to-market plans for priority markets and sectors.
• Identify strategic partnerships, channels and joint commercial opportunities.
• Evaluate new countries and sectors against market demand, revenue potential, delivery requirements and risk.
• Represent Boxbar at major customer meetings, industry events and strategic negotiations.
• Strengthen Boxbar’s position as a category-defining technology partner rather than a traditional equipment supplier.

Executive and cross-functional leadership

• Act as the senior commercial partner to the CEO.
• Work closely with the COO to align customer commitments with operational capacity and delivery quality.
• Work closely with the CFO on budgets, revenue planning, margin, cash collection and investment requirements.
• Collaborate with Product and Technology to ensure market insight influences the roadmap.
• Align Marketing activity with commercial priorities, target sectors and pipeline requirements.
• Contribute to company strategy, investment planning and Board discussions.
• Bring clarity, accountability and constructive challenge to the executive team.

Team and organisational leadership

• Assess the current commercial and Customer Success structure and define the future organisation required.
• Recruit, coach and develop high-performing commercial leaders and team members.
• Set clear expectations, objectives and performance standards.
• Create a commercially ambitious but collaborative culture.
• Build succession, capability and resilience across the revenue organisation.
• Lead in accordance with Boxbar’s values: dependable, innovative and committed to genuine partnership.

About you

You will be a commercially exceptional leader who combines strategic thinking with the ability to execute.

You will have:

• Significant senior experience leading revenue, commercial or go-to-market functions.
• A demonstrable record of generating substantial revenue growth within a scaling business.
• Experience leading enterprise sales involving complex stakeholders, long sales cycles and high-value agreements.
• Direct leadership experience across more than one revenue function, ideally including Sales and Customer Success.
• Evidence of improving retention, account growth and customer lifetime value.
• Strong command of pipeline management, CRM discipline, forecasting and commercial analytics.
• Experience designing pricing, propositions and complex commercial agreements.
• The ability to quantify personal contribution to revenue, margin and company growth.
• Experience building and developing high-performing commercial teams.
• Strong executive presence and credibility with boards, founders, customers and partners.
• Experience operating internationally or entering new markets.
• The resilience and judgement required within a fast-moving scale-up.

Highly desirable experience

• Hardware-enabled SaaS or technology-enabled physical products.
• Hospitality, venues, stadiums, arenas, festivals or live events.
• Payments, POS, frictionless retail or venue technology.
• Mission-critical customer environments.
• Manufacturing, installation or multi-site service delivery.
• Working closely with founders during the transition from founder-led selling.
• Supporting investment, due diligence, acquisitions or international expansion.

Leadership characteristics

The successful person will:

• Be relentlessly commercial without compromising long-term customer value.
• Command a room while listening carefully and adapting their approach.
• Challenge constructively and remain composed under pressure.
• Be confident enough to disagree with founders and experienced enough to know when to do so.
• Combine ambition with disciplined forecasting and evidence.
• Lead through others rather than becoming the organisation’s principal salesperson.
• Create clarity and accountability without introducing unnecessary bureaucracy.
• Communicate difficult messages early and directly.
• Remain hands-on enough for a scale-up while building structures that reduce reliance on individuals.
• Demonstrate humility, resilience, curiosity and sound judgement.

Why join Boxbar?

This is an opportunity to lead the revenue strategy of a category-defining technology company with:

• Proven technology and genuine market demand.
• Major customers and partners across global sport, events, venues and hospitality.
• Significant opportunities for international expansion.
• A product capable of improving customer experience, efficiency and revenue.
• Direct access to the CEO, Board and wider executive team.
• Meaningful influence over company strategy and future growth.
• The opportunity to build a global revenue organisation rather than inherit a finished structure.