Interim Chief Revenue Officer — Legal Technology Renewal

The mandate

The company has moved to a new usage-based pricing model for its legal technology platform. Account teams require consistent guidance on commercial terms, and reconciliation is needed between product telemetry and contracted entitlements across the law-firm and corporate client base.

The interim must join within three weeks for nine months, covering the priority renewal cohort and two forecast cycles. Permanent recruitment starts after packaging and exception authority are reset, with extension possible for six weeks if a major renewal moves.

Handover is complete when the top thirty renewals have evidence-backed outcomes, entitlement and usage data reconcile, net retention meets the revised floor for two quarters, forecast variance stays within tolerance, and the successor chairs one pricing-and-renewal review.

The interim may reassign accounts, approve concessions within existing delegation, change qualification stages and revise incentives inside the pool. Standard package change, credits above ₹3 crore aggregate, permanent vice-president hiring, channel exclusivity and contracts over ₹25 crore require CEO or board approval.

Core product roadmap, legal-content creation and corporate acquisition are outside scope. Revenue must sell and renew approved capabilities without making legal claims or unapproved product commitments.

Why this seat is open

The renewal losses showed that packaging had been launched without shared commercial and usage truth. Current leaders represent sales, success or product interpretations of value. A temporary CRO can repair customer decisions and forecasting before permanent commercial leadership is chosen.

What you will own

• Reconcile contracted entitlements, measured usage, invoices, support effort and realised customer outcomes for priority accounts.
• Decide renewal and concession strategy by customer value, error responsibility, adoption, economics and precedent.
• Requalify pipeline using buyer, legal workflow, integration, security and budget evidence.
• Establish commercial exception records that capture price, term, service, product promise and future precedent.
• Build a renewal forecast from account-level evidence with a traceable bridge for every movement.
• Deliver two quarters of net retention and forecast accuracy within revised thresholds.
• Transfer account positions, packaging evidence, concession precedents, talent assessment and renewal calendar to the permanent CRO.

Candidate qualifications

• Held CRO, enterprise sales chief or customer-growth director authority in legaltech or complex B2B SaaS.
• Recovered renewals after pricing, packaging or usage-billing disruption.
• Sold to legal, compliance or regulated enterprise buyers with lengthy security and procurement cycles.
• Reconciled product telemetry to commercial entitlement and customer value.
• Managed sales and customer success as one retention system.
• Exercised concession discipline where a few large accounts could set damaging precedent.