Interim Chief Revenue Officer — Enterprise SaaS Pipeline Reset

The mandate

Board diligence found that late-stage opportunities included unsigned pilots, duplicate partner deals and renewals without budget confirmation, forcing a material pipeline restatement. The founder who led sales has stepped away from operating responsibility, leaving regional leaders without one forecast authority.

The interim should join within four weeks for nine months, spanning two enterprise buying cycles. A permanent chief revenue search will begin once territory and qualification design are settled; extension is possible if the chosen leader's notice extends past the planned six-week overlap.

Handover requires three consecutive monthly forecasts inside an agreed variance, qualified coverage sufficient for the approved plan, every top renewal carrying an evidence-based health decision, and the successor to chair one complete revenue review. One unusually large deal cannot substitute for system stability.

The interim may change territories, deal stages, discount delegations and incentive mechanics inside the approved pool. New country entry, pricing changes above 15%, contracts creating uncapped service obligations, permanent vice-president hires and material compensation-pool increases require CEO or board consent.

Product roadmap ownership, brand repositioning and acquisition discussions are excluded. The interim can surface commercial evidence but cannot promise unapproved features or restructure the implementation organisation.

Why this seat is open

The restatement removed confidence in both the number and the process that produced it. Regional sales leaders are strong closers but each has an interest in preserving current coverage and stage definitions. The board needs a temporary commercial operator to make the data trustworthy before choosing permanent leadership.

What you will own

• Redefine each pipeline stage through buyer evidence, commercial approval, implementation feasibility and dated next action.
• Decide account and territory coverage using addressable value, seller capacity, partner conflict and customer concentration.
• Remove unsupported opportunities and publish a reconciled bridge from prior forecast to corrected pipeline.
• Approve discount and commercial-exception decisions against payback, delivery effort, renewal risk and precedent.
• Install renewal health reviews that connect product use, outcomes, support debt, sponsor strength and contracted uplift.
• Produce three forecasts inside board variance using deal-level evidence rather than management overlays.
• Transfer account choices, incentive decisions, forecast logic, talent assessments and the next two-quarter plan to the permanent CRO.

Candidate qualifications

• Served as CRO, sales chief or enterprise revenue director in B2B SaaS with complex multi-stakeholder sales.
• Rebuilt pipeline and forecast credibility after a restatement, missed quarter or founder-led transition.
• Managed enterprise sales, partnerships, revenue operations and customer success as one commercial system.
• Designed qualification and discount controls that improved accuracy without paralysing sellers.
• Led teams above 150 across several Indian Tier-1 cities and material vertical accounts.
• Has handed a repaired revenue organisation to a permanent executive with documented account and talent decisions.

Non-negotiables

• Available to be Bengaluru-based within four weeks.
• No simultaneous sales advisory role with a direct enterprise-software competitor.
• Will remove founder-sponsored deals when buyer evidence does not support stage.
• Must have carried a material quota and forecast-signing authority.

1. 49 words maximum. State your earliest start and any SaaS company requiring conflict disclosure.
2. 49 words maximum. Quantify a pipeline restatement you led and the forecast variance achieved afterward.
3. 49 words maximum. What single piece of buyer evidence is mandatory before you accept a late-stage enterprise deal?