The posting
About Digital Onboarding
Digital Onboarding helps community banks and credit unions acquire, activate, and grow individual and business relationships. Our automated, full-lifecycle growth platform runs personalized journeys from account opening onward, driving account utilization that turns new accounts into primary relationships and data-driven expansion opportunities.
Approximately 175 community banks and credit unions across the country trust us with their account holders' data and their growth goals. We're a team of roughly 50 people building the category, and we're entering our next phase of growth with AI-powered products like DOBI.
Our mission: We help community banks and credit unions grow, compete, and thrive, because they are the fabric of America and essential to the individuals, small businesses, and communities they serve.
The role
The Chief Revenue Officer owns all growth at Digital Onboarding. You'll be accountable for every dollar of new and expanded revenue across three motions: indirect partner channel sales, direct new logo sales, and existing customer expansion.
You'll report directly to the CEO and sit on the executive leadership team. This isn't a role where sales operates in a silo — you'll partner closely with leaders in Customer Success, Product Marketing, Product Engineering, and Finance to build one cohesive go-to-market engine that hits the plan, quarter after quarter.
What you'll own
Growth strategy and the number
- Own the company's bookings and revenue targets end to end, including new ARR and expansion ARR (gross retention is owned by the head of Customer Success)
- Build and run the annual growth plan with the CEO and Finance: targets by motion, capacity models, quotas, territories, and compensation plans
- Deliver accurate, disciplined forecasting to the CEO and board
Indirect partner channel
- Build and scale partnerships with digital banking providers, core processors, fintechs, and other platforms that reach community banks and credit unions
- Define partner programs, economics, enablement, and joint go-to-market plans
- Turn partner relationships into a predictable, measurable source of pipeline and bookings
Direct new logo sales
- Lead and grow the direct sales team selling to banks and credit unions
- Own the full funnel from pipeline generation through close, in partnership with Marketing
- Sharpen our sales process, qualification, deal strategy, and pricing discipline
Existing customer expansion
- Build a repeatable motion for upsell and cross-sell across our customer base
- Partner with Customer Success so expansion grows out of the value customers are already getting
- Bring new products, including our AI Agent DOBI, into the base with clear plays and targets
Team, process, and systems
- Recruit, develop, and retain a high-performing revenue team
- Own revenue operations: CRM hygiene, pipeline reporting, deal inspection, and the metrics that run the business
- Set an operating cadence that keeps the whole company honest on pipeline and performance
How you'll work
Growth at DO is a team sport. You'll be the leader who ties the go-to-market functions into one plan, one set of numbers, and one customer story.
How you'll work together
CEO - Set growth strategy, targets, and priorities; report on performance to the leadership team and board
Customer Success - CS owns retention and renewals; the CRO owns expansion sales. Partner closely so expansion follows customer value; hand off cleanly from sale to onboarding; turn customer outcomes into references and upsell
Product Marketing & Marketing - Align on ICP, messaging, pricing and packaging, launches, and pipeline generation targets
Product Engineering-Bring the voice of the market into the roadmap; scope deals and partner integrations realistically; prepare the field for new releases
Finance - Build the revenue plan, capacity model, and comp plans; forecast with discipline; keep deals profitable
What success looks like
First 90 days
- Know the business cold: customers, pipeline, partners, team, and why we win and lose
- Deliver a growth plan for all three motions, with clear targets and the resources each needs
- Build trust with peers in CS, Marketing, Product & Engineering, and Finance, and set a shared GTM operating cadence
- Make the first moves on team, process, and systems
First year
- Hit the annual bookings and revenue plan
- Partner channel produces a meaningful, forecastable share of new pipeline
- Expansion is a repeatable motion that hits its bookings target
- Forecasts are accurate and the board trusts the number
- A revenue team that top sellers want to join
What you bring
Must have
- 12+ years in B2B SaaS revenue roles, including 5+ years leading sales teams at the VP level or above
- A track record of owning a growth number and hitting it at a company at a similar stage and scale
- Direct experience selling to financial institutions, ideally community banks and credit unions, and a network in that market
- Experience building or scaling an indirect partner or channel program that produced real bookings
- Experience running new logo and expansion motions at the same time
- Strong command of forecasting, pipeline management, comp design, and revenue operations
- A collaborative leader who earns trust across functions and holds a high bar for their team
Nice to have
- Experience with digital banking platforms, core processors, or banking fintech partnerships
- Experience bringing AI-powered products to market
- Experience scaling a revenue org through a growth stage at a startup or growth-stage company
Position Logistics
- Reports to: CEO
- Team: Partner/Channel Sales, Direct Sales, and Expansion
- Location: Remote from anywhere in the US
- Compensation: $180K–$250K base salary + $140K–$200K variable compensation ($320K–$450K OTE) + equity
- Travel: Approximately 50%, including customer meetings, partner engagements, and industry events
