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SCB also simplifies the administrative burden so that these small businesses can put their energy back into growing their businesses. Their proprietary technology platform is a core differentiator. They have built their own platform (SCB Connect) which integrates with the largest insurance carriers in Canada and global HRIS platforms and Payroll platforms to administer a streamlined solution. This gives their customers access to better understand their risk management and reporting, and create an easy user experience for their employees. 

 

SCB is the largest independently owned and operated Third Party Administrator (TPA) and Broker in Canada, and 4th largest overall. Established in 2014, SCB is growing rapidly with 100% YoY growth with an impressive ARR figure and big plans ahead as they continue to scale their go-to-market strategy.

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How Will I Make An Impact?

The Chief Revenue Officer at Sterling Capital Brokers plays a crucial role in achieving SCB growth goals. This role will be responsible for delivering profitable top line growth for the enterprise, through leadership of the Business Development and Account Executive teams. In addition, the executive will also be responsible for Marketing strategy and demand generation programs at Sterling which would include Content Marketing, Website and external presence and Performance Marketing. 

 

The successful candidate will be responsible for leading a large (and growing) sales team and will develop process and systems that will enable predictable, profitable revenue generation for the enterprise. The CRO will be responsible for aggressive Revenue and Profit targets and will also lead Partnerships & Strategic initiatives to ensure that leads sources through referral networks are adequately managed through the sales process. 

 

This role will report into Sterling’s Co-Founder & CEO leading global revenue.

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How Do I Know If This Is For Me?

Sterling is a rapidly growing and evolving business, but you can expect your day to involve the following projects and initiatives:

• Managing the company growth forecast, including pipeline updates and conversion forecasts that will serve as signals to the rest of the organization to trigger capacity hiring and planning; 

• Hiring and training new talent to achieve the growth objectives of the company;

• Contributing to the Sterling Executive Team, supporting growth, success and leadership across the organization;

• Establishing clear process management across the sales and business development teams to ensure improving productivity and metrics at the team and individual level;

• Creating a high performance environment in the Sales and Marketing organization.
   

Our Ideal Candidate Looks Like:

• The successful candidate will be a proven sales or revenue leader that has demonstrated the ability to develop and lead the growth functions at a high growth firm; delivering sustainable growth for an enterprise. The successful candidate will have demonstrated the ability to design and measure sustainable sales processes in Software, Insurance or related industry. 

• Other key factors that will be considered will include:

• Demonstrated experience driving high-performing revenue organizations;

• Demonstrated ability to create high ROI on Marketing initiatives / Demand generation initiatives; 

• Proven leadership capabilities;

• Proven experience in hiring / talent development and retention / incentives programs; 

• Demonstrated ability to create high ROI on Marketing initiatives / Demand generation initiatives; 

• Critical thinking and problem solving; 

• Experience using Salesforce (or equivalent CRM to measure and drive performance / accountability); 

• Demonstrated ability to create high ROI on Marketing initiatives / Demand generation initiatives 

• Insurance / Benefits industry knowledge not required but will be considered as a benefit;

• Demonstrated data driven approach;

• A team player with a “bias for action”. 

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KPI's & Objectives:

Expectations of the Chief Revenue Officer will be to achieve stretch targets across the following categories:

• Pipeline value; growth, early stage and late stage

• Pipeline conversion speed and percentage

• Case win rate 

• Quoted Premium 

• Profit Margin 

• Client satisfaction (NPS) 

• Net Revenue Retention (NRR) 

• Sales accuracy Right First Time (RFT)
   

The Process:

As your Artemis Canada Recruitment Consultant, I’ll work closely with you through every step of the process. After a first conversation with me, the process (at a high level) will include:

• Interview with the COO

• Meeting with the Founders

• Meeting with the VP Partnerships

• Meeting with 1-2 other shareholders/board members

• Exec presentation

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We understand, accept, and value the differences between people of different backgrounds, genders, sexual orientations, ages, beliefs, and abilities.  We aim to create an inclusive environment and encourage diverse individuals to apply.

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I’d love to hear from you - even if you don’t meet 100% of the requirements. Send me a note at Carly@artemiscanada.com if you or someone you know is interested!