Jobs Board

Chief Relationship Officer (Arabella Advisors)

Company Name

Arabella Advisors

Company City

Washington

Company State

DC

Job Location

Washington, DC

Company Information

Arabella Advisors helps foundations, philanthropists and investors who are serious about impact achieve the greatest good with their resources. We work on issues ranging from the social and economic advancement of women and girls, and conservation of our climate and planet, to reducing poverty and inequity in the United States and around the world. Our staff members are mission-driven and action-oriented, and have a unique combination of experience in philanthropy, business, nonprofits, government, finance, law, and other fields. We combine creative, strategic thinking with knowledge and networks developed through decades of hands-on experience. The fastest-growing philanthropic advisory firm in the nation, Arabella is also a certified B Corporation.

Job Description

Arabella is seeking an experienced executive to drive its next chapter of growth by leading our business development team. The Chief Relationship Officer (CRO) is accountable for the performance and effectiveness of the firm’s revenue operations and is charged with aligning business development strategy with the firm’s vision and values, shaping and guiding relationship management, sales, and revenue activities across the enterprise. The CRO reports to the president and serves on the executive team, helping to steward the firm’s larger strategic orientation and its impact.

Arabella’s CRO will be a mission-driven and goal-oriented leader, at home in fast-paced environments, adept at scaling revenues and organizations, passionate about building high-performance teams and culture, and equipped with the analytical skills to craft and execute strategies grounded in data. Furthermore, the CRO must be an effective and persuasive communicator, comfortable representing Arabella externally and committed to supporting the work of philanthropists and changemakers advancing the most important social issues facing the world today.

Essential Responsibilities:

Growth Strategy and Business Development

  • Develop sustainable growth strategies in partnership with the executive team and board of directors
  • Oversee all company activities that generate revenue, including establishing short-term results and long-term revenue strategy and processes that encompass marketing and lead generation, client engagement and acquisition, key account planning, proposal development, and servicing
  • Work with line-of-business heads and the executive team to identify and pursue new markets, product and service introductions, innovations, and partnerships with demonstrable revenue outcomes
  • Create accountability within the firm by developing appropriate metrics and working with the business development team to ensure its targets are met, including a focus on best practices, process excellence, continuous improvement lessons, and strategy refreshes as needed
  • Oversee execution of comprehensive go-to-market strategy, including the development of strategic partnerships with critical channels, lead generators, and service providers
  • Partner with service teams and line-of-business heads to differentiate and enhance client value propositions

Marketing Strategy and Communications

  • Shape the firm’s understanding of the evolving market landscape and key client segments, helping to maintain market position and devise annual and multi-year marketing objectives
  • Work with internal teams to set marketing strategy and strengthen marketing capacity, providing direction for the activities that shape and support the firm’s brand identity; utilize customer research to provide strategic leadership for brand architecture and positioning
  • Establish and oversee budget related to activities, events, marketing, systems, etc. to achieve firm revenue goals
  • Drive research to inform business development strategy, including targeting analysis, relationship mapping, and market competitive analysis
  • Partner with the client service and marketing teams to capture and analyze data related to business development and marketing (referral relationships, proposals, etc.) and translate findings into actionable recommendations

Sales Strategy and Operations

  • Develop annual business development plans in concert with regional leads; manage the discretionary budget to allocate resources such as consultants, professional development, conference registration, sponsorships, etc. to drive and execute business development and sales strategy according to annual plans
  • Manage monthly revenue-to-forecast reporting, identifying course correction for multiple client segments and multiple service offerings
  • Provide oversight and management for internal processes including pipeline development, customer relationship management platform, business intelligence and reporting, revenue recognition, and budgeting
  • Establish a shared set of goals, metrics, and partnerships with internal stakeholders to define and measure success
  • Build a robust and accurate revenue pipeline, forecasting reporting, and forecasting process
  • Support continued development of data, market, and business intelligence analytical capabilities

Talent and Professional Development

  • Supervise regional managing directors and other staff engaged in business development activities as well as the Marketing and
  • Strategic Communications team, Sales Strategy and Operations team, and Creative and Editorial Services team, providing coaching and performance management
  • Create teamwide accountability expectations and consistently assess performance, and develop direct reports, managers, and team members to their fullest potential to meet goals
  • Oversee talent cultivation and recruitment for the sales team and partners, identifying top talent to help advance our services, expand our reach, and grow our revenue
  • Collaborate with the Culture and Talent team to develop and provide learning and development resources for staff centered on our organizational strategy and business development objectives; partner on succession planning process for senior business development talent
  • Develop incentive compensation and total rewards programs that align business development outcomes with firm objectives

Job Qualifications

To be successful in this role, you’ll need:

  • Experience owning revenue responsibilities oriented in exceptional client service and a demonstrated track record of success that resulted in business expansion
  • Extensive management capabilities and proven success in building sales teams
  • Prior history of establishing and nurturing excellent relationships with clients and channel partners in a variety of settings
  • Significant experience with client relationship management and business development in fast-paced, sophisticated environments, preferably in a professional service setting
  • Professional background at the intersection of philanthropy, nonprofit leadership, and professional services preferred
  • Facility with technology and data to inform and drive analysis, process improvements, and change management
  • Strong and relevant networks of potential partners and clients
  • Strong leadership capabilities and comfort with ambiguity, able to lead through change and take others with you, especially in fast-growing contexts
  • Excellent communication skills, including writing skills; demonstrated ability to structure large amounts of information into written documents that are clear and easy to understand
  • Graduate degree in relevant field (e.g., business administration, organizational development, public administration) or equivalent experience ​

How to Apply

How to Apply
Submit a resume and a one-page cover letter here. The cover letter should address why you’re excited to work at Arabella and why you’re qualified for this specific job.

Arabella Advisors is an Equal Opportunity Employer committed to racial equity. If we can make the application process easier through accommodation in the recruitment process, please let us know.

We encourage you to read (or listen to) our DEI statement prior to applying. We make a particular effort to recruit people of color and members of marginalized groups to apply for open positions. Once you have applied, we welcome your feedback on how you have experienced our values around DEI in the recruitment process.

While Arabella is open to individuals from various locations applying to join our team, please note that we generally are unable to pay for relocation expenses, and, except in rare circumstances considered on a case-by-case basis, all applicants must already be legally eligible to work in the United States at the time of application to be considered for this position.

We will review applications as they are received and look forward to hearing from you.

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