Chief Revenue Officer

Chief Revenue Officer (CRO)

A new role forming part of the Executive Leadership Team at NLA integral to our vision and growth ambitions

About NLA

The NLA is the membership body for Londons built environment sector the largest and most diverse cluster of expertise in city-making anywhere in the world.

From our home at The London Centre we bring people together year-round to build new relationships develop lifelong skills and raise the profile of our community across the capital nationally and internationally.

Guided by the New London Agenda our work has global relevance and we collaborate with cities worldwide.

2025 is a pivotal year for NLA. We celebrate our 20year anniversary in July and will use this as the launchpad for of a progressive 5 year growth plan to which the CRO will be a key contributor helping us achieve our considerable ambitions. As the architect of NLAs new commercial engine you will shape the team technology and culture that powers some of the key components of this plan:-

1. Value Proposition Refresh reposition NLA as Londons Built Environment Community and grow total addressable market.
2. Refine & Realign Professional Programme focussing more clearly on our core value proposition of Relationships Skills & Profile.
3. Build Sales & Marketing Capability create a robust commercial engine (people & tech) to deliver membership growth.
4. Invest in Integrated Systems & Data HubSpotcentred stack to power leadgen sales pipeline CRM CMS & member analytics.
5. Launch ValueAligned Membership Model pricing & tiers linked to organisation size and value received.

1. Purpose of the Role

The CRO will own every revenue stream in the growth plan: membership activations sponsorship & events and will have considerable influence on new products services and also contribute to our international aspirations.

Youll lead the build out of a new Sales & Marketing capability as well as having oversight of our ClientRelationship teams. The mandate is to design recruit and scale a highperforming culturally congruent commercial organisation that builds on NLAs market position considerable expertise and stature amongst its existing membership into predictable scaling recurring revenue and profitable growth.

2. Reporting Lines & Team

Reports to: Chief Executive Officer NLA

Member of the Executive Leadership Team

Regular attendee at group board meetings

Your team consists of:-

• Sales Leader & Sales Team (1 salesperson to date with immediate additional hire and more resources added aligned to sales growth objective in 5 yr plan)
• Revenue Operations (RevOps) Manager (new hire)
• Marketing Manager Lead Generation (new hire)
• Sectorfocused Client Relationship team

3. Key Responsibilities

• Business wide accountability for Revenue Strategy & Delivery working collaboratively with the CEO and Executive team to ensure NLA meet or beat the fiveyear revenue and EBITDA targets
• Build a scalable Sales & Marketing capability that allows us to achieve our 5 yr plan refining the organisation blueprint hiring a highly capable committed team and utilizing your experience and leadership to significantly enhance our commercial capability
• Systems & Data champion the implementation adoption and ongoing refinement of HubSpot Sales & Marketing Hub. With the ongoing support of a RevOps lead ensure we become a business that uses data to drive decision making revenues and exceptional member experiences
• Membership Growth work with our experiences Client Relationship team to refine and improve our membership model in support of our ambition to grow membership income by 5% in 2026 15% in 2027 and 20% p.a. from 202830. Maintain 100% Net Revenue Retention from FY26
• Product & Market Expansion monetise new products and services (e.g. Built World Summit Skills for Places Partnership) and international delegations; grow sponsorship & events revenue 10% YoY from 2026.
• People & Culture Alongside the leadership team embed a oneteam culture underpinned by NLA values; quarterly OKR checkins; and provide leadership that ensures commercialteam attrition <10%
• Risk & CashFlow Management Think and act like an owner. Through disciplined budgeting good management of people and resources keep unnecessary business risks to a minimum whilst allowing room for entrepreneurial flair.

4. Experience & Qualifications

• Executive revenue leadership in a B2B membership media SaaS or events scaleup
• Proven trackrecord of building sales & marketing functions and creating a repeatable datadriven predictable revenue engine.
• Confident in maximizing the value of CRM lead generation and sales pipeline automation HubSpot preferred.
• Mastery across newbusiness sales account growth digital demand generation and customer success.
• Credibility within the builtenvironment sectoror the curiosity and network to master it quickly.
• Inspirational people leader with changemanagement credentials. Fluency in OKR methodology and datadriven performance management.

5. Personal Attributes

• Strategic thinker with strong analytical rigour comfortable working in a small collaborative leadership team
• Inclusive coach fostering talent mobility continuous learning and crossdisciplinary collaboration.
• HighEQ communicator who builds trust with internal and external stakeholders and has a natural flare for building and maintain high level relationships in a business with a real sense of purpose
• Goal orientated youll value having clear objectives but youll also be resilient adaptable and comfortable with ambiguity in a fastscaling environment.
• Youll enjoy building and nurturing winning teams and will always do the right thing for your colleagues and your customers preserving a clear lived set of values..

6. Our Values

Informed - Knowledge and understanding are central to everything we do; we continually build on our knowledge so we can innovate stay relevant and make an impact.

Rigorous - We love what we do take pride in our work and continually strive for excellenceacting creating and never cutting corners.

Collaborative - By collaborating we create our best work with colleagues clients and partnersbuilding transparent longlasting relationships that champion diversity and sustainability.

Responsive - By staying openminded and attuned to our network we react quickly to opportunities pushing boundaries and challenging ourselves to improve.

7. Terms

Location: NLA offices in The London Centre Guildhall City of London

Work Pattern : 40 hours per week Monday - Friday

Market Competitive Salary : dependent on skills and experience

Potential equity participation with demonstrable performance

Pension: We provide Peoples Pension with employer contributions and the employees right to opt out.

Benefits: 25 days contractual annual leave excluding bank holidays uncapped holiday with managers agreement. Employee Assistance Programme (EAP) for employees and family health and wellbeing initiatives enhanced parental leave cycle to work scheme

How to Apply & Equal Opportunity

NLA is an equalopportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Adjustments for the application or interview process are available on request.

Applications will close at midnight onFriday 4th July.

To apply please follow the link on our recruitment page where you can send your CV and cover letter Danielle Rowland HR Director. Please note that applications will only be reviewed where cover letters are included.

Required Experience:

Senior IC