CROs Make Exceptional CEOs

In software, many of the most effective chief executives come from sales.

A strong CRO masters two of the hardest disciplines in business:

• Top-line growth – driving predictable, capital-efficient revenue
• P&L ownership – running organizations grounded in unit economics, margins, EBITDA and return on capital

The best CROs already operate as general managers. They focus on growth and margin, stay tightly aligned with the CEO and board on EBITDA performance, connect commercial and product functions around measurable outcomes, and lead teams through volatility with accountability and precision.

When a CRO steps into the CEO role, they bring an ingrained understanding of growing the business, customers, capital allocation, and execution discipline. Sustained enterprise value comes from leaders who can scale revenue and manage the P&L with rigor.

CROs are your next in line for CEO successions.