Head of Revenue — Lazo (via Remotesome)

About Lazo

Lazo offers comprehensive tax, bookkeeping, and fundraising solutions for startup founders through expert-led services and AI Agents.

Our Lazo One platform, enhanced by our trademarked Augmented Ops™, streamlines every essential startup operation, optimizing critical tasks efficiently, while our expert team provides personalized strategic guidance, ensuring founders focus on growth while we handle the complexities.

From incorporation to scaling, we provide the strategic support founders need to grow their businesses. Backed by global partners like Google for Startups, AWS, EY, Endeavor, and Tampa Bay Wave, Lazo is the ultimate partner for startups seeking to scale with confidence.

The Role

We’re looking for a Head of Revenue to own ARR/NRR and lead the full GTM system across Marketing, Sales, Customer Success/Account Management, Partnerships, and Community (current org ≈16 people, 5 of which are direct reports).

This is not a pure ‘Head of Sales’ role: you’ll be accountable for demand generation, new business, and post-sales expansion/retention across these teams. You’ll be both operator and architect: stand up a
reliable forecast, redesign pricing & packaging, align teams on one funnel, and turn community/partnerships into durable pipeline and expansion. You’ll work directly with our CEO, report with clarity and cadence, and ready the company for Series A.

What You’ll Do

● Own the number: Define and manage revenue OKRs and KPIs across the funnel (ARR/NRR, CAC payback, LTV/CAC, win rate, cycle time, expansion, churn), and ensure each GTM team is executing against clear targets.
● Stand up RevOps: CRM hygiene and governance, funnel SLAs (MQL→SQL→Win), attribution, pipeline coverage, capacity planning, dashboards, and forecast calls.
● Pricing & packaging: design, test and roll out packages that increase recurring revenue %, ARPA and expansion; align with Finance/Legal on terms and margins.
● Sales & CS playbooks: own the commercial motion across Sales and CS/AM – implement qualification methodology, sales stages, handoffs, onboarding, expansion/upsell, and churn-down motions; codify talk tracks and enablement.
● Demand generation orchestration: lead the Marketing engine so inbound, outbound, community and partnerships drive sourced & influenced pipeline with clear OKRs, KPIs and ROI targets.
● Partnerships & channels: originate, negotiate, and co-sell with strategic partners (clouds, fintechs, VCs, service firms) with contribution goals to pipeline and revenue.
● People & performance: lead and develop the GTM team (hiring plan,
quotas/territories, comp plans, coaching, performance reviews, enablement).
● Instrumentation & reporting: weekly exec updates, MBR/QBRs, board/investor materials; maintain a single source of truth for revenue metrics.
● Series A readiness: crisp narrative, metrics discipline, and predictable growth mechanics

What Success Looks Like

First 90 days
● 360º revenue audit, unified funnel definitions, baseline forecast and coverage model.
● RevOps backbone live (dashboards, SLAs, hygiene), first pricing/packaging
experiments, churn/expansion plan approved.

12 months
● NRR (Net Revenue Retention) ≥ 105–110%; churn down; ARPA up; higher % of
recurring revenue.
● CAC payback within target; forecast accuracy within ±10%.
● Repeatable partner-sourced pipeline; win-rate and cycle-time improvements.

What We’re Looking For

● 6–10+ years of B2B revenue leadership in SaaS and/or tech-enabled services at Seed–Series B stages. (Mandatory)
● Demonstrated ownership of ARR/NRR and delivery against forecasts; track record building or upgrading RevOps (HubSpot/Salesforce or similar).
● Hands-on leadership across Marketing, Sales, CS/AM, and Partnerships (direct people management or clear RACI ownership of these teams) at company level – not just as a Sales leader “supported” by other functions.

● Experience setting and driving revenue OKRs and KPIs (including LTV/CAC, NRR, CAC payback) and reporting them to founders/boards.
● Proven experience redesigning pricing & packaging and driving expansion while reducing churn.
● Data-driven, fluent in unit economics and cohort analysis; sharp operator who can zoom in to fix and zoom out to architect.
● Low-ego, high-ownership, comfortable partnering day-to-day with a founder-CEO.
● Advanced English (spoken and written). Mandatory. Spanish and/or Portuguese are a plus given our LatAm roots. (B2B experience is mandatory.)

Required Skills

• Go-to-Market — Advanced

Compensation

$70K – $90K/year

Timezone: UTC-8 to UTC-3