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UP.Labs is a first-of-its-kind venture lab unlocking the future of transportation and mobility.
The Role
Fractional, hands-on revenue leader for a portfolio of AI software ventures. Set up GTM strategies, land first enterprise customers, mentor early sales hires, build repeatable sales infrastructure and playbooks, support pricing and deal execution, and maintain a warm enterprise pipeline across portfolio companies.
Summary Generated by Built In
About the role:
UP.Labs is seeking a Chief Revenue Officer (CRO) - Platform Team to serve as a fractional, hands-on revenue leader for our portfolio of AI software ventures. This is a foundational, high-impact role focused on helping newly spun-out companies execute GTM strategies, land their first enterprise customers, and build repeatable sales infrastructure that enables sustainable growth.
As CRO, you will partner closely with portfolio CEOs to set up their sales processes, mentor their early sales hires, and directly support revenue generation in the first critical months post-spinout. You will also help standardize commercialization frameworks at the parent company level, creating reusable playbooks for multiple ventures. You will also play a critical part in landing the first major enterprise deal with our corporate partners—supporting revenue models, pricing strategy, and deal execution—while also building and nurturing a pipeline of warm leads that ensure customer two, three, and beyond.
This role is ideal for a hands-on operator with strong enterprise software sales experience who wants to drive meaningful equity upside by shaping the revenue trajectory of multiple AI startups.
Key Responsibilities:
Portfolio-Level Revenue Execution
- Act as fractional CRO for newly spun-out portfolio companies during the first six to twelve months post-launch and possibly beyond. This is a hands on direct selling responsibility
- Help portfolio CEOs execute go-to-market strategy and land first major enterprise deals.
- Participate in sales calls and provide coaching and guidance to CEOs and early sales hires.
- Hire and train the first Head of Sales for portfolio companies, establishing infrastructure and KPI management for seamless transition.
- Build and maintain a pipeline of warm leads to support customers 2, 3, and beyond.
Sales Process & Infrastructure
- Standardize and implement sales processes across portfolio companies: CRM, pipeline/funnel management, forecasting, and reporting.
- Develop playbooks, sales training materials, and revenue KPIs to create repeatable frameworks for new ventures.
- Ensure portfolio sales teams have the tools, data, and guidance to scale quickly and efficiently.
Cross-Portfolio Enablement & Corporate Partner Support
- Identify cross-portfolio revenue opportunities and potential strategic partners.
- Collaborate with platform leadership (CFO, CMO, other team members) to optimize revenue operations and GTM playbooks across ventures.
- Lead and coordinate targeted industry and city-based executive dinners to build enterprise relationships and generate warm customer pipeline for portfolio companies.
You should have:
- 12-15+ years of enterprise software sales and revenue leadership experience with AI SaaS and B2B enterprise models.
- Proven success in building GTM functions from the ground up, not just inheriting them.
- Strong track record of taking early-stage products to market and growing revenue from zero to first $10M ARR.
- Expertise in complex enterprise sales cycles (procurement, compliance, multi-stakeholder selling).
- Entrepreneurial mindset: thrives in ambiguity, excels at building processes where none exists, and balances strategy with hands-on execution.
Location: Santa Monica, CA
Hybrid Work Environment: In-office from Monday-Thursday; remote on Fridays
Travel: 10+ weeks per year
Skills Required
- 12-15+ years enterprise software sales and revenue leadership experience with AI SaaS and B2B enterprise models
- Proven success building go-to-market functions from the ground up
- Track record taking early-stage products to market and growing revenue from zero to first $10M ARR
- Expertise in complex enterprise sales cycles (procurement, compliance, multi-stakeholder selling)
- Hands-on direct selling responsibility and ability to participate in sales calls and deal execution
- Experience hiring, training, and mentoring early sales hires and Heads of Sales; establishing KPIs and sales infrastructure
- Experience implementing sales processes: CRM, pipeline/funnel management, forecasting, reporting, and developing playbooks
- Entrepreneurial mindset; thrives in ambiguity and balances strategy with hands-on execution
- Based in/able to work in Santa Monica, CA in a hybrid model (in-office Mon-Thu) and travel ~10+ weeks/year
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The Company
What We Do
We work with global corporate partners to identify the most pressing challenges that they, and broader society, face. Inspired by these complex problems, we launch startups built by proven entrepreneurs, product leaders and technologists that use their agility and talent to develop transformative solutions. After these companies have matured and proven market fit, our corporate partners are able to acquire them, reaping strategic value while enriching their culture and core business. We believe this to be the shortest road to a faster, cleaner, safer, and more accessible future.
Why Work With Us
We launch and innovate 6-8 portfolio organizations a year where no day is the same.
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