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Together, we furnish life’s best moments.
The Role
Chief Revenue Officer responsible for total revenue performance, full P&L ownership, and growth across retail, wholesale, contract/commercial, and licensee channels. The role leads revenue strategy, forecasting, field sales, licensee expansion, site selection, CRM and AI adoption, account segmentation, trade programs, customer experience, and commercial team development. The successful candidate will drive aggressive growth, margin discipline, omnichannel transformation, and cross-functional alignment with executive leadership, Marketing, and Product Development.
Summary Generated by Built In
We are seeking a Chief Revenue Officer (CRO) to own total revenue performance across every channel at Gabriella White (Retail, Wholesale (Dealers and Designers), Contract/Commercial, and Retail Licensees). This is a build-and-scale role for a commercial leader who can unify a growing, multi-channel revenue organization, own the full P&L, and bring the talent, strategy, and operational discipline required to grow aggressively and sustainably.
Who We AreGabriella White is home to our family of brands - Gabby and Summer Classics. We are growing in all areas of the business and are proud to be family-owned and operated since 1987. Together, we furnish life's best moments, from the every day to the exceptional. We are united by our vision as well as our collective spirit, and our culture is shaped by our core values: Dedication – Enthusiasm – Synergy – Integrity – Goal-Oriented – Nimble, or simply put DESIGN.
As a premier innovator, manufacturer, and retailer of luxury furniture and accessories, our brands are loved by designers and design-minded consumers for creating timeless outdoor living and transitional, eclectic furniture and accessories for every part of the home. We're always looking for talented people to join our team and grow together.
What We Offer- Competitive health, dental, and vision plans.
- 401(k) plan with match after 12 months.
- Sick, vacation, holiday, and parental time off.
- Employee Assistance Program to support well-being.
- Generous Employee Product Purchase discount.
- Own the revenue P&L across Retail, Wholesale, Contract/Commercial, and Retail Licensees, driving margin discipline alongside aggressive top-line growth.
- Develop and execute an integrated, fully budgeted revenue strategy across all channels, geographies, and customer segments.
- Partner with the CEO, President, Executive Chairman, and Executive Leadership Team to shape long-term growth initiatives, including omnichannel transformation, brand expansion, and national market penetration.
- Hold channel leadership accountable for performance across Retail, Wholesale, Contract/Commercial, and Licensee partnerships, engaging directly to close gaps and drive course corrections.
- Lead the licensee network expansion, from identifying high-potential markets to signing and opening new locations.
- Define the strategic framework for how the field sales organization is structured, deployed, and measured, maintaining executive oversight of the commercial field expense budget.
- Own the accuracy and integrity of revenue forecasting across all channels, establishing the methodology and cadence the organization plans against.
- Set the strategic framework for account segmentation, prioritization, and management, ensuring resources go where they create the most value.
- Champion a data-first, technology-enabled revenue organization, driving CRM adoption, advanced analytics, and AI across forecasting, lead scoring, pipeline prioritization, and pricing.
- Set the strategy and investment priorities for wholesale markets (High Point, Dallas, Atlanta, Las Vegas, Casual Market Atlanta) and Contract/B2B trade shows, ensuring every appearance is tied to measurable revenue outcomes.
- Direct the company's real estate and site selection strategy for retail and wholesale showroom locations, including AI-assisted market analysis.
- Drive alignment between Sales and Marketing on go-to-market strategy, trade programs, and shared growth metrics.
- Serve as the senior commercial voice in product development, ensuring new collections are shaped by market trends and field intelligence.
- Set the standard for world-class customer experience across every channel, treating retention and lifetime value as core commercial metrics.
- Recruit, develop, and lead a high-performing revenue organization built on accountability and a relentless commitment to winning.
- Revenue vs. Goal by Channel/Store.
- Gross Margin vs. Goal by Channel/Store.
- Year-over-Year Revenue Growth Rate by Channel/Store.
- Forecast Accuracy.
- Licensee Portfolio Growth (new stores).
- Net Promoter Score (NPS)
- Bachelor's degree in Business, Sales, or a related field required; MBA a plus.
- 10+ years of executive-level sales leadership, ideally in luxury consumer goods, home furnishings, outdoor living, or a closely adjacent industry where brand and design drive purchase decisions.
- Proven ability to drive aggressive revenue growth, manage full P&L accountability, and build high-performing sales teams from scratch or through significant rebuild.
- Deep multi-channel experience spanning Retail, Wholesale (designers and dealers), and Contract/Commercial. Mastery of at least two channels with demonstrated ability to build in the third.
- Experience building and leading a geographically distributed field sales organization, including territory design and expense accountability.
- Experience managing retail licensee relationships, including joint business planning and performance accountability.
- Hands-on, daily use of CRM platforms, sales analytics, and modern revenue operations to drive decisions.
- Demonstrated AI fluency in a sales context such as predictive forecasting, site selection analytics, pipeline prioritization, lead scoring, and prospecting automation, with measurable revenue results.
- Proven track record building and executing a full sales forecasting process, including methodology design and scenario planning for executive audiences.
- Experience building tiered account management programs, including segmentation and executive-level QBR cadences.
- Comfort working in the design and trade community, with experience leveraging designer relationships to grow trade accounts.
- Natural instinct for cross-functional collaboration, especially with Marketing and Product Development.
- Exceptional communication, negotiation, and executive presence.
- Ability to travel up to 50%, including market travel and one-on-one rep travel.
Skills Required
- Bachelor's degree in Business, Sales, or a related field
- 10+ years of executive-level sales leadership experience
- Experience in luxury consumer goods, home furnishings, outdoor living, or a closely adjacent industry
- Proven ability to drive aggressive revenue growth and manage full P&L accountability
- Experience building or significantly rebuilding high-performing sales teams
- Deep multi-channel experience across Retail, Wholesale, and Contract/Commercial
- Mastery of at least two revenue channels and demonstrated ability to build a third
- Experience leading a geographically distributed field sales organization, including territory design and expense accountability
- Experience managing retail licensee relationships, joint business planning, and performance accountability
- Daily experience using CRM platforms, sales analytics, and revenue operations
- Demonstrated AI fluency in sales applications such as predictive forecasting, site selection analytics, pipeline prioritization, lead scoring, or prospecting automation
- Experience building and executing sales forecasting processes, including methodology design and scenario planning
- Experience building tiered account management programs with segmentation and executive-level QBR cadences
- Experience leveraging designer relationships to grow trade accounts
- Exceptional communication, negotiation, and executive presence
- Ability to travel up to 50%
- MBA
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The Company
What We Do
Gabriella White was founded in 1987 by visionary entrepreneur and venerable merchant, Bew White. Customer relationships have always been at the heart of our business and that spirit of Southern hospitality continues today within all our beloved brands Summer Classics, Gabby and Wendy Jane.
