Richard J. Kirby

Two disciplines

He runs the sales team and he builds the channel

Most sales leaders do one of these well. The record below is split roughly evenly between revenue his own team closed and revenue that partners closed on his behalf.

Four roles sit in both columns — Sightline Systems, NeoSystems, Conductus and Quantum Design — where he carried a team quota and owned the partner network at the same time.

Capabilities

Seven capabilities, and where each was applied

Every capability below names the organizations where it was applied. Select a firm to jump to that role.

Career trace

Twelve roles, eleven organizations, 1984 to 2026

Each bar is one role, scaled to its actual length. The lower lane holds roles that ran concurrently with the one above. Select any bar to read its detail, or jump to the full entry below.

Role

Senior Vice President, Sales & Marketing

Organization

NeoSystems Corp.

Span

Aug 2006 – Jul 2016

Tenure

—

Five years or longer Other roles Held concurrently

One span overlaps by design: the Sand Solutions engagement was a part-time consulting arrangement that continued through the Capitalize Analytics role, Jun 2022 – Jul 2023. Every other role runs end to end.

Professional experience

The record, most recent first

1. Jan 2026 – Sep 2026

   Vice President, Strategic Partnerships & Channel Sales

   Sightline Systems — Fairfax, Virginia

   Performance monitoring and observability software.

   • Led channel sales initiatives, alliance development and go-to-market collaboration to strengthen partner performance and customer acquisition.
   • Personally managed key strategic opportunities and executive-level relationships across partnerships and channel partners.
   • Owned partner strategy, recruitment, enablement and pipeline development to expand market reach and accelerate revenue.
   • Joined as a senior sales leader reporting to the CEO, driving revenue growth through partnerships and channel development across domestic and international markets.

   Tools — Microsoft Office, HubSpot, LinkedIn, Claude.ai, Seamless.ai, AI notetakers.

   Channel & alliancesEnterprise salesSales managementRevenue opsMarketingInternational

2. Apr 2024 – May 2025

   Senior Director of Sales

   BlueStreet Solutions, Inc. — Chantilly, Virginia

   Outsourced accounting and ERP advisory services for government contracting and nonprofit clients.

   Directed business development for outsourced accounting and ERP advisory offerings, expanding client portfolios and revenue across GovCon and nonprofit markets. Positioned services to reduce overhead, improve controls and sharpen operational focus while maintaining high client satisfaction.

   • New business development. Targeted and secured high-fit opportunities through data-driven outreach and relationship building. Closed the largest deal of the year at $420K per year with $175K in start-up fees.
   • Full sales cycle ownership. Managed prospecting through closing, using HubSpot CRM to track performance, pipeline and engagement.
   • Client relationship management. Built long-term partnerships to ensure continuous value and strategic alignment.
   • Account growth. Identified upsell and cross-sell opportunities within existing and former clients.
   • Direct marketing. Used AI tools to develop email and LinkedIn messaging for a coherent campaign promoting the firm's services.
   • Contract oversight. Drafted and negotiated NDAs, SOWs and other agreements critical to client engagement and compliance.

   Sold — Microsoft Azure, Deltek Costpoint ERP (SaaS and on-premises), Unanet, JAMIS. Tools — Microsoft Office, HubSpot CRM.

   Enterprise salesSales managementRevenue opsMarketingContracts

3. Oct 2018 – Apr 2024

   VP Sales & Marketing / Business Development Consultant

   Sand Solutions Limited — Wellington, Florida (remote)

   CMMC-compliant PaaS and IaaS provider for Deltek ERP cloud hosting. Supported new business development and client retention for key accounts, and represented the firm at new business meetings and conferences.

   • Closed $3.5M in total contract value over the engagement and developed a pipeline of $1.6M in open opportunities.
   • Held key account management responsibility for the top 10% of revenue clients, representing 80% of company revenue.
   • Owned market penetration and customer acquisition strategy, adding twelve key clients in two years and lifting company revenue roughly 50%.
   • Ran email campaigns promoting cloud, PaaS and IaaS offerings for Deltek Costpoint, Vision and VantagePoint to government contractors, nonprofits and professional services firms.
   • Cleaned up and streamlined the Salesforce implementation to produce sales reports and track opportunities through the cycle.

   This was a part-time consulting engagement. It ran alongside the Capitalize Analytics role from June 2022 to July 2023.

   Tools — Microsoft Office, ChatGPT, Salesforce, SharePoint, Jira.

   Enterprise salesSales managementRevenue opsMarketingContracts

4. Jun 2022 – Jul 2023 Concurrent with Sand Solutions

   Data Analytics Sales Executive

   Capitalize Analytics — Dallas, Texas (remote)

   Enterprise data and reporting tools for financial planning and operations, sold into every vertical across the mid-Atlantic region.

   • Built a $1.7M opportunity pipeline while closing over $400K in deals during the first six months of 2023, adding seven new clients.
   • Led customer acquisition in a new region, adding eleven new clients.
   • Held key account management responsibility for strategic clients.
   • Sold both SaaS and on-premises software across a wide range of vertical markets.
   • Certified in Alteryx and Workday Adaptive Planning partner sales programs.

   Sold — Alteryx, Workday Adaptive Planning, Snowflake, UiPath, Power BI, Tableau. Tools — Microsoft Office, ChatGPT, Pipedrive CRM, ZoomInfo, Seamless.ai.

   Enterprise salesChannel & alliancesRevenue ops

5. Oct 2016 – Oct 2018

   Client Relationship Executive

   CohnReznick LLP — Tysons, Virginia

   Advisory and assurance services for government contractors.

   • Built a $1.5M pipeline through strategic networking and outreach.
   • Sold ASC-606 implementation, cybersecurity and compliance advisory services.
   • Prospected and closed IT risk and GDPR consulting projects.
   • Early adopter and tester for the firm's new Microsoft CRM systems.

   Tools — Microsoft Office, Microsoft CRM.

   Enterprise salesRevenue opsMarketingContracts

6. Aug 2006 – Jul 2016

   Senior Vice President, Sales & Marketing

   NeoSystems Corp. — Tysons, Virginia

   GovCon-focused managed accounting, ERP systems integration and cloud enablement services.

   Core member of the executive leadership team, directing sales channel development, go-to-market strategy, demand generation, proposals and marketing. After starting as an individual contributor, built and led SDR and AE teams plus a proposal organization, driving sustained revenue growth and market penetration across the government contracting ecosystem.

   • Scaled annual revenue from $8M to $41M through targeted go-to-market execution and disciplined pipeline leadership.
   • Led the team that closed two enterprise ERP engagements totaling $18M, expanding footprint with strategic GovCon clients.
   • Secured the company's largest BPO/FaaS contract at $3.5M in annual recurring revenue, strengthening the recurring revenue model.
   • Led cross-functional teams spanning sales, marketing and proposal operations, including hiring, enablement and performance management.
   • Drove sales of cloud and on-premises ERP, HRIS, BI and planning platforms.
   • Directed a complete corporate rebrand, launched a new web presence and rebuilt all sales and marketing collateral.
   • Implemented Salesforce CRM and Pardot, establishing KPI dashboards, forecasting discipline and data-driven sales analytics.
   • Designed compensation and incentive programs aligned to growth targets, improving accountability and productivity.

   Sold — Deltek Costpoint, NetSuite, Integrify, IBM Cognos / TM1, UltiPro. Tools — Salesforce, Pardot, Microsoft Office, TM1, Integrify.

   Channel & alliancesEnterprise salesSales managementRevenue opsMarketingContracts

7. Jun 2005 – Aug 2006

   Alliance Partner Manager

   Deltek, Inc. — Herndon, Virginia

   Leading provider of enterprise software and information solutions for government contractors and professional services firms.

   Brought in to formalize the Alliance Partner program, serve as front-line support for partners, recruit new partners, and grow the subscription software income stream. Acted as the in-house advocate for partners with Deltek management.

   • Grew the partner channel by 33%, adding CPA and services firms to the roster.
   • Lifted partner-channel revenue over 55% through enhanced partner support and pricing tiers that rewarded partners for buying up to better per-unit pricing.

   Channel & alliancesEnterprise sales

8. Jan 2002 – Jun 2005

   Business Development Consultant

   Self-employed — sales and technology consulting — Washington, DC metro area

   Sales strategy, marketing collateral and technology integration for a range of clients.

   • Helped firms improve sales presentations, branding consistency and marketing assets.
   • Supported lead generation, proposal development, contract negotiation and account management.
   • Implemented productivity technologies to modernize sales and marketing operations.
   • KCS Landscape Management (Fort Meade, Maryland): established a fully functional field office covering IT, phones, HVAC and security; created visual presentations tailored to landscape design proposals. KCS was acquired by Yellowstone Landscape in 2021 and now operates as its Washington, DC branch.
   • Freddie Mac: led migration support for lenders moving to a new web-based secondary mortgage platform, delivering training, technical support and adoption strategies for the transition off legacy systems.

   Enterprise salesMarketingContracts

9. Jan 1999 – Dec 2001

   Director, Business Development

   Road Runner / Time Warner Cable — Herndon, Virginia · now Charter Spectrum

   Third-party affiliate sales and marketing, affiliate contract negotiation, and master purchase agreements with key technology vendors.

   • Project managed corporate customer expectations in a fast-track rollout of Road Runner consumer cable modem service to Insight Communications.
   • Consolidated equipment support agreements projected to save $14M per year over five years.
   • Researched adjacent Time Warner and MediaOne cable systems to open targeted sales efforts.

   Time Warner Cable retired the Road Runner brand in 2012, was acquired by Charter Communications in May 2016, and the service was rebranded Spectrum Internet that September.

   Channel & alliancesEnterprise salesContracts

10. Jul 1997 – Dec 1998

    Business Solutions Manager

    Road Runner / Time Warner Cable — San Diego, California · now Charter Spectrum

    Wrote and implemented the business-to-business marketing plan for high-speed cable modem internet access, covering service offerings, serviceability review and professional services coordination.

    • Developed, marketed and sold a work-from-home program, then launched a bulk corporate account offering sold to Qualcomm and other large technology firms.
    • Built the business and marketing plan for SOHO cable modem service, then sold it.
    • Managed a $450K cable construction budget to build out service for new commercial customers.

    Enterprise salesMarketing

11. May 1994 – Jun 1997

    Sales Manager

    Conductus Instrument & Systems Division — San Diego, California · no longer operating

    Managed the sales and marketing functions for a small instrumentation group selling to university, government and corporate research markets worldwide, with responsibility for quarterly divisional sales goals and reporting on expectations for quarterly investor calls.

    • Created an international team of channel partners to sell and support equipment around the world.
    • Managed all sales and marketing functions for the division.
    • Developed and implemented budgets and met revenue forecasts.

    Conductus was acquired by Superconductor Technologies in 2002; that company wound down the Conductus product line and merged into Clearday in 2021, so the business no longer operates.

    Channel & alliancesSales managementMarketingInternational

12. Oct 1984 – Apr 1994

    Sales Manager

    Quantum Design, Inc. — San Diego, California

    Automated materials characterization instruments for physics, chemistry and materials science research.

    Led all sales and marketing through a period of continuous growth: the firm went from $1M in annual sales to $10M, and from six employees to more than 100.

    • Created an international team of channel partners to sell and support equipment worldwide; the international channel produced 55% of company revenue.
    • Managed all sales, marketing, support and service personnel.
    • Developed and implemented budgets and met revenue forecasts.
    • Planned, budgeted and executed a complete marketing and communications program.

    Channel & alliancesEnterprise salesSales managementMarketingInternational

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Platforms & tooling

Products sold, systems run

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Education, markets and organization directory

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