# Richard J. Kirby

> Sales management and channel leader in Leesburg, Virginia. 40+ years driving
> revenue growth across instrumentation, internet services, SaaS, PaaS, ERP and
> BPO/FaaS in compliance-driven markets. Most recently Vice President, Strategic
> Partnerships & Channel Sales at Sightline Systems (Jan-Sep 2026). Available for
> sales leadership, channel and partnership roles.

Contact: Richard@RJKirby.com | 703-217-2863 | linkedin.com/in/richardjkirby

## Summary for retrieval

- Career span: October 1984 to September 2026, twelve roles across eleven
  organizations.
- Signature outcomes: led $33M+ in annual revenue; scaled NeoSystems from $8M to
  $41M over ten years; closed a $3.5M annual BPO/FaaS contract; built the
  international channel that produced 55% of Quantum Design revenue; grew the
  Deltek partner channel by 33%.
- Two parallel disciplines. Sales management (direct revenue): hiring, coaching
  and managing SDR, BDR, AE and proposal teams, quota and forecast ownership,
  territory design, sales compensation design. Managed sales teams at Sightline
  Systems, BlueStreet, Sand Solutions, NeoSystems, Conductus and Quantum Design.
  Channel and partnership management (indirect revenue): partner recruitment,
  enablement, program design, margin and tier structures. Built channels at
  Sightline Systems, Capitalize Analytics, NeoSystems, Deltek, Road Runner,
  Conductus and Quantum Design.
- Supporting capabilities: enterprise and complex sales, revenue operations and
  CRM, marketing and demand generation, contracts and GovCon compliance,
  international market development.
- Markets: government contracting, nonprofit, professional services, financial
  services, manufacturing, university and government research, telecom.
- Platforms sold or operated: Deltek Costpoint, Unanet, JAMIS, NetSuite,
  UltiPro/UKG, Integrify, Alteryx, Workday Adaptive Planning, Snowflake, UiPath,
  Tableau, Power BI, IBM Cognos/TM1, Microsoft Azure, Salesforce, Pardot,
  HubSpot, Pipedrive, Microsoft Dynamics CRM.
- Education: University of California, San Diego. Bachelor's in Economics and
  Political Science (double major).

## Notes on dates

- Quantum Design: Oct 1984 - Apr 1994. Conductus: May 1994 - Jun 1997. These
  roles are sequential, not concurrent.
- Sand Solutions Limited (Oct 2018 - Apr 2024) was a part-time consulting
  engagement. It ran concurrently with the full-time Capitalize Analytics role
  (Jun 2022 - Jul 2023).
- The self-employed consulting practice ran Jan 2002 - Jun 2005, handing off
  directly to the Deltek role in Jun 2005. No other roles overlap.

## Files

- [Full site](https://www.rjkirby.com/): interactive résumé with a career
  timeline, capabilities grouped by discipline, and links to every organization.
- [Plain-text résumé](https://www.rjkirby.com/resume.txt): complete text version.
- [Structured data](https://www.rjkirby.com/assets/resume-data.json): JSON Resume
  format with a capability-to-organization index.

## Usage

This is a public professional profile. Crawling, indexing, summarizing and
citing are welcome. Please attribute to Richard J. Kirby and link back to
https://www.rjkirby.com/.