RICHARD J. KIRBY Sales Management & Channel Leadership Leesburg, VA | 703-217-2863 | Richard@RJKirby.com linkedin.com/in/richardjkirby | https://www.rjkirby.com/ SUMMARY ------- Strategic sales leader with 40+ years driving revenue growth in instrumentation, internet services, SaaS, PaaS, ERP and BPO/FaaS in compliance-driven markets. Proven ability to build high-performing teams, close complex deals, and lead full-cycle sales and marketing operations. Deep experience in GovCon, nonprofit and B2B markets. Available now for sales leadership, channel and partnership roles. Two parallel disciplines: - Sales management (direct revenue): hiring, coaching and performance-managing SDR, BDR, AE and proposal teams; territory design; quota and forecast ownership; sales compensation design. - Channel and partnership management (indirect revenue): partner recruitment, enablement, program design, margin and tier structures. SALES LEADERSHIP HIGHLIGHTS --------------------------- - Led annual revenue of $33M+ across SaaS, ERP, cloud and BPO solutions - Led SDR, BDR, AE and proposal teams with direct responsibility for hiring, coaching and performance - Built and scaled opportunity pipelines from greenfield to multi-million-dollar portfolios - Led the team that closed a single BPO/FaaS contract worth $3.5M in annual revenue - Created sales enablement assets, go-to-market plans and account development playbooks - Directed CRM implementations, KPI dashboarding and campaign analytics in Salesforce PROFESSIONAL EXPERIENCE ----------------------- VICE PRESIDENT, STRATEGIC PARTNERSHIPS & CHANNEL SALES Sightline Systems, Fairfax, VA | Jan 2026 - Sept 2026 Performance monitoring and observability software solutions. - 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 supporting partnerships and channel partners. - Owned partner strategy, recruitment, enablement and pipeline development to expand market reach and accelerate revenue generation. - Joined as a senior sales leader reporting to the CEO, responsible for driving revenue growth through strategic partnerships and channel development across domestic and international markets. Tools: Microsoft Office, HubSpot, LinkedIn, Claude.ai, Seamless.ai, AI notetakers and other sales tools. SENIOR DIRECTOR OF SALES BlueStreet Solutions, Inc., Chantilly, VA | Apr 2024 - May 2025 Outsourced accounting and ERP advisory services for GovCon 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 enhance 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, worth $420K/year with $175K in start-up fees. - Full sales cycle ownership: managed the end-to-end process from prospecting through closing, leveraging HubSpot CRM to track performance, pipeline and engagement. - Client relationship management: built and nurtured 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 and solutions. - Contract oversight: drafted and negotiated NDAs, SOWs and other agreements critical to client engagement and compliance. Products sold: Microsoft Azure, Deltek Costpoint ERP (SaaS and on-premises), Unanet, JAMIS. Tools: Microsoft Office, HubSpot CRM. VP SALES & MARKETING / BUSINESS DEVELOPMENT CONSULTANT Sand Solutions Limited, Wellington, FL (remote) | Oct 2018 - Apr 2024 CMMC-compliant PaaS/IaaS provider for Deltek ERP cloud hosting. Part-time consulting engagement supporting new business development and client retention for key accounts, and representing the firm at new business meetings and conferences. Ran concurrently with the Capitalize Analytics role, Jun 2022 - Jul 2023. - Closed $3.5M in total contract value over the engagement and developed a sales pipeline of $1.6M in open opportunities. - Key account management for the top 10% of revenue clients, accounting for 80% of the company's revenue. - In charge of market penetration and customer acquisition strategies. Added twelve key clients in two years, increasing company revenue by roughly 50%. - Ran sales email campaigns promoting cloud, PaaS and IaaS offerings for Deltek Costpoint, Vision and VantagePoint ERP lines to government contractors, nonprofits and professional services firms. - Cleaned up and streamlined the Salesforce CRM implementation to develop sales reports and track opportunities through the sales cycle. Tools: Microsoft Office, ChatGPT, Salesforce, SharePoint, Jira. DATA ANALYTICS SALES EXECUTIVE Capitalize Analytics, Dallas, TX (remote) | Jun 2022 - Jul 2023 Enterprise data and reporting tools for financial planning and operations. Responsible for selling multiple products to all vertical markets across the Mid-Atlantic sales region. Held concurrently with the part-time Sand Solutions consulting engagement. - 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. - Key account management responsibility for strategic clients. - Responsible for SaaS and on-premises software sales. - Certified in Alteryx and Workday Adaptive Planning partner sales programs. - Sold Alteryx, Workday Adaptive Planning, Snowflake, UiPath, Power BI and Tableau software and services across a wide range of vertical markets. Tools: Microsoft Office, ChatGPT, Pipedrive CRM, ZoomInfo, Seamless.ai. CLIENT RELATIONSHIP EXECUTIVE CohnReznick LLP, Tysons, VA | Oct 2016 - Oct 2018 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 new Microsoft CRM systems for the firm. Tools: Microsoft Office, Microsoft CRM. SENIOR VICE PRESIDENT, SALES & MARKETING NeoSystems Corp., Tysons, VA | Aug 2006 - Jul 2016 GovCon-focused managed accounting, ERP systems integration and cloud enablement services. Served as a 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, as well as a proposal organization, while driving sustained revenue growth, brand expansion and strategic market penetration across the government contracting ecosystem. - Scaled annual revenue from $8M to $41M through targeted GTM execution and disciplined pipeline leadership. - Led the team that closed two enterprise ERP/solution 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, including Deltek Costpoint, NetSuite, Integrify, IBM Cognos/TM1 and UltiPro. - Directed a complete corporate rebrand, launched a new web presence and rebuilt all sales and marketing collateral. - Implemented Salesforce CRM and Pardot (now Salesforce Marketing), establishing KPI dashboards, forecasting discipline and data-driven sales analytics. - Designed compensation and incentive programs aligned to growth targets, improving accountability and sales productivity. Tools: Salesforce, Salesforce Marketing (formerly Pardot), Microsoft Office, TM1 (budgeting), Integrify (workflow). ALLIANCE PARTNER MANAGER Deltek, Inc., Herndon, VA | Jun 2005 - Aug 2006 The 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 income stream from the subscription software business (SaaS). Served as the in-house advocate for partners and their needs within Deltek and to management. - Grew the partner channel by 33%, adding CPA and services firms to the roster. - Oversaw a partner-channel revenue increase of over 55% through enhanced partner support and goal setting, with pricing tiers encouraging partners to buy up licenses for better per-unit pricing. BUSINESS DEVELOPMENT CONSULTANT Self-Employed, Sales & Technology Consulting | Jan 2002 - Jun 2005 Various clients, Washington, DC metro area. Sales strategy, marketing collateral and technology integration. - Provided services to help firms improve sales presentations, branding consistency and marketing assets. - Supported lead generation, proposal development, contract negotiation and account management. - Implemented productivity-enhancing technologies to modernize sales and marketing operations. Key engagements: - KCS Landscape Management (Ft. Meade, MD): established a fully functional field office (IT, phones, HVAC, security); created high-impact visual presentations tailored to landscape design proposals. - Freddie Mac: led migration support for lenders transitioning to a new web-based secondary mortgage platform; delivered training, technical support and adoption strategies to ensure a smooth transition from legacy systems. DIRECTOR, BUSINESS DEVELOPMENT Road Runner / Time Warner Cable, Herndon, VA | Jan 1999 - Dec 2001 Third-party affiliate sales and marketing efforts, affiliate contract negotiation, and master purchase agreement negotiations with key technology vendors for Road Runner. - Project managed corporate customer expectations in a fast-track product roll-out of Road Runner's consumer cable modem service to Insight Communications. - Worked to consolidate equipment support agreements, which over five years would save $14 million/year. - Researched adjacent cable systems for Time Warner and MediaOne cable operations to start targeted sales efforts. BUSINESS SOLUTIONS MANAGER Road Runner / Time Warner Cable, San Diego, CA | Jul 1997 - Dec 1998 Developed, wrote and implemented the business-to-business marketing plan for high-speed cable modem internet access services, including presenting service offerings, reviewing serviceable locations for compatibility, and coordinating professional services to install and service the customer. - Developed, marketed and sold a Work-From-Home program and started a Bulk Account Corporate product offering, sold to Qualcomm and other larger tech firms. - Developed a business and marketing plan and then sold SOHO cable modem services. - Responsible for a $450K cable construction budget to build for new commercial customers. SALES MANAGER Conductus Instrument & Systems Division, San Diego, CA | May 1994 - Jun 1997 Managed the sales and marketing functions for a small instrumentation group selling to the university, government and corporate research market around the world. Responsible for meeting the division's quarterly sales goals and reporting on expectations for quarterly investor teleconferences. - Created an international team of channel partners to sell and support our equipment around the world. - Managed all sales and marketing functions. - Developed and implemented budgets and met revenue forecasts. SALES MANAGER Quantum Design, Inc., San Diego, CA | Oct 1984 - Apr 1994 Led all sales and marketing efforts and was a significant contributor and leader, achieving continuous revenue growth. The firm grew from $1 million in annual sales to $10 million, and employees increased from 6 to over 100. - Created an international team of channel partners to sell and support our equipment around the world. The international channel accounted for 55% of the firm's revenue. - Managed all sales and marketing, support and service personnel. - Developed and implemented budgets and met revenue forecasts. - Planned, budgeted and executed a complete marketing and communications program. EDUCATION --------- University of California, San Diego Bachelor's in economics and political science (double major) SKILLS ------ Sales Leadership | Pipeline Development | SaaS | ERP | BPO | Salesforce CRM | Strategic Partnerships | Team Building | GovCon Compliance | Marketing Strategy | Channel Management | Revenue Operations INTERESTS --------- Nature and sports photography, fishing, and an awful golfer.