RICHARD J. KIRBY Leesburg, VA | 703-217-2863 | Richard@RJKirby.com | linkedin.com/in/richardjkirby Web: https://www.rjkirby.com/ SUMMARY Sales management and channel leader with 35+ years driving revenue growth in instrumentation, internet services, SaaS (Software as a Service), PaaS (Platform as a Service), ERP (Enterprise Resource Planning), and BPO/FaaS (Business Process Outsourcing / Finance as a Service) 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 (government contracting), nonprofit, and B2B markets. SALES LEADERSHIP HIGHLIGHTS - Led annual revenue growth 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 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 CORE CAPABILITIES Two disciplines run in parallel across this career: DIRECT REVENUE - Sales Management: hiring, coaching and performance-managing SDR, BDR, AE and proposal teams; territory design; quota ownership; forecast and pipeline discipline; sales compensation plan design. Managed sales teams at Sightline Systems, BlueStreet, Sand Solutions, NeoSystems, Conductus, and Quantum Design. INDIRECT REVENUE - Channel & Partnership Management: recruiting, enabling and scaling resellers, systems integrators, distributors, affiliate partners and accounting firms; partner program design; margin and tier structures. Built channels at Sightline Systems, Capitalize Analytics, NeoSystems, Deltek, Road Runner/Time Warner Cable, Conductus, and Quantum Design. Supporting capabilities: Enterprise & Complex Sales | Revenue Operations & CRM | Marketing & Demand Generation | Contracts, Compliance & GovCon | International Market Development PROFESSIONAL EXPERIENCE Vice President, Strategic Partnerships & Channel Sales Sightline Systems, Fairfax, VA - Jan 2026 to Present https://www.sightline.com Performance monitoring and observability software solutions. - Lead channel sales initiatives, alliance development, and go-to-market collaboration to strengthen partner performance and customer acquisition. - Personally manage key strategic opportunities and executive-level relationships supporting partnerships and channel partners. - Own 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 Senior Director of Sales BlueStreet Solutions, Inc. - Apr 2024 to May 2025 https://bluestreetinc.com/ Outsourced Accounting & ERP Advisory Services, GovCon & Nonprofit Clients. Directed business development for outsourced accounting and ERP advisory offerings, expanding client portfolios and revenue across GovCon and nonprofit markets. - New Business Development: closed the largest deal of the year, worth $420K/year with $175K in start-up fees. - Full Sales Cycle Ownership: managed prospecting through closing, leveraging HubSpot CRM to track performance, pipeline, and engagement. - Client Relationship Management: built long-term partnerships ensuring 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. 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 to Apr 2024 https://www.sandsolutionslimited.com/ CMMC-compliant PaaS/IaaS provider for Deltek ERP cloud hosting. - Closed contracts valued at $3.5 million and developed a sales pipeline of $1.6 million in open opportunities. - Key account management for the top 10% of revenue clients, accounting for 80% of company revenue. - Owned market penetration and customer acquisition strategy, adding twelve key clients in two years and increasing company revenue by roughly 50%. - Ran sales email campaigns promoting cloud, PaaS and IaaS offerings for Deltek's 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 to Jul 2023 https://capitalizeconsulting.com/ Enterprise data and reporting tools for financial planning and operations, sold across the mid-Atlantic region. - Built a $1.7 million 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. Tools: Microsoft Office, ChatGPT, Pipedrive CRM, ZoomInfo, Seamless.ai. Client Relationship Executive CohnReznick LLP, Tysons, VA - Oct 2016 to Oct 2018 https://www.cohnreznick.com 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 to Jul 2016 https://www.neosystemscorp.com/ 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. - 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 annually, 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-premise 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, establishing KPI dashboards, forecasting discipline, and data-driven sales analytics. - Designed compensation and incentive programs aligned to growth targets. Tools: Salesforce, Salesforce Marketing (formerly Pardot), Microsoft Office, TM1, Integrify. Alliance Partner Manager Deltek, Inc., Herndon, VA - Jun 2005 to Aug 2006 https://www.deltek.com Leading provider of enterprise software and information solutions for government contractors and professional services firms. Brought in to formalize the Alliance Partner program, support and recruit partners, and grow the subscription software income stream. - Grew the partner channel by 33%, adding CPA and services firms to the roster. - Oversaw a revenue increase of over 55% through enhanced partner support and pricing tiers encouraging partners to buy up licenses for better per-unit pricing. Business Development Consultant Self-Employed, Sales & Technology Consulting - Jan 2002 to Aug 2005 Washington, DC Metro Area. Sales strategy, marketing collateral, technology integration. - Helped 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. KCS was acquired by Yellowstone Landscape in 2021 and now operates as its Washington, DC branch: https://www.yellowstonelandscape.com/locations/washington-dc - Freddie Mac (https://www.freddiemac.com): led migration support for lenders transitioning to a new web-based secondary mortgage platform; delivered training, technical support, and adoption strategies. Director, Business Development Road Runner / Time Warner Cable, Herndon, VA - Jan 1999 to Dec 2001 Now Charter Spectrum: https://www.spectrum.com Time Warner Cable retired the Road Runner brand in 2012, was acquired by Charter Communications in May 2016, and was rebranded Spectrum in Sept 2016. 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 product roll-out of Road Runner's consumer cable modem service to Insight Communications. - Consolidated equipment support agreements which over 5 years would save $14 million per year. - Researched adjacent cable systems for Time Warner and MediaOne operations to start targeted sales efforts. Business Solutions Manager Road Runner / Time Warner Cable, San Diego, CA - Jul 1997 to Dec 1998 Now Charter Spectrum: https://www.spectrum.com Developed, wrote, and implemented the B2B marketing plan for high-speed cable modem internet access services. - Developed, marketed, and sold a Work-From-Home program and started a Bulk Account Corporate product offering, sold to Qualcomm and other large 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 - Apr 1994 to Jun 1997 Managed sales and marketing for an instrumentation group selling to university, government, and corporate research markets worldwide. Conductus was acquired by Superconductor Technologies in 2002; that company wound down the Conductus product line and merged into Clearday in 2021. The business no longer operates. - Created an international team of channel partners to sell and support 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 to May 1997 https://www.qdusa.com Led all sales and marketing efforts through continuous revenue growth. The firm grew from $1 million in annual sales to $10 million, and from 6 employees to over 100. - Created an international team of channel partners to sell and support equipment around the world; the international channel was 55% of the firm's revenues. - 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. EDUCATION University of California, San Diego Bachelor's in Economics & Political Science (double major) SKILLS Sales Management | Sales Leadership | Channel Management | Quota & Forecast Management | Territory Design | Sales Coaching | Sales Compensation Design | Pipeline Development | SaaS | ERP | BPO | Salesforce CRM | HubSpot CRM | Strategic Partnerships | Team Building | GovCon Compliance | Marketing Strategy | Channel Management | Revenue Operations INTERESTS Nature and sports photography, fishing, and an awful golfer.