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# Chief Revenue Officer (CRO) with a Cybersecurity Vendor – Washington, DC


Role Overview for Chief Revenue Officer (CRO) with a Cybersecurity Vendor – Washington, DC
JRG Partners is proud to conduct an exclusive executive search for a dynamic and results-driven Chief Revenue Officer (CRO) on behalf of our client, a pioneering and rapidly scaling cybersecurity vendor headquartered in the strategic hub of Washington, DC. This is a rare opportunity to join the C-suite of a well-funded, innovative company that is redefining the landscape of digital defense. Our client provides a cutting-edge SaaS platform that protects critical infrastructure and enterprise data from the most sophisticated cyber threats.
As the Chief Revenue Officer, you will be a cornerstone of the executive leadership team, reporting directly to the Chief Executive Officer (CEO). You will be the primary architect and driver of the company’s global revenue-generation strategy, with complete ownership of all revenue-generating functions, including direct sales, channel partnerships, sales engineering, marketing, and customer success. Your mission is to create a unified, high-performance revenue engine that can scale efficiently and predictably, capitalizing on the immense market opportunity in both the commercial and public sectors.
This role demands a strategic visionary with a deeply operational mindset. You are not just a sales leader; you are a business builder who understands how to orchestrate every aspect of the go-to-market motion. You will be responsible for aligning all departments around a single revenue goal, implementing robust processes, and fostering a culture of accountability, collaboration, and relentless execution. The ideal candidate will bring a wealth of experience from the cybersecurity software industry, a proven track record of scaling a company through significant growth phases (e.g., from $50M to $250M+ ARR), and a deep understanding of the unique market dynamics in the Washington, DC area, particularly concerning federal and government contracts.
Key Responsibilities of Chief Revenue Officer (CRO) with a Cybersecurity Vendor – Washington, DC
Revenue Strategy and Execution
Develop, articulate, and execute a comprehensive, multi-year revenue growth strategy. Align all sales, marketing, and customer success initiatives to achieve ambitious revenue targets and market share goals.
Leadership and Team Development
Build, mentor, and lead a world-class global revenue organization. Recruit top-tier talent and foster a culture of high performance, continuous improvement, and customer-centricity. Provide clear direction and hands-on coaching to VPs and Directors across the revenue functions.
Go-to-Market (GTM) Orchestration
Design and implement a cohesive GTM strategy that integrates direct sales, inside sales, channel sales, and strategic alliances. Define target markets, ideal customer profiles (ICPs), and effective sales methodologies (e.g., MEDDICC, Challenger Sale) to optimize sales cycles and win rates.
Sales Operations and Enablement
Establish a robust sales operations function to manage forecasting, pipeline management, territory planning, compensation plans, and performance analytics. Implement scalable processes and systems (CRM, sales enablement tools) to enhance productivity and provide data-driven insights.
Marketing and Demand Generation Alignment
Collaborate closely with the Chief Marketing Officer (CMO) to ensure tight alignment between sales and marketing. Provide input on demand generation campaigns, content strategy, and brand positioning to ensure a consistent and powerful message that fuels the sales pipeline.
Customer Success and Expansion
Oversee the customer success organization to ensure high levels of customer satisfaction, adoption, and retention. Drive strategies to minimize churn and maximize net revenue retention (NRR) through up-sell and cross-sell opportunities.
Channel and Partnership Ecosystem
Expand and mature the company’s channel program, building a thriving ecosystem of VARs, MSSPs, SIs, and technology alliance partners. Structure partnership agreements that create mutually beneficial, scalable revenue streams.
Public Sector and Federal Sales
Leverage the Washington, DC location to build and lead a specialized public sector sales team. Develop a deep understanding of government procurement processes, contracting vehicles (e.g., FedRAMP, GSA Schedules), and compliance requirements to capture significant market share within federal, state, and local agencies.
Executive Collaboration and Reporting
Serve as a key member of the executive team, contributing to overall company strategy. Provide accurate and transparent revenue forecasting and performance reporting to the CEO, executive team, and Board of Directors.
Requirements for the Chief Revenue Officer (CRO) with a Cybersecurity Vendor – Washington, DC
Executive Leadership Experience
A minimum of 15+ years of experience in enterprise software sales, with at least 7-10 years in a senior revenue leadership role (e.g., CRO, SVP/VP of Global Sales) within a B2B technology company.
Cybersecurity Domain Expertise
Non-negotiable, deep experience within the cybersecurity industry is required. Familiarity with domains such as endpoint security, cloud security (CWPP/CSPM), threat intelligence, identity and access management (IAM), or security operations (SecOps) is highly preferred.
Proven Growth Record
A quantifiable and demonstrable track record of scaling revenue for a SaaS company through significant growth stages, ideally from sub-$100M ARR to $250M ARR and beyond.
Strategic and Operational Excellence
Ability to operate at both a strategic 30,000-foot level and a tactical, in-the-weeds operational level. A data-driven decision-maker who can translate complex data into actionable business strategy.
Federal Sales Acumen
Proven experience building and leading sales teams focused on the U.S. Federal Government and SLED markets. Strong understanding of the federal procurement landscape is a significant advantage.
Inspirational Leadership
A natural leader and mentor with a history of attracting, developing, and retaining A-player talent. Possesses high emotional intelligence and the ability to inspire a diverse, global team.
Advanced Knowledge
A deep understanding of the evolving threat landscape, as detailed in reports from agencies like the Cybersecurity and Infrastructure Security Agency (CISA), is crucial for strategic planning.
Educational Background
Bachelor’s degree in Business, Marketing, or a related field is required. An MBA or other advanced degree is highly desirable.
Location
Ability to work from the Washington, DC headquarters and travel globally as required to meet with customers, partners, and team members.
Benefits & Perks Offered
Our client is committed to attracting and retaining top executive talent and offers a highly competitive and comprehensive compensation package, including:
Executive Compensation
A compelling package featuring a significant base salary, an aggressive, uncapped commission and bonus structure tied to revenue performance.
Meaningful Equity
A substantial equity grant (stock options or RSUs) that provides a significant stake in the company’s success and long-term value creation.
Comprehensive Health Coverage
Premium medical, dental, and vision insurance plans for you and your dependents with minimal employee contribution.
Retirement Planning
A 401(k) retirement plan with a generous company matching program to help you plan for your future.
Generous Paid Time Off
A flexible and generous paid time off (PTO) policy, supplemented by company-wide holidays, to encourage work-life balance and rejuvenation.
Professional Development
A dedicated budget for executive coaching, industry conferences, and continued education to support your professional growth.
Executive Perks
Additional benefits may include a car allowance, relocation assistance if required, and access to company-sponsored networking and social events.
How to Apply
This is a confidential search being conducted exclusively by JRG Partners. If you are a transformative revenue leader with a passion for cybersecurity and a proven history of scaling growth in a fast-paced environment, we strongly encourage you to apply.
To express your interest and submit your application in the strictest confidence, please connect with our team through our official practice area page. Qualified candidates will be contacted directly by a JRG Partners executive recruiter. Please visit our Cybersecurity Executive Search practice area to learn more and indicate your interest in the Chief Revenue Officer position. JRG Partners is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all candidates.