Chief Revenue Officer (CRO) Sales & Marketing for Microsoft Focused Cybersecurity Firm

Own go-to-market (GTM) strategy, brand positioning, demand generation, partnerships, pricing/packaging, and overall bookings across all lines of business. Scale pipeline for DIB/CMMC offerings, expand managed services ARR, grow the Microsoft GCC High licensing business, and orchestrate partner-led revenue streams. You’re both a strategist and a builder – able to architect the GTM plan and also run the forecast, funnel, and field operations day-to-day.

What you’ll own:

• GTM & Pipeline Generation:

  • Build inbound and outbound demand (ABM campaigns, field events, digital marketing) targeting DIB/CMMC buyers (both prime contractors and subcontractors).

  • Define ideal customer profiles and market segments; launch repeatable sales motions for fixed-price enablement projects and subscription managed services.

• Sales Leadership:

  • Lead new-business sales and account growth teams, instituting rigorous qualification processes and deal review cadences.

  • Drive federal/DIB capture efforts; ensure proposal/SOW quality aligns with deliverable scope and target margins.

• Product, Pricing & Packaging:

  • Publish tiered service catalogs with clear value metrics and attach strategies to drive upsell/cross-sell.

  • Own Microsoft GCC High Licensing revenue (including co-sell motions, CSP renewals, and service attachments).

  • Launch bundled “Complementary Partner Services” offerings to increase ACV and win rates.

• Partner Ecosystem & Alliances:

  • Deepen our Microsoft alliance (co-sell programs, marketplace listings, MDF funding) and scale partner-led pipeline through alliances (GRC providers, IR firms, penetration testers, etc.).

  • Create partner scorecards, incentives, and joint go-to-market plans to drive mutual success.

• Revenue Operations & Forecasting (RevOps):

  • Own CRM hygiene, pipeline coverage math, forecast accuracy, and BI dashboards from lead to cash.

  • Align sales compensation plans to margin-aware growth objectives; define clean handoffs to the COO for seamless delivery execution.

• Brand & Marketing:

  • Shape the narrative around CMMC in the DIB market through thought leadership content, case studies, webinars, events, and analyst/press engagement.

  • Build a high-performing marketing engine encompassing demand generation, product marketing, and partner marketing functions.

Required Qualifications:

• 10+ years in B2B technology revenue leadership, including 5+ years leading sales and marketing for an MSP, SI, or security/compliance services provider.

• Proven success in selling managed services and fixed-price professional services in the Microsoft ecosystem.

• Familiarity with the DIB market and CMMC compliance landscape (understands the buying cycles, terminology, and key stakeholders).

• Mastery of revenue operations fundamentals (pipeline math, sales forecasting, performance dashboards).

• Exceptional leadership skills, executive presence, and fluency in building and leveraging partner ecosystems.

• Education: Bachelor’s degree preferred (degree not required).

Preferred:

• Experience driving Microsoft alliance initiatives (e.g., Azure/M365 co-sell, marketplace listings) and executing account-based marketing at scale.

• History of developing tiered pricing and packaging with clear value metrics and “attach” motions for services and products.

Compensation & Benefits:

• Competitive executive compensation (base salary + performance bonus + stock options after the first year).

• Comprehensive benefits (medical coverage, retirement plan, PTO, professional development opportunities).

• Mission-driven work that directly strengthens the national security supply chain.