Posted today
Secret
Senior Level Career (10+ yrs experience)
Unspecified
Business - Sales
Melbourne, FL (On-Site/Office)
Chief Revenue Officer (CRO)
Location: Melbourne, FL (preferred) | East Coast Remote (with travel)
Reports To: Chief Executive Officer (CEO)
Role Overview
The Chief Revenue Officer (CRO) is responsible for owning, building, and executing Modus Operandi’s revenue strategy end-to-end. This individual will serve as the company’s first dedicated revenue leader for its AI-enabled software platforms, with direct accountability for pipeline development, bookings, and revenue growth. This is a player-coach role: the CRO will personally lead and execute early sales efforts while simultaneously designing the go-to-market strategy, sales motion, and operating rhythm required to scale. The CRO will work directly with the CEO, product, engineering, and delivery teams to convert technical capability into sustained, repeatable revenue.
Core Responsibilities
Revenue Strategy & Ownership
• Own the full revenue lifecycle: market selection, pipeline generation, deal execution, bookings, and expansion
• Define and execute the company’s go-to-market (GTM) strategy for AI-enabled software products
• Establish clear revenue targets, pipeline metrics, and forecasting discipline
• Identify near-term revenue opportunities while shaping longer-term market expansion
Sales Execution (Hands-On)
• Personally lead and close strategic opportunities, particularly in early stages
• Manage the complete sales cycle: prospecting, qualification, discovery, solution positioning, pricing, negotiation, and close
• Leverage and expand executive, military, and industry networks to accelerate deal flow
• Lead customer engagements, executive briefings, and contract negotiations
Market & Customer Focus
• Prioritize initial focus on defense, national security, and regulated markets, while evaluating adjacent commercial opportunities
• Translate customer needs into clear value propositions and buying narratives
• Gather market intelligence and customer feedback to inform product roadmap and positioning
Cross-Functional Leadership
• Partner closely with engineering and product leadership to:
o Shape demos, pilots, and proofs of value
o Ensure technical solutions align with customer mission outcomes
• Coordinate with delivery teams to ensure successful transition from sale to execution.
• Act as the primary voice of the customer inside the organization.
Foundation for Scale
• Design foundational sales processes, tools, and operating cadence.
• Define future hiring needs and organizational structure as revenue scales.
• Prepare the organization to transition from founder-led sales to a scalable revenue engine.
First-Year Success Metrics
First 30 Days
• Deep understanding of Modus Operandi’s platforms, customers, and value propositions
• Defined target markets and prioritized prospect list
First 90 Days
• Active pipeline with qualified opportunities
• Customer meetings, demos, and pilots underway
6–12 Months
• Closed revenue and repeatable sales motion established
• Reliable forecasting and pipeline discipline
• Clear path to expanding revenue team
24 Months
• Revenue performance sufficient to justify team growth and expanded CRO remit
Qualifications & Experience
• Proven experience owning and driving revenue growth for complex software or technical solutions
• Demonstrated ability to both lead and personally close deals
• Experience selling into:
o Defense, government, aerospace, or highly regulated industries (strongly preferred)
• Strong understanding of enterprise and government buying cycles
• Ability to communicate technical solutions in mission-focused, outcome-driven terms
• Startup or early-stage product commercialization experience highly desirable
• Military experience or deep DoD familiarity a plus
• Active security clearance preferred; must be eligible to obtain one
Leadership & Personal Attributes
• Executive presence with a bias toward action
• Comfortable operating with ambiguity and limited structure
• High accountability mindset — owns outcomes, not just activity
• Strong relationship builder with credibility at senior levels
• Mission-oriented, disciplined, and resilient
Compensation
• Competitive base salary and benefits
• Performance-based commissions
• Significant growth potential tied to revenue and role expansion.
Location: Melbourne, FL (preferred) | East Coast Remote (with travel)
Reports To: Chief Executive Officer (CEO)
Role Overview
The Chief Revenue Officer (CRO) is responsible for owning, building, and executing Modus Operandi’s revenue strategy end-to-end. This individual will serve as the company’s first dedicated revenue leader for its AI-enabled software platforms, with direct accountability for pipeline development, bookings, and revenue growth. This is a player-coach role: the CRO will personally lead and execute early sales efforts while simultaneously designing the go-to-market strategy, sales motion, and operating rhythm required to scale. The CRO will work directly with the CEO, product, engineering, and delivery teams to convert technical capability into sustained, repeatable revenue.
Core Responsibilities
Revenue Strategy & Ownership
• Own the full revenue lifecycle: market selection, pipeline generation, deal execution, bookings, and expansion
• Define and execute the company’s go-to-market (GTM) strategy for AI-enabled software products
• Establish clear revenue targets, pipeline metrics, and forecasting discipline
• Identify near-term revenue opportunities while shaping longer-term market expansion
Sales Execution (Hands-On)
• Personally lead and close strategic opportunities, particularly in early stages
• Manage the complete sales cycle: prospecting, qualification, discovery, solution positioning, pricing, negotiation, and close
• Leverage and expand executive, military, and industry networks to accelerate deal flow
• Lead customer engagements, executive briefings, and contract negotiations
Market & Customer Focus
• Prioritize initial focus on defense, national security, and regulated markets, while evaluating adjacent commercial opportunities
• Translate customer needs into clear value propositions and buying narratives
• Gather market intelligence and customer feedback to inform product roadmap and positioning
Cross-Functional Leadership
• Partner closely with engineering and product leadership to:
o Shape demos, pilots, and proofs of value
o Ensure technical solutions align with customer mission outcomes
• Coordinate with delivery teams to ensure successful transition from sale to execution.
• Act as the primary voice of the customer inside the organization.
Foundation for Scale
• Design foundational sales processes, tools, and operating cadence.
• Define future hiring needs and organizational structure as revenue scales.
• Prepare the organization to transition from founder-led sales to a scalable revenue engine.
First-Year Success Metrics
First 30 Days
• Deep understanding of Modus Operandi’s platforms, customers, and value propositions
• Defined target markets and prioritized prospect list
First 90 Days
• Active pipeline with qualified opportunities
• Customer meetings, demos, and pilots underway
6–12 Months
• Closed revenue and repeatable sales motion established
• Reliable forecasting and pipeline discipline
• Clear path to expanding revenue team
24 Months
• Revenue performance sufficient to justify team growth and expanded CRO remit
Qualifications & Experience
• Proven experience owning and driving revenue growth for complex software or technical solutions
• Demonstrated ability to both lead and personally close deals
• Experience selling into:
o Defense, government, aerospace, or highly regulated industries (strongly preferred)
• Strong understanding of enterprise and government buying cycles
• Ability to communicate technical solutions in mission-focused, outcome-driven terms
• Startup or early-stage product commercialization experience highly desirable
• Military experience or deep DoD familiarity a plus
• Active security clearance preferred; must be eligible to obtain one
Leadership & Personal Attributes
• Executive presence with a bias toward action
• Comfortable operating with ambiguity and limited structure
• High accountability mindset — owns outcomes, not just activity
• Strong relationship builder with credibility at senior levels
• Mission-oriented, disciplined, and resilient
Compensation
• Competitive base salary and benefits
• Performance-based commissions
• Significant growth potential tied to revenue and role expansion.
group id: 10187817
