Chief Revenue Officer

Oxenham Group • Full-time • Washington DC-Baltimore Area, US • $250k - $400k / year • 13h ago

(OPEN TO CANDIDATES IN Washington, DC OR AUSTIN, TX)

About the Company

Our Client is a startup building proprietary targeting software for unmanned systems. Manufacturers integrate their software directly onto UAVs, USVs, UUVs, and other unmanned vehicles, where it runs on the vehicle's onboard computer.

Their software detects, classifies, and tracks targets from onboard cameras, maintains persistent target identity when video degrades or breaks up, and can execute terminal guidance through to impact. It is built to keep operating in contested environments: when GPS is denied and communications links are jammed.

Our Client has previously held Department of War (DoW) contracts, including work with Air Force Special Operations Command (AFSOC) and U.S. Special Operations Command (SOCOM).

Position Summary

The Chief Sales / Revenue Officer (CRO) will build this client's federal sales and revenue organization from the ground up. This executive owns the strategy, team, operations, and processes required to capture federal contracts aligned with our mission, with an immediate focus on SOCOM and the broader Department of War unmanned, autonomous, and robotics portfolio.

This is a builder role. The CRO will turn prior AFSOC and SOCOM contract work into a repeatable, forecastable revenue engine spanning direct government sales and partnerships with unmanned-vehicle manufacturers and prime integrators.

Key Responsibilities

• Build and lead a dedicated federal sales, capture, and revenue program capable of identifying, shaping, and winning contracts aligned with the company's mission.

• Design the full revenue operating model: sales strategy, territory and account coverage, capture and pipeline management processes, forecasting cadence, CRM architecture, and performance metrics.

• Recruit, hire, and develop a high-performing team of sales executives, capture managers, and business development leaders.

• Leverage an established SOCOM network to position the company across SOCOM components, Program Executive Offices, SOF AT&L, and SOFWERX, as well as AFSOC and other end-user communities.

• Develop and execute a federal capture strategy across unmanned, autonomous, and robotics programs, spanning UAV, USV, and UUV mission areas.

• Identify and pursue appropriate contracting pathways, including Other Transaction Authority (OTA) agreements, SBIR/STTR Phase III awards, Commercial Solutions Openings (CSOs), IDIQ vehicles, and subcontracts to prime integrators.

• Build strategic partnerships with unmanned-vehicle OEMs and defense primes to embed the company's software on platforms entering government programs of record.

• Engage innovation and acquisition organizations such as the Defense Innovation Unit (DIU), AFWERX, and service-level autonomy and unmanned initiatives.

• Own annual revenue targets, bookings, and pipeline growth; report on performance to the CEO and board.

• Partner with engineering and product leadership to translate operator feedback and program requirements into roadmap priorities.

• Partner with marketing to shape go-to-market strategy, capabilities demonstrations, exercise participation, and industry event presence.

• Ensure all sales and capture activity complies with federal acquisition regulations (FAR/DFARS), ITAR, and procurement integrity requirements.

Required Qualifications

• 15+ years of federal or defense sales, business development, or capture experience, including 5+ years in a senior sales leadership role.

• Extensive, active network across SOCOM and the SOF enterprise; demonstrated history of using that network to capture programs.

• Demonstrated success building the strategy, operations, and processes for a federal/government sales team, ideally at a startup or growth-stage company.

• Proven record of executing strategy to capture revenue on federal contracts specifically within unmanned, autonomous, and robotics military programs.

• Deep understanding of the DoW acquisition lifecycle, budgeting (PPBE), and contracting pathways, including OTAs and SBIR/STTR.

• Experience selling software, AI/ML, or autonomy solutions into defense customers and through OEM or prime partners.

• Ability to obtain a security clearance is required for this position.

• Ability to travel frequently – mainly CONUS, some OCONUS travel may be expected across Tampa, FL (SOCOM HQ), the National Capital Region, and customer and test sites.

Preferred Qualifications

• Prior military service in Special Operations, federal capture or experience within a SOCOM acquisition organization.

• Experience moving a product from prototype or OTA award into a program of record or production contract.

• Familiarity with counter-UAS, precision effects, ISR, or maritime unmanned mission areas.

• Established relationships with unmanned-vehicle OEMs and defense prime integrators.

• Experience with capture methodologies such as Shipley and with CRM platforms (e.g., Salesforce, HubSpot).

• Bachelor's degree required; MBA or advanced degree preferred.

Success Measures (First 12 Months)

• Federal revenue strategy, sales process, and forecasting model documented and operational.

• Core sales and capture team hired and ramped.

• Qualified pipeline established across SOCOM, AFSOC, and at least [X] additional DoW customers.

• [X] contract awards or OTA agreements secured, and [X] OEM/prime partnerships signed.

Export Control & Clearance Requirements

This position involves access to technology and technical data subject to U.S. export control regulations, including the International Traffic in Arms Regulations (ITAR, 22 CFR Parts 120–130). Candidates must be U.S. persons as defined by 22 CFR 120.62. Due to the nature of the work, U.S. citizenship and the ability to obtain and maintain a U.S. government security clearance are required.