POSITION SUMMARYRGS is seeking a Chief Sales Officer (CSO) to lead and execute the global revenue, growth, and market expansion strategy for Rancher Government Solutions. Reporting directly to the Chief Executive Officer, the Chief Sales Officer will be responsible for maturing and scaling the go-to-market organization, driving top-line revenue toward $50M+ ARR, and embedding RGS's core technology stack into major government Programs of Record.
This executive will lead a ~17-person team across Account Managers, Solution Architects, Inside Sales, and Ecosystem Leads. The role requires a technically deep, business-mature executive with a "player-coach" leadership style who can bring operational structure, quantitative KPI tracking, and account discipline to a high-growth, mission-focused enterprise software company operating in the federal technology market.
DUTIES AND RESPONSIBILITIES- Strategic Growth & Market Expansion: Develop and execute a comprehensive go-to-market (GTM) strategy that shifts the organization from transactional sales to structured multi-year enterprise account planning. Drive top-line revenue growth toward ~$50M ARR while adhering to corporate margin and profitability guidelines. Lead RGS's expansion strategy across core target markets, including Department of Defense (DoD), Intelligence Community (IC), Federal Civilian agencies, and critical infrastructure sectors. Deepen penetration into major government Programs of Record and embed RGS's core modernization stack and security-hardened supply chain platform (Carbide).
- Sales Operations & Governance: Establish clear, quantitative performance metrics, sales forecasting models, and KPI tracking mechanisms across the entire growth organization. Direct the evolution of RGS route-to-market channels, leveraging direct GSA schedule access, hardware OEMs, Federal Systems Integrators (FSIs), and strategic VAR/Distributor partnerships (e.g., Carahsoft, DLT, SEWP awards). Professionalize the sales pipeline management and opportunity qualification processes to consistently increase PWin across major federal capture pursuits.
- Leadership & Team Development: Directly manage, mentor, and structure a growing team of ~17 sales, solution architecture, inside sales, and ecosystem professionals (with 5 direct reports). Serve as a coach/mentor to instill rigor around quota alignment, account plans, and consultative technical selling. Attract, retain, and develop high-performing sales talent while scaling the organization by 10 to 15 positions over the next 12 months.
- Ecosystem & Partner Integration: Expand strategic relationships across ecosystem partners who embed RGS workflows into larger federal proposals. Strengthen direct positioning and competitive differentiation against key legacy and hypervisor/proprietary software competitors. Generate warm, executive-level customer reference networks across major enterprise deployments to drive secondary adoption.
- Organizational & Mission Alignment: Maintain strict adherence to corporate governance requirements and federal contracting compliance. Collaborate closely with C-suite peers (CEO, CTO, CFO, COO) to ensure revenue strategies align seamlessly with product, delivery, and financial targets. Prepare long-term organizational positioning and market integration strategies to maximize enterprise value for future strategic milestones.
- Other duties as assigned.
QUALIFICATIONS- Experience: 10-15+ years of progressive executive sales and growth leadership experience within the federal government IT/enterprise software ecosystem.
- Track Record: Proven track record of scaling a high-growth technology business toward $50M+ ARR in a high-margin software environment.
- Technical Pedigree: Deep technical pedigree, including a background in engineering, Solution Architecture, or complex technical DevSecOps/Kubernetes/enterprise containerization sales.
- Executive Background: Hybrid executive career spanning both large-cap enterprise IT software companies and high-growth, venture-backed startup environments.
- Route-to-Market Mastery: Demonstrated success navigating multi-channel federal routes (VARs, Systems Integrators, GSA Schedules, direct awards).
- Technical Acumen: Ability to command credibility with government CTOs, CISOs, and technical evaluators on complex software modernization architectures.
- Leadership Style: Hands-on "player-coach" who actively coaches reps, sits in on customer meetings, and builds capability across the team. Data-driven and mission-focused mindset with strong mastery of sales forecasting, margin discipline, and deal structure management.
- Security Clearance: Active Secret security clearance required (Top Secret / TS-SCI strongly preferred).
- Location: Washington, DC metropolitan area (hybrid posture; expected in-office participation in alignment with executive cadence).
