Location: Melbourne, FL (preferred) | East Coast Remote (with travel) Reports To: Chief Executive Officer (CEO) Company: Modus Operandi
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:
Shape demos, pilots, and proofs of value
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:
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.
