Fractional CROs in Washington DC Making Things Happen in 2025

DC & DMV Area Interim Chief Revenue Officers to Know

At Digital Reference, we believe in bringing visibility to the remarkable professionals shaping industries behind the scenes. As organizations scale and transform, many are turning to fractional leaders—seasoned executives who embed within teams part-time to deliver big-time impact. In this blog, we spotlight a growing category of these power players: Fractional Chief Revenue Officers (CROs) operating in the Washington DC and DMV area.

Why the DMV? This region is home to an expansive ecosystem of growth-stage companies, government contractors, B2B tech startups, policy-driven organizations, and mission-based firms—each with complex go-to-market needs. Many of these businesses are looking for adaptable leadership that combines strategic acumen, operational execution, and a strong understanding of the revenue funnel. That’s where Fractional CROs come in.

Our methodology for selecting featured professionals combines location, proven experience, public credibility, and relevance to scaling businesses across industries. Most importantly, these CROs exemplify radical authenticity, a core principle of Digital Reference, which values transparency, trust, and a track record of building up teams—not just pipelines.

Here are some of the interim CROs in the DC and broader DMV area we think you should know.

Mike Coffin

LinkedIn Profile
Mike brings decades of experience building sales teams and growth systems in B2B environments. Known for his ability to enter early and mid-stage companies and refine go-to-market processes, Mike doesn’t just manage teams—he mentors them. His background includes hands-on leadership in industries ranging from SaaS to manufacturing, and his strengths lie in diagnosing inefficiencies and implementing sales frameworks that stick.

Why partner with Mike: If your business is stuck in “founder-led sales” or needs a revenue reset, Mike’s strategic approach to team building and sales maturity is a force multiplier.

Ralph K.

LinkedIn Profile
Ralph operates at the intersection of business development and customer-centric sales. With a deep understanding of enterprise accounts and federal government sales cycles, Ralph is especially suited for companies navigating long-tail deal flows and compliance-heavy client relationships. His experience leading BD teams through complex transformations makes him a valuable fractional addition for organizations scaling up market.

Why partner with Ralph: If your growth strategy involves selling to institutions, agencies, or regulated entities, Ralph brings both precision and patience to the process.

Virginie Glaenzer

LinkedIn Profile
Virginie blends human-centered leadership with revenue accountability. As a fractional executive, she’s known for approaching revenue growth through the lens of storytelling, authenticity, and emotional intelligence—qualities that elevate customer engagement and sales enablement. Her philosophy aligns closely with Digital Reference’s core value of “radical authenticity.”

Why partner with Virginie: Virginie is ideal for mission-driven, purpose-led companies looking to harmonize growth with values. If your brand voice and revenue story need alignment, she’s your strategist.

Laura van de Geijn

LinkedIn Profile
Laura is a global-minded CRO with expertise in multi-market expansion, pricing strategy, and B2B SaaS growth. Her background includes work with VC-backed firms and scale-ups operating across the U.S. and Europe. She excels at marrying data-driven decision-making with people-first sales leadership, creating repeatable revenue systems and predictable pipeline development.

Why partner with Laura: If your business is transitioning from startup to scale-up—or preparing for a fundraising round—Laura brings both the metrics and the maturity needed to lead with confidence.

John Hannula

LinkedIn Profile
John is a fractional CRO who builds modern revenue engines from the ground up. Known for being both strategic and in-the-weeds when needed, John has led sales at multiple fast-growing startups, and his fractional engagements often involve mentoring internal leaders while optimizing conversion funnels. He’s the kind of operator who thrives in ambiguous growth environments and brings much-needed clarity.

Why partner with John: Perfect for founder-led teams in need of structure. If you’re looking for a CRO who can also serve as a coach to your VP Sales or Head of RevOps, John delivers.

The Digital Reference POV: Why Fractional CROs Matter

Fractional CROs provide agility, insight, and operational rigor without the overhead of a full-time executive. But beyond the budget efficiency, the real value lies in experience density—you’re getting someone who has “been there” across many contexts and who brings pattern recognition, leadership depth, and immediate impact.

In the DMV area, where industry verticals range from defense to health tech to B2G SaaS, it’s essential to have leaders who understand how to tailor revenue strategies to complex markets. Fractional CROs are the hidden infrastructure behind some of the most impressive scaling stories in the region.

And in a city like DC, trust and credibility carry weight. The professionals featured here aren’t just operators—they’re relationship builders, storytellers, and ecosystem contributors.

What Makes a Great Fractional CRO?

Before you partner with a fractional revenue leader, it’s important to understand what makes a strong fit. Here are a few key characteristics we look for when curating this list:

• Experience across GTM functions: CROs need to align sales, marketing, customer success, and revenue operations.
  
  
• Strategic and operational range: The best fractionals know how to zoom in and zoom out—building playbooks while also fixing broken dashboards.
  
  
• Adaptability to stage and industry: Every growth journey is different. Great CROs adapt their approach to the maturity and vertical of the business.
  
  
• Radical authenticity: At Digital Reference, we spotlight leaders who bring the whole self to work—those who are transparent about wins, failures, and lessons learned.
  
  

Related Reading from Digital Reference

Want to explore more about fractional leadership? Here are a few other reads to dive into:

• Find Fractional CROs Near Me – Your guide to our nationwide and regional directories of interim revenue leaders.
• Guide to Hiring Fractional Executives
  
  
  

Conclusion: The DMV Revenue Leaders to Watch

The Washington DC area may be best known for politics, policy, and federal contractors—but behind the scenes, it’s a thriving innovation ecosystem where real business is being built. And leading the charge in many of these organizations are Fractional Chief Revenue Officers—the operators helping companies navigate complex growth challenges with confidence and character.

At Digital Reference, our mission is to make work and leadership more transparent. That means surfacing the professionals actually driving impact and creating structures that last. The CROs we’ve profiled here represent just a slice of the emerging cohort redefining what

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