Chief Revenue Officer · Maryland
Kory White
Chief Revenue Officer · VP of Sales · Regional President — recurring-revenue & subscription economics, growth-stage revenue operator.
Stevensville, Maryland · Open to relocation nationwide · On-site, hybrid, or remote
$200M+Revenue operation built from zero
#1National ranking
112%Quota, back-to-back
29%Churn reduction
23 yrsRevenue track record
🏆 Named to the “Top 100 Private Growth Executives” — Chief Revenue Officer, April 2026, TheExecutiveReview.org
The operator
SaaS and technology revenue operator who started out selling phones at a mall kiosk and ended up building a $200M+ telco operation. There isn't a recurring-revenue KPI he can't drive: ARR and MRR growth, NRR expansion, churn reduction, CAC payback, LTV:CAC efficiency, pipeline coverage, win rate, ramp time, and forecast accuracy within 10%.
Land-and-expand playbooks, product-led plus sales-led motions, subscription and usage-based pricing, comp plans and quotas engineered to the ARR plan, board-ready revenue reporting. Finance, marketing, ops, sales and the board moving the same direction — by Friday.
Executive impact & career highlights
- $200M+ revenue operation, built from zero. Architected a greenfield market from $0 to a $200M+ revenue operation across 25+ territories plus B2B, B2C, inside, outside, call center and event-based channels — defining ICP, sizing TAM, designing the GTM motion, and delivering $6M+ net profit annually with full P&L ownership.
- #1 nationally, 112% quota back-to-back. Youngest Regional President in company history — personally nominated by the CEO after outcompeting 10 internal candidates — then drove the commercial organization to #1 nationally with back-to-back record-breaking quota attainment.
- $20M+ new revenue column — invented the VAR division. Created a first-of-its-kind Value-Added Rebate Division by leveraging manufacturer and vendor partnerships, adding $20M+ in annual revenue directly to P&L with zero incremental headcount.
- Tech Protect — zero-to-one to #3 MRR driver. Conceived and led the launch of a subscription product that scaled to the company's #3 MRR driver, reduced churn 29%, and drove NRR through systematic land-and-expand and attach-motion expansion playbooks.
- Invented it, proved it, sold it up the chain — they adopted it company-wide. The pattern: identify friction in the territory, build the fix, prove it with unit economics, pitch outcomes upward, watch it roll out company-wide. Not a committee member — the operator who built what the committee adopted.
- AI-native revenue executive — 2,000+ hours building production GTM tooling. Hands-on with Claude Code shipping production GTM tooling, revenue dashboards, branded Sales Revenue Engine demos, and commercial web properties. A revenue executive who builds the tooling, not just approves the budget.
Experience
Chief Revenue Officer — Fractional (CRO / CSO / CGO / COO / CCO)
Pulse Rev-Ops LLC & CRO Syndicate (Partner) · October 2025 – Present · Annapolis / DC / Baltimore · Remote & on-site
Growth-stage and private-equity-backed organizations across all industries, B2B and B2C. Full revenue transformation from the first week: ICP analysis, TAM sizing, pipeline architecture, demand generation and conversion rate optimization — driving forecast predictability within 10% and replacing founder-led selling with a VP-of-Sales-caliber revenue engine built to compound. End-to-end SaaS compensation, incentive and goal-setting design.
Regional President
Cellular Sales — independent authorized retailer
Ran a monthly-recurring-service operation — subscription-style service revenue, expansion revenue, churn economics — competing head-to-head against corporate-owned stores.
Published work — the Pulse RevOps library
Kory White is the editorial author behind Pulse RevOps, a library of more than 29,000 operator-grade answers, rankings and guides spanning revenue operations, sales, go-to-market, business and buying decisions. Every entry carries his byline and is published under his editorial standard.
It is the working record of how he thinks about revenue — searchable, dated, and public. Browse the full library →