Best Fractional Chief Sales Officers in Washington DC

Washington DC Fractional CSO Services & Fractional Chief Sales Officers

The Washington–Arlington–Alexandria corridor operates unlike any other business ecosystem in the United States. Revenue leadership here lives at the intersection of government contracting, regulated industries, professional services, and complex buying committees—all layered with heightened scrutiny and long sales cycles. In this market, growth is rarely impulsive, and credibility is everything.

For HR leaders and executive teams across DC, Northern Virginia, Maryland, and even West Virginia, sales leadership decisions carry outsized risk. A single misaligned hire can stall momentum, strain internal teams, or derail years of relationship-building. That’s why more organizations in the region are leaning into Fractional Chief Sales Officers (CSOs)—experienced revenue leaders who bring structure, maturity, and accountability without the long-term risk of a permanent executive hire.

At Digital Reference, we spend a lot of time examining how leaders actually perform—not just how they present themselves on paper. Our work centers on radical authenticity, verified leadership experience, and human-centered decision-making. 

This article introduces our curated list of Washington, DC–area Fractional CSOs—a mix of freelancers, solo operators, and firm-based advisors who understand how revenue, people, and trust intersect in one of the country’s most demanding markets.

‍

🏛️ How Digital Reference Curated This List of Top DC & DMV Fractional Chief Sales Officers

This is not a sponsored list, a directory scrape, or a popularity contest.

Our methodology is rooted in hands-on research and qualitative evaluation, including:

• In-depth reviews of LinkedIn career histories to understand progression, specialization, and leadership depth
• Analysis of company websites and advisory offerings to identify real differentiation versus generic positioning
• Close attention to how each leader discusses teams, enablement, compliance, and execution
• A strong preference for professionals actively serving the Washington–Arlington–Alexandria metro area

We consistently prioritize fractional sales leaders who:

• Have led revenue in complex, high-stakes environments
• Understand how sales strategy impacts HR decisions, hiring timelines, and retention
• Communicate with clarity and credibility—especially with non-sales stakeholders
• Align with Digital Reference’s belief that trust is earned through transparency, not titles

The professionals below are not ranked. Each brings a distinct approach to fractional sales leadership shaped by the realities of the DC market.

‍

🌟 Meet the Top Washington DC Fractional Chief Sales Officers

‍

⭕ Jay Light

Fractional Chief Sales Officer (CSO), Sales Geek

Jay Light brings a pragmatic, execution-driven approach to fractional sales leadership, shaped by years of operating inside service-based and operationally complex organizations.

At Sales Geek, Jay serves as a Fractional CSO focused on building sales systems that can withstand long buying cycles and multi-stakeholder decision processes—both common realities in the DC region.

What stands out about Jay’s leadership is his ability to translate strategy into day-to-day operating discipline.

Key characteristics of Jay’s work include:

🔹 Designing sales processes that support consistency, not just growth

🔹 Strong alignment between sales expectations and operational capacity

🔹 Emphasis on accountability across leadership and frontline teams

🔹 Clear communication that helps HR and operations stay aligned

Jay’s experience makes him particularly effective in environments where trust, reliability, and execution matter more than speed alone.

‍

⭕ Sharon Smith

Fractional VP of Sales & Business Development, The Anser Group (TAG)

Sharon Smith brings a relationship-centered, consultative approach to fractional sales leadership that fits naturally within Washington, DC’s ecosystem.

At The Anser Group (TAG), Sharon works with organizations navigating growth in regulated, professional, and advisory-driven markets. Her background reflects deep experience in business development where trust and reputation are as critical as metrics.

Sharon’s leadership style emphasizes long-term value creation, not short-term wins.

Defining elements of Sharon’s approach include:

🔹 Building business development strategies rooted in credibility

🔹 Coaching sales teams on executive-level conversations

🔹 Aligning sales goals with organizational values and culture

🔹 Supporting HR leaders in defining the right sales profiles

In a market where relationships compound over time, Sharon’s work helps organizations grow without compromising integrity.

‍

⭕ Luis Delahoz

Fractional Sales Vice President, Sales Xceleration

Luis Delahoz brings structured, repeatable sales leadership to organizations that need to professionalize their revenue function.

As part of Sales Xceleration, Luis works with companies transitioning from founder-led or ad hoc sales motions into scalable, accountable systems. His experience reflects a strong command of both strategy and execution.

From an HR and leadership alignment standpoint, Luis’s value is clear.

Key strengths include:

🔹 Establishing clear sales roles, metrics, and expectations

🔹 Helping leadership teams move from intuition to data-driven decisions

🔹 Coaching managers to lead consistently across teams

🔹 Supporting sustainable growth through process discipline

Luis’s approach resonates with DC-area organizations that value clarity, governance, and predictability.

‍

⭕ Michelle (Chelle) Drenckhahn

Fractional Sales & Marketing Strategist at BEYOND. MICHELLEDRENCKHAHN LLC  

Michelle “Chelle” Drenckhahn brings a hybrid sales-and-marketing lens to fractional leadership—an increasingly important capability in modern revenue teams.

As a freelance strategist, Chelle works with organizations that need alignment between messaging sales messaging, go-to-market strategy, and brand positioning. Her background reflects a strong understanding of how buyers actually move through decision processes.

Chelle’s work often helps organizations eliminate friction across teams.

Notable aspects of her approach include:

🔹 Aligning sales and marketing around shared revenue goals

🔹 Clarifying value propositions for complex offerings

🔹 Supporting leadership teams through go-to-market transitions

🔹 Helping HR define cross-functional competencies

Chelle’s flexibility and strategic depth make her a strong fit for growth-stage organizations.

‍

⭕ Carl Remi Beauregard

Fractional Chief Sales & Marketing Officer, VELTM Tours

Carl Remi Beauregard brings a creative, experiential perspective to fractional sales leadership.

At VELTM Tours, Carl operates at the intersection of sales, marketing, and storytelling—helping organizations sell experiences, not just services. His leadership reflects a deep understanding of how emotion, clarity, and trust influence buying behavior.

Key elements of Carl’s work include:

🔹 Blending sales strategy with brand experience

🔹 Helping teams articulate value beyond features and pricing

🔹 Supporting cross-functional collaboration

🔹 Driving growth through differentiated positioning

Carl’s approach adds a unique dimension to the DC revenue landscape.

‍

⭕ Jane Modisett

Fractional Sales Manager, Merri Jane Ventures LLC

Jane Modisett brings a hands-on, people-first approach to fractional sales leadership.

Through Merri Jane Ventures, Jane often works directly with sales teams—supporting execution, coaching reps, and reinforcing process adherence. Her leadership style emphasizes clarity, consistency, and support.

Key strengths include:

🔹 Day-to-day sales management and coaching

🔹 Helping reps build confidence and competence

🔹 Reinforcing process without micromanagement

🔹 Creating environments where expectations are clear

Jane’s work is especially valuable for organizations needing tactical leadership support.

‍

Why Digital Reference Matters for Revenue Leadership in DC

Across the Washington, DC region, credibility is currency. Buyers scrutinize claims, stakeholders demand accountability, and leadership decisions carry long-term consequences.

Digital Reference exists to bring transparency and humanity to professional credibility. We help organizations and leaders move beyond static resumes through structured references, video context, and tools designed to show how people actually lead.

👇 Dive deeper with Digital Reference:

• Customer Experience Consultant for SMBs: Jeremy Fishman
• Best Fractional CROs in Washington DC
• Sales & Business Development Consultants in Washington, D.C. to Watch

In a market where trust is earned slowly—and lost quickly—fractional sales leaders who operate with clarity and integrity make all the difference. We’re proud to support the professionals helping shape revenue leadership across Washington, DC and beyond.