Bryan Hoffman

Wildcard
DISC Type : csi

Chief Operating Officer at BLACKWOOD

Grasonville, Maryland, United States

Overview

As COO at BLACKWOOD, Bryan Hoffman translates long-term vision into execution, focusing on scalable and disciplined operations. Recognized in CRNs "40 Under 40, " he has extensive experience in federal contracting and sales operations. He is a graduate of the University of Maryland with DAWIA Level III certification in Contracting.

Outside of work, Bryan is a father to three daughters who enjoys finding his next challenge, whether through endurance events like HYROX or on his Peloton. He and his family enjoy life on Marylands Eastern Shore. People who have worked with him describe him as hard-working, results-driven, and energetic.

He humorously refers to himself as a "Contract Nerd" in his professional headline, highlighting his passion for the intricacies of procurement and government contracting.

Personality Overview

Curious But Skeptical

Requires Proof

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Scaling Operations
His role as COO is focused on building operating models that scale sustainably and ensuring alignment across the enterprise to drive consistent growth.
Federal Contracting
He identifies as a "Contract Nerd" and has a background supporting Defense and Intelligence programs, holding a DAWIA Level III certification in Contracting.
Go-to-Market Strategy
As former VP of Growth, he created a division to incubate new capabilities and has a history of building cross-functional teams to deliver value.

Media Appearances

Bryan has no verified media appearances

Work History

10-2025
Chief Operating Officer at BLACKWOOD
1-2023 - 10-2025
Vice President, Growth at BLACKWOOD
10-2021 - 1-2023
Director, Sales Operations at BLACKWOOD
8-2020 - 10-2021
Sr. Manager, PMO at BLACKWOOD
8-2019 - 8-2020
Sr. Manager - Procurement at NT Concepts

Education

2005 - 2009
B.A. from University of Maryland

More Information

Social Presence :

Prographics :

Exp : 15 Location : Grasonville, Maryland, United States Job Level : Leadership Designation : Chief Operating Officer at BLACKWOOD
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Insights For Selling To Bryan

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Be prepared for a lot of questions, answer them objectively
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bryan is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Bryan

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Bryan move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Bryan take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Bryan

Personality Compatibility


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