Most of this job is done in your CRM and on your calls.
Founders ask whether a fractional VP of Sales works remotely. It does, because the work was already remote: the pipeline lives in your CRM, the deals happen on your customers’ calls, and the forecast is a conversation, not a room. Here is what a remote engagement actually looks like week to week, when I get on a plane, and why being in Arizona makes me easy for both coasts.
Based in Scottsdale, Arizona. Working with founders across the United States and Canada.
Inside your tools, on your calendar, every week.
The cadence is the engagement. It is the same whether you are in Phoenix, Toronto or Boston.
- MondayPipeline review with you and whoever sells. Every deal against the qualification criteria we wrote together. What moved, what didn’t, what we are going to do about it this week.
- MidweekDeal reviews on the top pursuits — the committee map, who has said yes, who hasn’t been met, what the next meeting has to accomplish. Call prep with your seller before the customer conversations that matter.
- Customer callsI am on the ones where a senior counterpart changes the outcome: the first conversation with the economic buyer, the late-stage alignment meeting, the commercial conversation on non-standard terms. Not the demos, not the status meetings.
- BetweenSlack or email, same day. Redlines, the security questionnaire, the RFP section that is due Thursday, the proposal you want a second set of eyes on before it goes out.
- FridayThe forecast, written down. Commit, best case, what slipped and why. Short enough to read, honest enough for a board.
Everything I do is in your systems — your CRM, your documents, your channels. Nothing lives on my laptop. When the engagement ends, the process stays.
Remote is the default. Some moments earn a flight.
Travel is deliberate, planned with you, and tied to a moment where a body in the room changes the outcome.
- The first meeting with the economic buyer on a deal that will define the year.
- Quarterly business reviews with your largest customers, where renewal and expansion are decided.
- Onsite working sessions — the ICP and buyer map, the sales playbook, the first-hire interviews — that are faster in two days in a room than two months of calls.
- Board sessions where the sales narrative has to hold up to people who write checks.
- Trade shows. NRF’s Big Show in January for founders selling into retail; the shows your buyers attend for everyone else. Planned as a campaign, not a booth.
Everything else — and it is most of the job — is better done on Tuesday afternoon on a call than in an airport.
On Pacific time half the year. On Mountain time the other half.
Arizona does not observe daylight saving time. From November to March I am on Mountain time; from March to November I am effectively on Pacific time. In practice that puts me inside the working day for a founder in Seattle, San Francisco or Los Angeles and a founder in Toronto, New York or Atlanta — every week of the year.
Morning calls for the East Coast, afternoon calls for the West Coast, and nobody has to work around my clock.
The United States and Canada.
The enterprise sale runs the same way in Toronto and Vancouver as it does in Chicago and Dallas — the same committee, the same gates, the same founder in the middle of every deal. I work with founders across both countries. If you are in Greater Phoenix, there is also an in-person version of this page.
Working with me remotely.
Does a fractional VP of Sales actually work remotely?
Yes, because enterprise selling already is. Your buyers meet you on video, your pipeline is in a CRM and your forecast is a document. The parts of the job that benefit from a room — a deal review at a whiteboard, the first meeting with an economic buyer, a board session — are the parts I travel for.
How do you join our customer calls?
As your senior counterpart, introduced as part of your team. I am on the calls where that changes the outcome — the economic buyer, the late-stage alignment, the commercial conversation — and off the demos and status meetings that only feel like they need a founder in them. When the founder should show up is the same logic applied to you.
What tools do you work in?
Yours. I run inside whatever CRM you have — HubSpot, Salesforce, or the spreadsheet that is about to become one — plus your Slack or Teams, your documents and your calendar. I don’t bring a stack; I bring the process and put it where your team already works.
Do you work with companies in Canada?
Yes. The same enterprise motion, the same time-zone overlap, the same weekly cadence. I have sold across North America and beyond for thirty years, and the sale does not change at the border.
What happens when the engagement ends?
You keep everything. The qualification criteria, the buyer maps, the playbook, the forecast model and the hiring plan live in your systems from day one. Hand it to the VP of Sales you eventually hire, or keep running it yourself. Services explains the three shapes an engagement can take.
Thirty minutes, on a call. Bring the sales problem. Leave knowing how I’d tackle it with you.
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