Fractional VP of Sales for B2B software and SaaS companies
I help you run the enterprise sales motion.
Default is fractional VP of Sales. Some founders want a counterpart on the deals and the forecast, and still close themselves — that’s advisory. Some have one pursuit, one partner, or a hire to land — that’s a special project. We pick the shape on the first call. You get back to being the founder. If your buyer is a retailer, start with the fractional VP of Sales for retail technology companies page; if you are in the Valley, there is an in-person version.
I help you run the sales motion. You run the company.
Qualification, multi-threading, power mapping, next steps, the forecast. I bring you in at the three moments only a founder moves, and keep you out of the rest. You are a scarce resource. We spend you where power actually sits.
What I help you run
- The sales motion — qualification, pipeline and deals, planning and the forecast.
- The cadence — reviews, next steps, demo prep, discovery, and what “done” means.
- Competitive and market position, pricing, and completeness of the offer.
- Where you show up — the rooms that move the close, not status theater.
What stays yours Decision rights. The company. The relationships that matter.
One-off and special projects — not the default path.
Scope depends on the need: a system build, a named pursuit, or a hire and handoff.
Advisor
Who it’s for: A founder/CEO who can still sell and wants the system built right — with a counterpart on the deals and the forecast.
What I help with: Strategy, the closing process, ICP and buyer map, competitive landscape, playbook, pricing, hiring sequence, the weekly deal review. Documented, yours to run.
Special Projects
Who it’s for: One named pursuit, one partnership, one decision — scoped to the work, ending named at the start.
What I help with: Deal Desk, a partner ecosystem, an RFP, a market-position review, a VP of Sales search, hire and handoff. Bespoke. Quoted to the work.
Fractional VP, advisor, or a full-time hire.
Don’t pick a box from a page. The default is Fractional VP. We settle the shape on the first call.
Special Projects sits outside the comparison: one pursuit, scoped and done. Not a standing role. If you are weighing a fractional CRO against a fractional VP of Sales, that comparison is here.
Simple terms. Bespoke work.
- Most engagements start with a two-week or one-month assessment: how you sell today, where I can help — and where I can’t. Review, assist, or audit — we pick the approach that fits.
- Retainers: ninety-day minimum, then thirty days’ notice. Flat monthly fee, invoiced in advance.
- I sign up only for the work we both agree is worth pursuing.
- Special Projects are scoped and quoted to the work.
- Travel and expenses at cost, pre-approved.
Investment
Advisory runs $2,000 a day, or $250 an hour for less than a day. Retainers run from the mid-teens a month at two days a week to the mid-twenties at three. The exact figure is scoped after we map the work on the first call. What drives the cost of a fractional VP of Sales.
Frequently asked questions
Who is this for?
Founders and CEOs who shouldn’t be the sales department — selling emerging technology into the enterprise. A committee has to say yes. A full-time VP is more cost and risk than the work justifies. Retail, brands, manufacturing, and DTC are rooms I know well. They are proof, not a gate.
What is the difference between a fractional VP of Sales and an advisor?
Who runs the motion. As fractional VP of Sales I run it with you, inside the deals, week to week, and bring you in where a founder is the difference. As an advisor I am your counterpart on strategy, the deals and the forecast while you keep closing. Special Projects is neither: one pursuit, one partnership, or one hire and handoff, scoped and done. If the goal is to stop being the sales department, getting out of founder-led sales sets out the order those steps go in.
How is fractional different from traditional consulting?
I stay in the work and accountable for commercial outcomes. It’s partnership and execution inside the business, not recommendations delivered from outside. I’m in the deals.
When should the founder be in a deal, and when shouldn’t they?
Three stages need you: the first real conversation with the economic buyer, late-stage alignment when residual risk is still sitting with the deal, and the final commercial conversation on non-standard terms. Three stages only feel like they need you: early discovery with mid-level managers, demos and status meetings, and price as a rescue. I help you run the first list and help keep you out of the second. Read the full argument.
What actually kills an enterprise deal after a good demo?
The champion cannot spend. InfoSec arrives as a surprise. Procurement starts when legal sends the redline. An incumbent VP asks whether you will still be here in three years. Down-select is a milestone, not a close. The close is the two weeks after — when someone has to defend a smaller logo upstairs. That is the motion I run with you.
How do we talk about investment?
The shape and the range are public: advisory at $2,000 a day, retainers from the mid-teens a month at two days a week to the mid-twenties at three. The exact figure comes on the first call, once I understand the work, because the days are what move, not the rate.
How much does a fractional VP of Sales cost?
In the market, anywhere from a few thousand a month for light advisory to the mid-teens and above for a leader in your deals several days a week. My own work sits at the top of that range on purpose: $2,000 a day for advisory, two days a week in the mid-teens a month, three days in the mid-twenties. What drives the cost, with the market figures.
How does this compare with a full-time VP or CRO?
Senior judgment now, at an intensity you can adjust, without a permanent executive before the stage justifies one. When it does, I’ll help you hire them. What a fractional VP of Sales actually does, and whether it works, are both written down.
Is this the same thing as fractional sales consulting?
Founders search for it that way, so the honest answer is: close, with one difference that matters. A sales consultant recommends. A fractional VP of Sales is accountable — inside your deals, on your forecast, with your sellers, every week. If you want a report, hire a consultant. If you want the number to move, you want the role.
How long do engagements run?
Ninety-day minimum, then thirty days’ notice. In practice longer — the useful work compounds. Some clients keep me as a long-term partner; others set an ending from the start. Both are named before we begin.
Are you looking for a full-time job?
No — I’m building a practice. The one exception is when the Fractional VP of Sales role grows into the full-time role. If that’s a possibility, we say so on day one rather than discover it in month six.
Discuss where your sales challenges are with me.
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