Fractional Leadership & Coaching
Sometimes you need someone to support your business through major inflection points but you don’t need them forever. I’m here!
I help B2B SaaS startups & SMBs navigating the path to $10M ARR with executive-level revenue strategy and hands-on people leadership. Think of me when growth stalls, the pipeline’s a mess, & you need someone who’s been an avenger in this story & knows where the villains are.
When Fractional leadership is too early, I step in with 1-1 coaching to bring GTM clarity to founders in their Founder led sales journey. (& help them skip the avoidable mistakes)
What Fractional Sales Leadership looks like with me
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Sales org hiring or changes
Hiring & new hire onboarding support
coaching sales team(s)
I’ll join your leadership team & help make the tough decisions
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Pricing & packaging
Partnering with marketing for repeatable pipeline, enablement & growth strategies
Partnering with customer success for expansion, customer segmentation & retention
Product/service & revenue strategy alignment
RevOps efficiencies
Building out playbooks custom to your business
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I’m an experienced RevOps & CS leader
I cultivate amazing culture in any business I work with & I love helping GTM teams find their stride (in particular, remote teams)
I come from PLG focused companies
Some problems you might have that make me a great fit:
You’re at an inflection point & need the expertise to get you to the next stage. (ie you need to pivot from a freemium/self serve model to a sales assisted model or build an outbound motion when you’ve always been inbound)
You’re struggling with revenue growth & not sure what part of the customer journey needs the most attention
You have product market fit, but aren’t sure how to make repeatable sales motions yet
You have a sales leader that needs support from someone who’s gone though your core problems
You need to make your business more efficient
Your tech stack doesn’t speak to each other, your CRM is not a source of truth & you’re unclear about your GTM KPIs
You aren’t sure how to align your product roadmap with your revenue goals
Reasons that would make me a bad fit:
If you are looking for a player-coach that sells for you while providing leadership
You’re still in a founder led sales stage - my founder coaching would be better for this
You need someone with a very technical background
You’re likely series C or later
You need someone to work outside of normal US working hours or in office
You require someone with heavy B2C experience
You need someone who sets up tech stack integrations or builds out the back end
I am the channel leader for revenue leadership in the leading fractional community & I have a wonderful network of specialists, I will always happily refer to better fits
What does it look like when we start working together?
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The first 30 days will be focused around me doing discovery throughout the entire GTM motion.
I’ll use a framework to fast track learning about the business, jump into meetings to mainly learn & listen and also meet 1-1 with key people in the company
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At the end of the month, I will present the problems I can make the biggest impact on to achieve your company goals.
We’ll align on them & then I’ll solidify a strategy on how to solve for these problems. The strategy will include who, how & what is needed along with agreed goals to measure success of the strategy.
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I jump in! The beauty of being your fractional leader is I am part of your company now. While it may not be forever, & it may not be five days a week, I will be an integrated part of your company DNA. You should feel just as excited about me as if you were hiring me full time for me to be the right choice.
I require at least 90 days to ensure I’m there long enough to make some impact & develop a strategy unless we’re agreeing to Fractional time at the end of one of my offerings & in that case we can do less than 90 days.
What does compensation & time look like with Fractional leadership?
Time from fractional roles are centered around capacity that the Fractional Leader has & is based on what they think is needed to provide impact to your organization. Think of capacity not as time as a much as a combination of time, impact, value & experience that you are getting from the leader. Depending on what your needs are, a great Fractional leader should feel confident knowing how much capacity is needed based on the problems they are helping you solve.
My Fractional roles are typically between 20%-40% of my capacity. I am always fluid on collaboration tools like Slack day to day, but for the sake of recurring meetings & focused time, we’ll likely choose a day(s) that I’m more dedicated to you. My rate comes in a range & the unit comes down to a day rate. This range is based on the level of skillset required for the objectives we need to accomplish together. (You can think of 20% capacity as a day per week for example)
Compensation for Fractional leadership rarely includes commission structures given the timeline of Fractional leadership is not typically long enough and because we are partnering for me to solve some very specific problems with you vs having total responsibility & control over the revenue performance of the company like I would in a full time role.
Fractional vs Advising vs Contract?
Often there is confusion about the differences between Fractional work vs advising vs contract work. While they all have very similar offerings, there are some key differentiators that I like to point out to help figure out what is the best fit for your needs.
As an advisor or coach, I am not a member of your company & I am not executing on strategy with you. Instead I’m learning about your main challenges in the business & providing insight & direction for how to solve for them, but it’s up to you & your company to execute on it. With Fractional leadership, I’m held accountable for specific work & goals with you.
Advising or coaching could be a better fit for you if you have the right people in place but have a few gaps in specific experience for the current problems you are facing, or if you are a founder who needs to remain in founder led sales & needs the guidance on how to get to the point of hiring GTM members.
Some additional helpful resources about the differences among these types of engagements or about Fractional leadership in general