Fractional RevOps Leadership for SaaS Companies
Fractional RevOps is one of the most misunderstood terms in B2B SaaS. It gets used to describe everything from part-time admin support to outsourced CRM management.
But fractional RevOps leadership, done properly, is something quite different. It's senior operational ownership on a flexible basis, designed for companies that need experienced direction without a full-time executive hire.
This practice provides fractional RevOps leadership grounded in 15+ years of building and running revenue operations inside companies like Salesforce, Medallia, and Beamery. A fractional RevOps consultant operates at the leadership layer, not as day-to-day operational capacity. It's the strategic layer, not the task layer.
When Companies Need Fractional RevOps
Fractional RevOps makes sense at specific inflection points. Not as a permanent arrangement, but as a way to bring in the judgment and ownership that the moment demands without overcommitting on headcount.
- Post-funding, when the board expects operational rigour that doesn't yet exist
- During rapid scaling, when what worked at the last stage is starting to break
- In leadership transitions, when a RevOps leader has departed and the team needs direction while the company decides on a permanent hire
- Pre-acquisition, when clean revenue operations become part of due diligence
- When the existing team is strong in execution but lacks strategic oversight
What's needed at these moments isn't more hands. It's senior judgment applied to the right problems at the right time.
Fractional RevOps vs RevOps Consulting
Two models. Different layers of the same function.
RevOps Consulting
Scoped engagements focused on specific decisions, assessments, or transition points. Advisory is delivered around defined questions.
Depth: Focused. Duration: Weeks to months. Relationship: Project-based.
Fractional RevOps
Ongoing senior leadership embedded in the company's operating rhythm. Ownership of strategy, prioritisation, and direction-setting.
Depth: Broad. Duration: Ongoing. Relationship: Embedded.
The distinction matters because the value of fractional RevOps compounds over time. Context builds. Pattern recognition sharpens. Advice becomes more specific and more useful the longer the relationship runs.
Learn more about RevOps Consulting →Fractional RevOps vs Managed RevOps
Managed RevOps services provide outsourced execution, typically a team that handles CRM administration, reporting, data hygiene, and process documentation on your behalf. It's a delivery model designed to offload operational tasks.
Fractional revenue operations leadership is the opposite end of the spectrum. It's not about taking tasks off your team's plate. It's about making sure your team is working on the right things, in the right order, with the right architecture underneath them. It's the thinking layer, not the doing layer.
Some companies need both. But they serve fundamentally different purposes. If your problem is capacity, managed RevOps may help. If your problem is direction, fractional leadership is what's needed.
See the full comparison: Managed vs Fractional RevOps →How the Engagement Works
Diagnose
A focused assessment of where revenue operations stand today, what's working, what's fragile, and what's missing.
Direct
Strategic priorities set based on business context, not generic frameworks. Clear direction for the team and the systems.
Embed
Ongoing involvement in the operating rhythm. Regular strategic sessions. Hands-on where it de-risks outcomes.
Engagements are designed to stabilise, unblock, and set clear direction. Execution is used selectively where it accelerates progress or prevents costly mistakes, not as a substitute for internal ownership.
Who This Is For
A good fit
- Companies needing senior RevOps direction without a full-time VP hire
- Leadership teams at scaling inflection points
- Boards expecting operational rigour post-funding
- Teams strong in execution but lacking strategic oversight
Not the right fit
- Teams primarily needing day-to-day operational capacity
- Businesses seeking outsourced CRM administration
- Well-defined problems requiring volume, not judgment
Explore Fractional RevOps
If your company is at a point where senior RevOps leadership would change the quality of decisions being made, let's talk about what that looks like.
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