Fractional VP of Sales

Overview

• Fractional Head/VP of Sales to build the company's first formal in-house sales function for a telecommunications provider operating for over a decade with a small, mostly remote team (around a dozen). This role will transition revenue generation from partner-dependent channels to a repeatable, scalable direct-sales engine. Part-time/fractional engagement (about 8–12 hours/week), remote with Eastern Time overlap preferred.

Responsibilities

• Conduct a rapid assessment of the current go-to-market approach, partner performance, and sales readiness.
• Develop a clear sales strategy and a 30/60/90-day roadmap that defines goals, priorities, and measurable outcomes.
• Design the hiring plan, job profiles, interview process, and selection criteria for sales reps.
• Source, interview, and recommend initial sales hires; support offer negotiation and onboarding.
• Create compensation/commission structures and quota models that align rep performance with company profitability.
• Build training, playbooks, and CRM processes to accelerate rep ramp and ensure consistent messaging.
• Define KPIs, dashboards, and reporting cadence to track pipeline, conversion, and revenue performance.
• Coach and mentor new hires; run regular performance reviews and recommend iterative process changes.
• Manage the initial sales team implementation and make staffing/process adjustments to drive outcomes.
• Collaborate with leadership to align on target markets, pricing, product positioning, and reseller/partner strategy.
• Prepare guidance and a transition plan in case the engagement moves from fractional to in-house leadership or permanent hires.

Qualifications

• Proven track record (typically 8+–12+ years) building and scaling B2B sales teams and processes—preferably with experience in telecommunications, SaaS, or related industries.
• Demonstrated success hiring, onboarding, and ramping sales reps who delivered measurable revenue results.
• Experience designing compensation plans, quotas, and KPI frameworks that balance growth and profitability.
• Hands-on with CRM implementation and sales operations (pipeline management, forecasting, reporting).
• Strong recruiter/interviewer skills and network to identify sales talent quickly.
• Excellent coaching, communication, and stakeholder management skills for a small, distributed team.
• Comfortable working fractionally/part-time and available to overlap Eastern Time business hours.