What is a Fractional CRO? Understanding the Role
The fractional CRO meaning centres on flexible, senior-level revenue leadership. Unlike traditional full-time CROs earning £180,000-£300,000 annually, a part-time revenue executive works with multiple companies simultaneously, dedicating typically 1-3 days per week to each client.
This model emerged from the SaaS and tech ecosystem where companies need CRO-level expertise for scaling revenue, building sales teams, and developing go-to-market strategies but cannot justify the cost of a full-time revenue executive.
Key Responsibilities
Revenue Strategy
Developing revenue plans aligned with business goals
Sales Team Building
Hiring, training, and managing sales teams
Go-to-Market
Developing and executing GTM strategies
Pipeline Management
Building and optimising sales pipeline
Revenue Operations
Systems, processes, and analytics
Customer Success
Aligning sales with retention and expansion
Comparison: Fractional vs VP Sales
| Factor | Fractional CRO | VP Sales |
|---|---|---|
| Scope | All revenue functions | Sales only |
| Reporting | CEO/Board level | Reports to CRO/CEO |
| Focus | Strategy + execution | Execution focused |
| Day Rate | £1,000-£1,500 | £700-£1,100 |
When to Hire
- Scaling Revenue: Need to grow from £1M to £10M+ ARR
- Building Sales Team: First or second sales hires needed
- Market Expansion: Entering new markets or segments
- Fundraising Prep: Need to demonstrate revenue predictability
- Sales Transformation: Moving from founder-led to team-led sales
- Revenue Operations: Building systems and processes
Ready to hire a fractional CRO?
Complete Guide: How to Hire a Fractional CRO →UK Cost Guide
Typical Pricing
- 1 day/week: £4,000-£6,000/month (£48,000-£72,000/year)
- 2 days/week: £8,000-£12,000/month (£96,000-£144,000/year)
- 3 days/week: £12,000-£18,000/month (£144,000-£216,000/year)
Compare to full-time CRO: £200,000-£350,000+ (salary + benefits + equity)
Specialist Types
SaaS CRO
ARR growth and SaaS metrics expertise
£1,100-£1,500/dayPE Portfolio CRO
Value creation and exit preparation
£1,200-£1,600/dayPLG CRO
Product-led growth and self-serve revenue
£1,000-£1,400/dayInternational CRO
Market expansion and global teams
£1,200-£1,700/dayKey Skills
Most fractional CROs have expertise in:
- Revenue Operations - Salesforce, HubSpot, Clari, revenue analytics
- Sales Methodology - MEDDIC, Challenger, Solution Selling
- Team Building - Hiring, training, performance management
- Market Strategy - GTM planning, competitive positioning