What a Fractional Head of Sales Does
A fractional head of sales brings senior sales expertise to growing companies that need leadership but can't justify or afford a full-time hire. They typically own the following responsibilities:
Sales Strategy
- Define go-to-market approach
- Set targets and quotas
- Design sales process and playbook
- Territory and segment planning
Team Building
- Hire and onboard sales reps
- Define roles and team structure
- Create compensation plans
- Build sales enablement
Operations
- Implement and optimize CRM
- Pipeline management
- Forecasting and reporting
- Sales tech stack
Coaching
- 1:1 rep coaching
- Deal support and strategy
- Skills development
- Performance management
When to Hire a Fractional Head of Sales
Founder-Led Sales Transition
The founder has been doing all selling but needs to step back and build a team. A fractional leader can own this transition.
Post-Funding Scale
You've raised a seed or Series A round and need to build a sales function quickly but smartly.
Building First Sales Team
You're hiring your first 2-5 salespeople and need experienced leadership to set them up for success.
Sales Turnaround
Your sales aren't hitting targets and you need someone to diagnose issues and implement fixes.
Test Before Full-Time
You want to validate that a head of sales role will work before making a permanent, expensive hire.
Fractional Head of Sales Costs
Sales Leadership Hierarchy
Understanding how head of sales fits into the broader sales leadership landscape helps you choose the right level for your needs:
Chief Revenue Officer (CRO)
Owns entire revenue engine: sales, marketing, customer success. £900-£1,400/day.
VP Sales
Strategic sales leadership, often overseeing multiple teams or regions. £800-£1,200/day.
Head of Sales
Day-to-day sales team leadership, process, and performance. £600-£1,000/day.
Sales Director
Similar to Head of Sales, sometimes more strategic focus. £700-£1,100/day.
What to Look for in a Fractional Head of Sales
According to the Institute of Sales Management, effective sales leaders combine strategic thinking with hands-on execution capability:
- Relevant experience: Track record in your industry, business model, and stage
- Building capability: Experience hiring and developing sales teams from scratch
- Process orientation: Ability to design and implement scalable sales processes
- Coaching skills: Can develop individual reps, not just manage numbers
- Commercial acumen: Understands unit economics, not just closing deals
Summary: A fractional head of sales provides part-time (1-3 days/week) sales leadership at £600-£1,000/day—ideal for companies building or scaling their first sales function.