Fractional Sales leader

Role: Fractional CXO / Sales Leader

Location: Remote

Part-time role

you need to build the sales team from scratch.

Role Overview

Fractional CXO / Sales Leader

senior sales leader or former CXO

sales strategy, large-deal closures, client relationships, and sales team enablement

Key Responsibilities

1. Sales Strategy & Leadership

• Define and execute comprehensive

  sales and GTM strategies

  aligned with organizational growth objectives.
• Establish

  revenue targets, KPIs, pipeline metrics, and market penetration plans

  .
• Provide strategic guidance on

  pricing, engagement models, and offshore positioning

  .
• Advise leadership on

  market trends, competitive landscape, and growth opportunities

  .

2. Business Development & Client Acquisition

• Own

  end-to-end sales cycles

  , including prospecting, discovery, RFP/RFI responses, negotiations, and deal closures.
• Drive

  new client acquisition

  across mid-to-large enterprises, startups, and strategic accounts.
• Build strong relationships with

  CXOs, VPs, and key decision-makers

  , particularly in the US market.
• Expand existing accounts through

  upselling, cross-selling, and long-term engagement models

  .

3. Offshore & Testing Services Growth

• Lead growth initiatives for

  offshore testing services

  , including functional, automation, performance, security, and managed testing.
• Effectively position

  offshore delivery, cost optimization, and scalable engagement models

  .
• Collaborate with delivery teams to ensure solutions are

  feasible, competitive, and execution-ready

  .

4. Sales Operations, Forecasting & Governance

• Establish robust

  sales forecasting, pipeline hygiene, and reporting frameworks

  .
• Provide leadership with

  revenue visibility and predictive insights

  .
• Guide

  pricing strategies, deal structures, and margin optimization

  .
• Ensure compliance with

  contracts, payment terms, offshore engagement policies, and risk controls

  .

5. Team Leadership & Enablement

• Coach and mentor

  sales, business development, and account management teams

  .
• Define clear

  ownership models, performance benchmarks, and accountability structures

  .
• Enable teams with

  sales playbooks, pitch narratives, and deal qualification frameworks

  .
• Support the transition from

  founder-led sales to a scalable sales organization

  .

6. Cross-Functional Collaboration

• Partner closely with

  delivery, recruitment, operations, finance, and marketing teams

  .
• Ensure alignment between

  sales commitments, delivery capacity, and talent availability

  .
• Support marketing initiatives for

  lead generation, brand positioning, and thought leadership

  .

7. Market Expansion & Strategic Initiatives

• Support

  new geography entry and enterprise market expansion

  initiatives.
• Identify and establish

  strategic alliances and technology partnerships

  .
• Advise on introducing new offerings such as

  managed services, RPO, AI-driven recruiting, and strategic staffing solutions

  .

8. Technology, Analytics & Innovation

• Leverage

  CRM, sales analytics, and reporting tools

  to drive data-led decision-making.
• Introduce modern sales practices to improve

  win rates, sales cycle efficiency, and deal quality

  .

Qualifications & Experience

• 15+ years

  of senior sales leadership experience in

  IT services, offshore testing, or staffing

  .
• Proven success in closing

  large and multi-million-dollar deals

  , particularly in offshore delivery models.
• Strong experience selling into the

  US market

  .
• Deep understanding of

  IT services, software testing services, offshore engagement models, and client pain points

  .
• Demonstrated experience with

  P&L ownership, pricing strategy, and margin management

  .
• Exceptional

  negotiation, presentation, and stakeholder management

  skills.
• Proven ability to

  build and scale high-performing sales teams

  .
• Bachelor’s degree in Business, Engineering, or related field;

  MBA preferred

  .