Chief Revenue Officer
Fractional CRO
The fractional CRO is bought when revenue depends on one or two people and everyone can see the risk. The mandate is to make the commercial motion repeatable — segmentation, process, compensation, forecasting — so that growth survives the departure of whoever is currently carrying it.
It sits close to the CMO role and is sometimes combined with it in smaller businesses, but the distinction matters: the CRO owns the number.
What they deliver
- Sales process, stages and qualification criteria that people actually use
- Territory, segment and channel design
- Compensation and incentive plans aligned to margin, not just volume
- Pipeline discipline and a forecast the board can trust
- Partner and channel strategy for new markets
- Hiring, onboarding and coaching the commercial team
Signals you need one
- Revenue depends on the founder or one salesperson
- The forecast is consistently wrong and nobody trusts it
- You are entering a market where your existing motion does not translate
- Win rates vary wildly between people and nobody knows why
- You need to build a channel and have never done it