Fractional CRO

Connect sales, marketing, and success into one revenue engine with a Fractional CRO.

Not a sales leader with a bigger title. An embedded revenue architect who aligns every department that touches the number. Without the full-time hire.

Book a Strategy Sprint or get in touch

Track record

Where We've Made an Impact

We work across industries and revenue models. Here's a cross-section of engagements where revenue operations were central to the brief:

Venture Studio

Led revenue operations across a portfolio of early-stage products within a venture studio. Owned partnership development, product management, and go-to-market execution for two SaaS products simultaneously, introducing new monetisation models and running an investor marketing campaign that attracted angel investment interest.

Digital Assets

Designed the go-to-market strategy and acquisition funnels for a crypto exchange operating in a heavily regulated market. Led offer positioning, product marketing, and pipeline architecture across multiple customer segments with distinct compliance requirements.

Every engagement began with a Strategy Sprint: a focused diagnostic that identified the highest-impact revenue opportunities and built momentum from day one.

The model

What is a Fractional CRO?

Most businesses hit a point where sales is doing its thing, marketing is doing its thing, and customer success is doing its thing. The problem is they're doing these things separately. Leads leak between handoffs. Pipeline forecasts are unreliable. Nobody owns the full journey from first touch to renewal. A Chief Revenue Officer fixes that.

A CRO doesn't run one department. We build the system that connects all of them. That means mapping the complete revenue process, defining where leads move between teams, standardising how pipeline is tracked, and making sure every function is pulling toward the same number with shared accountability. A full-time CRO costs $250K-$400K+ including equity. A fractional engagement gives you senior revenue leadership and operational rigour without the salary commitment.

The scope

What a Fractional CRO Covers

Beyond connecting your revenue functions, a fractional CRO builds the infrastructure that makes growth predictable.

Revenue Architecture

  • Map the full revenue process end-to-end
  • Define stage gates and handoff criteria
  • Build pipeline visibility across teams
  • Standardise lead scoring and qualification

Sales-Marketing Alignment

  • Unify OKRs across revenue functions
  • Create shared definitions (MQL, SQL, SAL)
  • Establish feedback loops between teams
  • Align messaging from first touch to close

Forecasting & Accountability

  • Build reliable revenue forecasting models
  • Implement CRM governance and hygiene
  • Set up revenue dashboards and reporting
  • Run weekly pipeline reviews

Customer Lifecycle

  • Design onboarding-to-renewal pathways
  • Identify expansion and upsell triggers
  • Reduce churn through early-warning systems
  • Connect success metrics to revenue outcomes

Deliverables

What You Get

Revenue Playbook

A documented revenue process with clear stage definitions, conversion benchmarks, and team responsibilities. Not a slide deck that gathers dust. A living operating system your team follows daily.

Pipeline Visibility

A single view of your entire pipeline from lead to renewal. We clean up your CRM, enforce data discipline, and build dashboards that tell you where revenue is, where it's stuck, and where it's leaking.

Forecasting Model

Revenue projections your board can trust. We build forecasting models based on actual conversion data, not wishful thinking. Updated monthly as pipeline matures and patterns emerge.

Handoff Definitions

Documented criteria for every lead transition: marketing to sales, sales to onboarding, onboarding to success. No more leads falling through cracks or finger-pointing between departments.

OKR Alignment

Shared objectives that connect every revenue function to the same number. Marketing knows what sales needs. Sales knows what success retains. Everyone pulls in the same direction.

Team & Vendor Coordination

We run the operating rhythm: weekly pipeline reviews, monthly revenue retrospectives, and quarterly planning sessions. Your agencies, contractors, and internal teams all report into one coherent system.

Process

How It Works

1

Revenue Diagnostic

Weeks 1-2. We map your current revenue process end-to-end: how leads are generated, how they move through your pipeline, where handoffs happen, and where they break down. We talk to sales, marketing, and customer success. We audit your CRM, your reporting, and your forecasting. By the end, we have a clear picture of where revenue is leaking and why.

2

Architecture & Quick Wins

Weeks 2-4. We deliver the revenue architecture: stage definitions, handoff criteria, shared metrics, and a 90-day execution plan. But we don't just plan. We fix the most obvious leaks immediately. Pipeline stages that need restructuring, lead definitions that need tightening, reporting gaps that need closing.

3

Embedded Revenue Leadership

Ongoing. We run the revenue operating rhythm: weekly pipeline reviews, team alignment sessions, and monthly forecasting. We hold every function accountable to shared numbers, coach department leads on cross-functional thinking, and continuously optimise the system as your business scales.

"Cameron has been a valuable sounding board and integral component into helping me get OneDAO off the ground. From providing feedback on our pitch deck, to prototyping designs for our MVP, he's helped move us forward in ways I'd struggle to do on my own."

Aneesha Varghese-Cowan, Founder, OneDAO

You don't need more activity. You need one connected revenue system.

Is this you?

Who This Is For

You need a fractional CRO if any of these resonate:

Sales and marketing operate in silos. Marketing generates leads. Sales says the leads are bad. Nobody owns what happens in between. There's no shared language, no shared metrics, and no shared accountability.

Revenue is growing, but you can't forecast it. You hit your number last quarter but you're not sure you can repeat it. Pipeline is a guessing game. You don't know which deals are real and which are stalled.

Leads are leaking between handoffs. Marketing qualifies a lead, sales doesn't follow up. Sales closes a deal, onboarding drops the ball. Customers churn because nobody owned the transition. You can feel the leaks but you can't see them in the data.

$250K+ for a full-time revenue executive doesn't make sense yet. But the gap between where your revenue is and where it should be keeps widening. You need the thinking, the architecture, and the accountability without the permanent overhead.

Common questions

Frequently Asked Questions

A fractional Chief Revenue Officer owns the entire revenue engine: sales, marketing, customer success, and sometimes product. We don't run one department. We connect all of them. That means building the pipeline architecture, defining handoff points between teams, standardising how revenue is tracked and forecast, and making sure every department is pulling toward the same number.

A VP of Sales manages the sales team: quotas, reps, closing deals. A CRO sits above sales. We make sure marketing is generating the right leads, sales is converting them efficiently, and customer success is retaining and expanding accounts. The CRO is the connective tissue between departments that typically operate in silos.

Most companies that benefit are doing $2M-$30M in revenue. You've got sales happening and marketing running, but they feel disconnected. Revenue is growing but you can't forecast it reliably. You've got pipeline gaps you can feel but can't diagnose. A full-time CRO costs $250K-$400K+ including equity. A fractional engagement gives you that same strategic layer at a fraction of the cost.

Most engagements run 9-18 months. The first 2-3 months are diagnostic: mapping the revenue process, identifying leaks, building the infrastructure. Months 4-12 are about execution and optimisation. After that, some companies hire a full-time CRO (we help with the search), while others continue on a reduced advisory retainer.

It always starts with a Strategy Sprint. Whether you're exploring a fractional CRO or just want clarity on your revenue process, the sprint is where it begins. We map your current pipeline end-to-end, identify the biggest leaks and misalignments, and deliver a clear action plan. From there, we decide together whether a fractional engagement is the right next step.

Ready to work with a Fractional CRO?

Every engagement starts with a Strategy Sprint: a focused diagnostic where we map your revenue process, identify the biggest leaks, and deliver a clear action plan. From there, most clients move straight into ongoing execution.

Start with a Strategy Sprint or get in touch