Fractional VP Services
Founder-led, early-stage, and PE-backed companies often reach an inflection point where growth planning demands experienced sales leadership but not yet a full-time executive hire. In the role as Fractional VP of Sales for your organization, Revenue Runway helps founder-led teams transition from ad-hoc selling to a scalable, repeatable sales motion, bring operational rigor and forecasting discipline to the organization, and build the foundational strategy, process, and cadence early-stage companies need to grow with confidence. The focus is fast impact, predictable execution, and building a sales organization that supports long-term value creation.
Fractional VP of Sales services provide senior leadership, structure, and accountability, without the cost, risk, or ramp time of a full-time executive hire. These services are delivered via a custom engagement uniquely crafted to fit your organization and meet your needs.
Sales Strategy & Revenue Planning
Delivers a clear, actionable sales strategy that aligns revenue goals with your broader business objectives. This includes defining target markets, ideal customer profiles, sales motions, pricing and packaging considerations, and growth priorities. Strategy is grounded in data, historical performance, market realities, and team capacity, not arbitrary growth targets.
Value delivered: A focused revenue plan your team can actually execute, improved alignment between leadership and sales, and realistic growth targets that drive results without burning out the team.
Sales Team Leadership, Coaching & Enablement
Hands-on sales leadership coaching of sales managers and reps, reinforce best practices, and raise performance across the team. This includes deal coaching, skill development, onboarding improvements, and performance management. The goal is to build capability and consistency, not dependency.
Value delivered: Stronger sales execution, faster ramp time, higher rep productivity, and a more confident, accountable sales team.
Sales Process Design and Implementation
Design and implement a consistent, repeatable sales process that matches how your customers buy. This includes defining pipeline stages, exit criteria, required activities, and accountability standards. Work closely with your team to ensure the process is adopted in practice, not just documented in a slide deck.
Value delivered: Higher win rates, shorter sales cycles, better forecast accuracy, and a sales organization that operates with discipline and consistency.
Go-To-Market & Sales Operating Rhythm
Establish the operating rhythm of a high-performing sales organization—meeting cadence, KPI dashboards, review structures, and cross-functional alignment with marketing, finance, and product. This ensures sales execution is measurable, inspectable, and aligned with the rest of the business.
Value delivered: Better cross-functional coordination, clearer priorities, and a sales organization that runs proactively instead of reactively.
Forecasting & Revenue Visibility
Establish forecasting and pipeline management practices that give leadership confidence in revenue projections. This includes defining forecast categories, deal inspection routines, pipeline coverage standards, and operating cadence. Forecasts are tied to objective deal criteria rather than gut feel.
Value delivered: Improved revenue predictability, fewer last-minute surprises, and leadership visibility into what will close and why.
Sales Organization Assessment & Optimization
Assess your current sales organization across people, process, pipeline, technology, and performance to identify gaps and opportunities. This includes evaluating roles, territories, compensation alignment, and capacity. Recommendations are pragmatic and prioritized for impact.
Value delivered: Clarity on what’s working, what’s not, and where to focus for the greatest revenue impact without unnecessary disruption.