Fractional Chief Sales Officer

Build a sales engine that doesn't depend on the founder.

Senior sales leadership for growing B2B and technology businesses, without hiring a full-time Chief Sales Officer.

I work alongside founders and CEOs to set the sales strategy, build the process and pipeline discipline, develop the team and help win the deals that matter, supported by AI-powered research and sales operations.

Book a Sales Leadership Discussion CMO, CSO or Both?
When Fractional Makes Sense

Sales has outgrown the founder. A full-time CSO doesn't make sense yet.

Most growing businesses are built on the founder's relationships and selling ability. That works until it becomes the ceiling on growth.

That's the role of a fractional sales leader.

  • The founder is still the best, or only, closer.
  • Your first sales hires aren't ramping or hitting target.
  • Pipeline is lumpy and the forecast is a guess.
  • Deals stall at proposal or disappear into procurement.
  • There's no shared way of qualifying and running opportunities.
  • Enterprise buyers expect a senior voice in the room.
  • You're entering a new market with no local sales presence.
What I Can Own

Senior accountability across the whole sales function.

Sales Strategy & Targets

Revenue plans, ICPs, territories, priority accounts and the targets that match them.

Sales Process & Qualification

A repeatable way to qualify and run deals, built on Miller Heiman, Target Account Selling and Customer Centric Selling.

Pipeline & Forecasting

Pipeline reviews, deal inspection, CRM discipline and a forecast the board can rely on.

Team Building & Coaching

Hiring profiles, recruitment, onboarding, compensation plans and deal coaching for your sellers.

Enterprise Deal Leadership

Shaping and negotiating complex deals with C-suite and enterprise buyers.

Partners & Channel

Reseller, integrator and alliance programs that extend your reach without adding headcount.

Proposals & Pricing

Commercial models, proposals and negotiation strategy that protect margin.

Sales Enablement

Messaging, case studies, presentations and playbooks, aligned with marketing.

AI for Sales

Account research, meeting preparation, CRM automation and AI workflows that give sellers more selling time.

Engagement Options

Scaled to where your sales team is today.

Advisory

Regular strategy sessions, pipeline reviews and coaching for the founder or sales lead. You keep running sales day to day.

Embedded

A part-time sales leader inside your team: running the sales cadence, managing the pipeline and building the process.

Player-Coach

I work selected deals alongside your team, opening doors, shaping enterprise opportunities and coaching in live deals, while the process is built around them. Which deals, and how, is agreed upfront.

Typical investment: around $10,000 + GST per month. Minimum three months, with six preferred.

Why This Is Different

Sales leadership from someone who has carried the number.

Three times I've been the first commercial hire into a new territory or venture: working directly with founders, without local infrastructure, and owning the number end to end.

I'm formally trained in Miller Heiman Strategic and Conceptual Selling, Target Account Selling and Customer Centric Selling, with three decades of selling complex technology to C-suite buyers in resources, banking, government and telecommunications.

Accounts won in previous roles include BHP, Rio Tinto, Telstra, NBN Co, Westpac, ANZ, Air New Zealand, QBE, Mizuho Corporate Bank and GIC Singapore.

Proof

Results from the sales floor.

US$6M+

Asia Pacific revenue built from zero as Neverfail's first regional hire.

250+

Deals closed across the region at Neverfail.

$25M

Enterprise technology sales delivered in FY20 at Dell.

3 of 3

Proof-of-concepts converted to paid deployments at SCIAR.

Ready to talk about sales leadership?

A 30-minute conversation to see if it's the right fit, and whether you need sales leadership, marketing leadership or both.

Book a Sales Leadership Discussion