Create A Sales Engine For Growth
Your company needs sales leadership to grow revenue, but hiring a full-time VP of Sales costs $150K-$200K+ annually plus benefits, equity, and hiring risk. M&A Executive Search places fractional and interim VP of Sales executives within 1-2 weeks - experienced sales leaders who work 10-20 hours per month to build your sales engine at 50-70% less than full-time cost. We present 3-4 qualified candidates from our network of 10,000+ sales executives, matching hands-on leaders to your industry, sales model, and growth stage. No fee until successful placement.
At M&A we have a large network of successful interim sales executives who are willing to work on a fractional basis to help you drive the revenue growth you need. Our Interim VP of Sales executives are “hands-on” leaders that can work side-by-side with your sales team and mentor and coach them to improved sales.
Our group of interim and fractional sales executives have experience in almost all industries and we work with our interim sales leaders to develop a customized plan that meets your exact sales leadership needs. Our interim sales leaders are flexible and hands-on willing to do whatever it takes to advance sales.
- Design, Develop, and implement a core capabilities / application presentation for selling to customers and prospects
- Develop customized selling process
- Sales coaching and mentoring
- Sales Plan Development
- Lead effort for sales resource expansion – selecting and engaging the right sales and marketing resources (e.g., lead generation, hiring sales professionals)
- Attending or leading key sales meetings
- Contribute leads to the sales process leveraging personal relationships
- Set-up and manage an on-going process for measuring sales performance
M&A places fractional VP Sales executives who work 10-20 hours per month, providing strategic sales leadership, team coaching, and process development at 50-70% of the cost of a full-time executive - with no fee until successful placement.
How Do I Get Started with M&A Fractional Sales Search?
Let us know how we can help you with your Interim or Fractional Leader recruiting and talent needs and our Executive Search team will follow up with you promptly.
The following are Interim and Fractional VP Sales examples from M&A’s network
What Is a Fractional VP of Sales?
A fractional VP of Sales is an experienced sales executive who provides strategic leadership on a part-time basis—typically 10-20 hours per month—delivering VP-level expertise without full-time cost or commitment.
Unlike consultants who advise from the sidelines, fractional VP Sales executives embed into your organization as hands-on leaders. They run sales meetings, coach your team, close deals alongside your reps, and take accountability for sales outcomes—just on a part-time schedule that matches your current needs and budget.
Key Characteristics of Fractional VP Sales:
- Part-time engagement: 10-20 hours per month (1-2 days per week)
- Strategic and tactical: Both high-level strategy and hands-on execution
- Embedded leadership: Works with your team as a true sales leader, not outside advisor
- Flexible duration: Ongoing engagement that scales with your needs
- Cost-effective: 50-70% less than full-time VP Sales compensation
What Does a Fractional VP of Sales Do?
Fractional VP Sales executives provide the same strategic leadership and tactical execution as full-time sales executives—just concentrated into 10-20 hours per month of high-impact work.
Strategic Functions:
- Develop sales strategy aligned with business objectives
- Define ideal customer profile (ICP) and target market
- Create go-to-market (GTM) plan for new products/markets
- Build sales forecasting and pipeline management
- Align sales and marketing for lead generation effectiveness
- Design compensation plans that drive right behaviors
Process Development:
- Design and implement customized selling process
- Select and deploy CRM and sales tools
- Create sales playbooks, scripts, and objection handling
- Establish qualification criteria and pipeline stages
- Build proposal and pricing frameworks
- Implement sales metrics and performance dashboards
Team Leadership:
- Coach and mentor existing sales team members
- Conduct pipeline reviews and deal strategy sessions
- Attend and lead key customer/prospect meetings
- Participate in major deal negotiations
- Identify hiring needs and recruit sales talent
- Develop training programs and onboarding processes
Hands-On Execution:
- Contribute leads from personal network and relationships
- Support complex deal pursuits and negotiations
- Provide executive presence for strategic accounts
- Model selling behaviors for team development
Fractional VP Sales executives develop sales strategy, build and coach teams, implement selling processes, manage CRM and pipeline, attend key sales meetings, negotiate major deals, and establish performance metrics—providing hands-on leadership your team can execute on daily.
Interim vs. Fractional Sales Leadership
| Factor | Fractional VP Sales | Interim VP Sales |
|---|---|---|
| Time Commitment | Part-time (10-20 hrs/month) | Full-time (40+ hrs/week) |
| Duration | Ongoing (6-24+ months) | Temporary (2-12 months) |
| Monthly Cost | $4,000-$10,000 | $15,000-$30,000 |
| Best For | Ongoing strategic leadership; growing companies | Leadership transitions; urgent gaps; turnarounds |
| Focus | Strategy, coaching, process; team executes daily | Full operational leadership and daily management |
| Typical Company | $2M-$50M revenue; building sales function | Any size; immediate leadership vacancy |
Time Commitment
Fractional VP SalesPart-time (10-20 hrs/month) Interim VP SalesFull-time (40+ hrs/week)Duration
Fractional VP SalesOngoing (6-24+ months) Interim VP SalesTemporary (2-12 months)Monthly Cost
Fractional VP Sales$4,000-$10,000 Interim VP Sales$15,000-$30,000Best For
Fractional VP SalesOngoing strategic leadership; growing companies Interim VP SalesLeadership transitions; urgent gaps; turnaroundsFocus
Fractional VP SalesStrategy, coaching, process; team executes daily Interim VP SalesFull operational leadership and daily managementTypical Company
Fractional VP Sales$2M-$50M revenue; building sales function Interim VP SalesAny size; immediate leadership vacancyChoose Fractional VP Sales When:
- You need strategic sales leadership but not full-time presence
- Your sales team is small (1-10 reps) and needs coaching/direction
- Budget doesn't support $150K+ full-time executive
- You want to test sales leadership before permanent hire
- Founders are handling sales but need to step back
Choose Interim VP Sales When:
- VP Sales departed and you need immediate full-time replacement
- Sales organization is in crisis requiring daily leadership
- Major sales transformation requires intensive oversight
- You need bridge leadership during permanent search
- Turnaround situation demands full-time attention
Fractional VP Sales work part-time (10-20 hours/month) on an ongoing basis for strategic oversight and team development. Interim VP Sales work full-time for 2-12 months during transitions or urgent sales leadership needs. Both deliver executive-level impact without permanent commitment.
When to Hire a Fractional VP of Sales
Hire a fractional VP Sales when you need executive-level sales leadership but can't justify—or don't yet need—the full-time VP cost and commitment.
Founder-Led Sales Transition:
Founders often drive initial sales but reach a ceiling. A fractional VP Sales builds repeatable processes, hires your first sales reps, and creates infrastructure that allows founders to step back from daily selling.
Early-Stage Growth (Pre-Series A to Series B):
Startups with $1M-$10M revenue need sales strategy and team development but can't afford $200K+ for full-time VP Sales. Fractional leaders provide executive expertise at startup-friendly cost.
Sales Team Underperformance:
Your sales team exists but isn't hitting targets. A fractional VP Sales assesses talent, fixes process issues, implements accountability, and coaches reps to improved performance.
Go-to-Market Strategy Development:
Launching new products, entering new markets, or pivoting sales approach requires experienced strategy—without permanent executive hire.
Building Sales Infrastructure:
No CRM? No sales process? No pipeline management? Fractional VP Sales builds the systems and processes that enable scalable growth.
Preparing for Investment or Exit:
Investors and acquirers want to see professional sales leadership. Fractional VP Sales provides structure and metrics that demonstrate sales maturity.
How Does M&A's Fractional Sales Placement Process Work?
M&A uses our 4-phase Profitable Search Process adapted for fractional sales placement, presenting 3-4 qualified candidates within 1-2 weeks.
Phase 1: Analysis
We assess your business model, sales challenges, current team structure, and specific needs for fractional leadership. We develop a position profile capturing required industry experience, sales methodology expertise, and engagement expectations.
Phase 2: Research & Identification
M&A sources from our network of 10,000+ sales executives, identifying candidates with relevant industry experience, sales model expertise (B2B, B2C, SaaS, enterprise, transactional), and fractional/interim experience. We present 3-4 qualified candidates within 1-2 weeks.
Phase 3: Selection (Client-Driven)
We provide candidate summaries highlighting sales leadership experience, industry background, and relevant achievements. We facilitate interviews, gather feedback, and assist with engagement terms and rate negotiation.
Phase 4: Integration (Ongoing)
M&A provides ongoing support throughout the engagement—performance check-ins, issue resolution, and access to Executive Roundtables connecting your fractional sales leader with peer executives.
Candidate Qualifications
| Qualification Area | M&A Standards |
|---|---|
| Experience Level | 15-25+ years progressive sales leadership |
| Leadership Scope | VP Sales or Sales Director with team management (5-50+ reps) and quota responsibility ($5M-$100M+) |
| Industry Expertise | Direct experience in client's industry or sales model |
| Sales Methodology | Expertise in relevant approaches (Challenger, SPIN, Solution Selling, MEDDIC, Sandler) |
| Track Record | Demonstrated quota achievement, team development, and revenue growth |
| Process Development | Experience building sales processes, CRM implementation, and performance systems |
| Coaching Ability | Proven capability to develop and mentor sales teams |
| Fractional Readiness | Available within 2 weeks; committed to fractional/interim career |
| References | 360-degree references from CEOs, peers, and sales team members |
Experience Level
M&A Standards15-25+ years progressive sales leadershipLeadership Scope
M&A StandardsVP Sales or Sales Director with team management (5-50+ reps) and quota responsibility ($5M-$100M+)Industry Expertise
M&A StandardsDirect experience in client's industry or sales modelSales Methodology
M&A StandardsExpertise in relevant approaches (Challenger, SPIN, Solution Selling, MEDDIC, Sandler)Track Record
M&A StandardsDemonstrated quota achievement, team development, and revenue growthProcess Development
M&A StandardsExperience building sales processes, CRM implementation, and performance systemsCoaching Ability
M&A StandardsProven capability to develop and mentor sales teamsFractional Readiness
M&A StandardsAvailable within 2 weeks; committed to fractional/interim careerReferences
M&A Standards360-degree references from CEOs, peers, and sales team membersWhat Disqualifies Candidates:
- Sales managers without true VP-level strategic experience
- Individual contributors without team leadership background
- Executives seeking permanent roles using fractional as "tryout"
- Candidates without relevant industry or sales model experience
- Poor references from previous fractional or leadership engagements
What Industries Does M&A Place Fractional Sales Leaders In?
| Industry Sector | Sales Model Focus | Typical Challenges |
|---|---|---|
| Manufacturing | B2B direct, distribution, OEM | Long cycles, technical selling, channel management |
| SaaS/Technology | Inside sales, enterprise, PLG | Pipeline velocity, expansion revenue, churn |
| Professional Services | Relationship selling, consultative | Business development, proposal management |
| Industrial Products | Technical sales, specification selling | Engineer relationships, project cycles |
| Building Materials/Construction | Contractor sales, distribution | Seasonal cycles, bid management |
| Healthcare/Medical Devices | Clinical selling, GPO/IDN | Regulatory, value-based selling |
| Consumer Products | Retail, e-commerce, D2C | Channel strategy, promotional planning |
| Financial Services | B2B, B2C, wealth management | Compliance, relationship management |
| Wholesale/Distribution | Territory management, account growth | Margin protection, customer retention |
Manufacturing
Sales Model FocusB2B direct, distribution, OEM Typical ChallengesLong cycles, technical selling, channel managementSaaS/Technology
Sales Model FocusInside sales, enterprise, PLG Typical ChallengesPipeline velocity, expansion revenue, churnProfessional Services
Sales Model FocusRelationship selling, consultative Typical ChallengesBusiness development, proposal managementIndustrial Products
Sales Model FocusTechnical sales, specification selling Typical ChallengesEngineer relationships, project cyclesBuilding Materials/Construction
Sales Model FocusContractor sales, distribution Typical ChallengesSeasonal cycles, bid managementHealthcare/Medical Devices
Sales Model FocusClinical selling, GPO/IDN Typical ChallengesRegulatory, value-based sellingConsumer Products
Sales Model FocusRetail, e-commerce, D2C Typical ChallengesChannel strategy, promotional planningFinancial Services
Sales Model FocusB2B, B2C, wealth management Typical ChallengesCompliance, relationship managementWholesale/Distribution
Sales Model FocusTerritory management, account growth Typical ChallengesMargin protection, customer retentionSigns You Need a Fractional VP of Sales
✓ Founders Doing All the Selling: CEO/founders handling sales but need to focus on product, operations, or fundraising
✓ Sales Team Without Leadership: Reps exist but lack direction, coaching, accountability, and strategic oversight
✓ Revenue Plateau: Sales have stalled despite market opportunity—process or leadership gaps preventing growth
✓ No Sales Process: Selling is ad hoc; no defined stages, qualification criteria, or repeatable methodology
✓ Can't Afford Full-Time VP Sales: Need executive leadership but $150K-$200K+ annual cost isn't viable
✓ Preparing to Hire VP Sales: Want to test leadership needs and define role before permanent commitment
✓ Sales-Marketing Disconnect: Leads not converting; sales blames marketing; marketing blames sales
✓ CRM Chaos: Pipeline is unreliable; forecasting is guesswork; no visibility into sales activities
✓ New Market Entry: Expanding to new territory, segment, or product requiring strategic sales approach
✓ Investor Pressure: Board or investors demanding sales leadership, metrics, and professional sales function
