Fractional Sales & Business Development
Fractional sales executive & business development — an honest scope
A hands-on outbound and business development operator for UK, Irish and Benelux B2B companies. Strategy, execution, leadership reporting, full-cycle sales where appropriate — one senior operator running the motion from market focus to signed revenue.
What this actually is
I am a fractional sales executive and business & sales development operator with seven years in outbound, BDR/SDR and pipeline roles across SaaS, IT infrastructure, cybersecurity and engineering. I have set outbound sales strategies, reported to leadership, led a team of around five, and been involved in the signing of multiple six-figure deals. The core value is practical commercial execution: strategy close enough to the market to work, then the daily sales activity needed to turn it into pipeline and revenue.
In a typical engagement that means:
- Setting outbound sales strategy, ICP, target account lists and trigger events
- Writing and running multichannel outbound sequences (email, LinkedIn, phone)
- Qualifying inbound and outbound replies
- Taking discovery calls, demos and commercial follow-up
- Running full-cycle sales — from cold prospecting through demo, proposal, negotiation, signature and ongoing account management
- Reporting clearly to founders, sales leadership or senior management on pipeline, blockers and next actions
- Supporting or leading small BDR/SDR teams where the engagement needs it
- For large enterprise deals: flexible scope — full-cycle, business development only, or demo-only — with handoff to your senior seller or founder when that is the right call
- Setting up clean tracking in HubSpot, Pipedrive or Salesforce
- Leaving behind a documented playbook the next hire can run
What this is not
- Not a VP Sales replacement for board-level ownership of the whole sales function, hiring plan and compensation model
- Not advice-only — I am a certified coach and do offer coaching and consulting engagements, but in this fractional scope I also do the hands-on sales work, not just advise from the sidelines
- Not an agency with junior staff behind a logo — one operator, accountable
- For large, complex enterprise deals I am flexible — full-cycle, development-only, or demo-only — with senior seller or founder involvement where that improves the close
Fractional sales executive vs the alternatives
| Fractional sales exec (this) | Full-time BDR / SDR | Outsourced SDR agency | |
|---|---|---|---|
| Typical UK cost | £3k–£6k / month | £45k–£70k all-in / year | £3k–£8k / month |
| Seniority of operator | 7+ years, runs the motion | Usually 0–3 years, needs management | Mixed, often junior |
| Time to first meetings | 3–6 weeks | 3–6 months (hire + ramp) | 4–8 weeks |
| Commitment | Rolling, 30-day notice | Permanent contract | 3–6 month minimum |
| Best for | £250k–£5m revenue, founder-led | Proven motion with capacity to manage | Adding raw volume to an existing playbook |
How much it costs
Engagements run £3,000–£6,000 per month for one to three days per week, rolling 30-day notice. That covers outbound execution, qualified meetings booked and the playbook your team inherits at the end. No platform fees, no hidden data-tool markup.
When this is the right call
- Revenue between £250k and £5m and pipeline is founder-dependent
- You need qualified meetings now, not in six months
- You cannot yet justify a full-time BDR/SDR — or your last one did not work out
- You want a senior operator doing the work, not managing one
- You are entering UK, Ireland or Benelux and need outbound in the right language and tone
When you should hire a full-time sales leader instead
If you need someone to own the entire sales function full-time — hiring plan, compensation model, board-level forecast, multi-rep management and long-term sales organisation design — that is a Sales Director or VP Sales hire. If you need outbound strategy, leadership reporting, hands-on pipeline creation, discovery, demos, full-cycle sales or account development, that is where a fractional sales executive engagement can fit.
How RVH Advisory works
I work with UK, Irish, Benelux and wider EMEA B2B businesses — typically SaaS, IT, engineering and technology services — as their embedded fractional sales executive and business development operator. Engagements start with a 30-day diagnostic and outbound build, then a rolling three- or six-month plan against agreed meeting and pipeline targets.