Fractional Revenue Officer Services

The Situation

You're at the revenue inflection point.
You need a CRO. Not a headcount.

Between $1M and $30M ARR, hiring a full-time RevWave is premature. But trying to scale revenue without one is costing you more than the salary would.

Founder still owns revenue

Nothing substantial closes without you in the deal. Your team is taking order, not leading sales. The business is stuck at founder-dependent revenue and can't scale or exit on your terms.

Unpredictable pipeline

Revenue swings 40%+ month to month. You can't commit to a board number with confidence. Deals sit in the same stage for six weeks, and you learn about losses after they happen.

No real go-to-market

Your ICP is "any B2B company that will talk to us." You're selling to wrong-fit customers, burning implementation capacity, and generating churn that's eroding your net revenue retention.

Full-time CRO is too early

A great CRO costs $250K–$350K all-in, requires 3–6 months to hire, and needs 6 months to deliver results. That's 12+ months before you see ROI — at a critical stage where you need traction now.

What You Get

A complete revenue function.
Built in 90 days.

Strategy that drives execution

Most fractional advisors give you a deck and disappear. We sit in your weekly pipeline reviews, ride along on key deals, QA your AEs, and build the playbooks your team actually runs.

ICP definition and tier prioritisation
Ideal customer profile validated against won/lost data
Sales motion design (MEDDIC, SPICED or custom)
CRM audit and pipeline stage discipline
Forecasting cadence and commit model
Comp plan review and rep accountability framework
Discovery call playbook and objection library
Hiring scorecard and interview guide for your next sales hire

Execution across the full funnel

We don't just advise — we execute. From redesigning your outbound motion to coaching your AEs live on deals, you get a hands-on senior operator who owns outcomes alongside you.

Weekly pipeline review and deal coaching
Outbound sequence development and A/B testing
Sales team 1:1s and performance management
Pricing strategy and packaging optimisation
Board-ready revenue reporting and KPI dashboard
Partnership and channel strategy
New market entry and expansion planning
M&A / exit revenue due diligence support

Who It's For

Made for companies at the revenue inflection.

The engagement is designed specifically for B2B companies at the stage where instinct stops working and process has to take over.

$1M–$10M ARR · Scaling Mode

You have product-market fit and repeatable wins but can't predict revenue. Founder still owns every meaningful deal. You need to install the first real revenue operating system before the next growth phase.

$10M–$30M ARR · Series A / B

Board is asking for forecast discipline. Pipeline quality is declining as AEs scale. You need a senior operator to install MEDDIC, clean up the CRM, redesign comp, and make revenue predictable for the next raise.

Professional Services / Agency

Revenue is 100% referral and you want to build a real sales function for the first time. You need someone who has done this before, not a junior SDR and a prayer.

PE / VC Portfolio Company

Your portfolio company needs senior revenue leadership at the speed of a deal, not a 5-month hire. We can be deployed within 2 weeks and operate within your 100-day value creation framework.

How It Works

Three phases.
One operating system.

Every engagement follows the same evidence-based methodology — starting with your diagnostic data, building the system, then embedding it in your team.

1

Weeks 1–4

Revenue Diagnostic

Complete the revwave.ai Revenue Health Diagnostic. We deep-dive your pipeline data, talk to your reps and customers, audit your CRM, and score your revenue system across all 8 dimensions. You get a written findings report and a prioritised 90-day roadmap before we begin any execution.

2

Months 2–4

System Build

We install the foundations: ICP definition, sales motion, pipeline stage logic, forecasting cadence, and AE coaching framework. All playbooks are written, socialised with your team, and loaded into your CRM. Weekly pipeline reviews begin immediately. Board-ready dashboards go live in week 6.

3

Months 5–12

Embed & Compound

The system runs. We stay in the seat — coaching, measuring, and iterating. Every quarter, you get a QBR-style review showing exactly which actions moved revenue. Most clients see the first meaningful pipeline improvement within 60 days and 3–5× ROI by month six.

Engagement Options

Choose your level of involvement.

All engagements start with the Revenue Health Diagnostic. Scope, cadence, and access are customised to your stage and speed.

Diagnostic Sprint

Start here. See everything.

$4,500 one-time

2-week intensive · Revenue diagnostic + roadmap

Full Revenue Health Diagnostic (8 dimensions)
3-hour strategy session with findings readout
Written 90-day roadmap with prioritised actions
CRM audit and pipeline health report
ICP hypothesis and GTM gap analysis
Applies as credit to any ongoing engagement

Book Discovery Call

Fractional CRO

Full execution. Embedded operator.

$12,500 / month

2 days/week · Minimum 3-month commitment

Everything in Diagnostic Sprint
Weekly pipeline review and deal coaching
Sales team 1:1s (bi-weekly per rep)
Full playbook suite built and deployed
Forecasting model + board-ready dashboards
Outbound motion design and A/B testing
Hiring scorecard for next sales hire
Quarterly board presentation on revenue
Slack access for async deal support

Book Strategy Call →

CRO in Residence

Full-time impact. Fractional commitment.

$22,000 / month

3–4 days/week · Minimum 6-month commitment

Everything in Fractional CRO
Full revenue org ownership (AE + SDR + CS)
Comp plan design and implementation
First-line sales management and quota setting
Partnership and channel strategy
Series A / B fundraising narrative support
M&A readiness and revenue due diligence
C-suite and board attendance
Transition plan to full-time CRO hire

Book Discovery Call

Free · 5 Minutes · Instant Results

Not sure where to start?
Take the Revenue Health Diagnostic.

15 questions. 5 minutes. A scored assessment across 8 revenue dimensions — benchmarked against companies at your exact ARR stage. Free score and top findings instantly.

Book a Strategy Call Instead

⏱ 5 minutes ✓ No login required ✓ Instant results 💳 Free score

Why Fractional

The math is obvious.
The difference is execution.

A full-time CRO is the right hire — eventually. Until then, a fractional engagement delivers everything that matters, faster and cheaper.

Capability	Full-Time CRO	Typical Consultant	Fractional CRO (Us)
All-in cost	$280K–$380K / yr	$15K–$40K / project	$150K–$264K / yr
Time to start	3–6 months hiring	2–4 weeks	2 weeks
Hands-on execution
Weekly pipeline reviews
Rep coaching
Playbook delivery		~
Revenue Health Diagnostic
AI-powered pipeline intelligence
Exit/fundraise readiness	~	~
No equity required

Results

Numbers from real engagements.

Every metric below is from a live client engagement. Details anonymised by agreement.

3.2×

Pipeline growth in 90 days for a $4M ARR B2B SaaS company after ICP redefinition and outbound sequence overhaul. Closed ARR increased 68% in the following quarter.

B2B SaaS · $4M ARR · Fintech vertical

$2.3M

New ARR added in 6 months for a professional services firm with zero prior outbound motion. Built SDR function from scratch, deployed sequences, and closed first enterprise anchor client.

Professional Services · $8M ARR · HR Tech

89%

Forecast accuracy improvement (from 52% to 94%) after installing MEDDIC pipeline discipline and a structured commit/upside/omit forecasting framework. Board presentation credibility transformed.

B2B SaaS · $14M ARR · DevTools

14 mo

Time from engagement start to successful Series B raise ($22M) with revenue KPIs and pipeline data as the lead narrative in the investor deck. Revenue due diligence passed first pass.

B2B SaaS · $11M ARR · MarTech

Client Feedback

What founders say after the engagement.

We went from forecasting by gut feel to hitting within 5% of our commit every quarter. The pipeline review cadence alone was worth three times the monthly fee. Best capital allocation decision I made in 2024.

MR

Marcus R.

CEO · B2B SaaS · $18M ARR

I'd been trying to hire a CRO for 7 months. In the time it took me to fail at that, we went through the diagnostic, built the playbooks, and grew pipeline 2.8× with a fractional engagement. I stopped hiring.

SK

Sarah K.

Founder · Technical Consultancy · $6M ARR

The Revenue Health Diagnostic was the unlock. I didn't know which of our 6 revenue problems was the most important to fix. The score told me. We fixed the top 2 and closed $1.1M in 60 days.

JT

James T.

Co-founder · B2B SaaS · $3M ARR

Your Fractional CRO

Who you're actually working with.

This isn't a firm that assigns a junior analyst and calls it consulting. You get one senior operator — with a track record you can verify — embedded directly in your revenue team.

RC

Ryan C.

Fractional CRO · revwave.ai

Formerly VP Sales at two Series B SaaS companies and CRO at a PE-backed professional services firm. Over 12 years building and running B2B revenue organisations from $0 to $40M ARR. Specialised in installing the first real revenue operating system at companies where the founder has outgrown being the primary closer.

Led 6 fundraising narratives as the revenue owner. Two M&A exits as revenue lead. Built and scaled sales teams from 1 AE to 22 across three companies in fintech, devtools, and HR tech.

$0 → $40M ARR 6 Fundraising Rounds 2 M&A Exits 47 Engagements MEDDIC Certified HubSpot Partner Salesforce Certified

Common Questions

Everything you're probably wondering.

Most consultants deliver a strategy document and leave. We embed in your business — attending your pipeline reviews, coaching your reps on live deals, and staying accountable to the number. You get the thinking AND the doing, which is how revenue systems actually get built.

Yes — every engagement starts with the Revenue Health Diagnostic. It's the evidence base for everything that follows. Without it, we're guessing at the problem. With it, we have an objective score across 8 dimensions and a prioritised roadmap that tells us exactly what to fix and in what order. The Diagnostic Sprint cost applies as a credit towards any ongoing engagement.

Typically: a 60-minute weekly pipeline review with your team, 30-minute 1:1s with each AE bi-weekly, a 90-minute monthly strategy session with you as the founder/CEO, plus async availability on Slack for deal reviews and hiring decisions. During the first 30 days we front-load the time to complete the diagnostic and build the first playbooks.

Yes. One of the most valuable parts of the engagement is that by the time you're ready to hire a full-time CRO, you'll have a revenue operating system already running, which means you hire someone to accelerate an existing system, not build one. We'll help you write the job spec, interview scorecard, and onboarding plan, and can do reference checks on shortlisted candidates.

Common situation. The Fractional CRO typically operates one level above the VP of Sales — focusing on GTM strategy, forecasting, board reporting, and the systems that sit above individual deal coaching. In many cases the VP of Sales is actually relieved to have a senior peer who can own the strategic layer while they focus on the team. We'll align roles in the first two weeks.

No. All engagements are fee-only, with no equity component required. For the CRO in Residence tier, some clients prefer to offer a small options grant as part of alignment — this is entirely optional and at your discretion. We do not require or pressure equity as part of any engagement.

Most clients see their first measurable pipeline improvement within 30–45 days, as the ICP redefinition and pipeline stage discipline changes which deals get worked and how. Revenue impact typically compounds from month 3 onwards. Average ROI across our client base is 3.4× the monthly fee by month 6.

Primarily B2B SaaS, technical consultancies, and professional services firms. We have specific depth in fintech, HR tech, devtools, and marketing technology. We do not work with e-commerce, D2C, or consumer businesses — the methodology is designed for complex B2B sales with deal cycles of 30 days or more.

Senior CRO.
Fractional cost.
Full-stack execution.

You're at the revenue inflection point.
You need a CRO. Not a headcount.

Founder still owns revenue

Unpredictable pipeline

No real go-to-market

Full-time CRO is too early

A complete revenue function.
Built in 90 days.

Strategy that drives execution

Execution across the full funnel

Made for companies at the revenue inflection.

$1M–$10M ARR · Scaling Mode

$10M–$30M ARR · Series A / B

Professional Services / Agency

PE / VC Portfolio Company

Three phases.
One operating system.

Revenue Diagnostic

System Build

Embed & Compound

Choose your level of involvement.

Not sure where to start?
Take the Revenue Health Diagnostic.

The math is obvious.
The difference is execution.

Numbers from real engagements.

What founders say after the engagement.

Who you're actually working with.

Ryan C.

Everything you're probably wondering.

Ready to install a real
revenue operating system?

5 minutes.
15 questions.
A complete picture.

Where should we send your results?

Get your complete diagnosis — $149

Senior CRO.Fractional cost.Full-stack execution.

You're at the revenue inflection point.You need a CRO. Not a headcount.

Founder still owns revenue

Unpredictable pipeline

No real go-to-market

Full-time CRO is too early

A complete revenue function.Built in 90 days.

Strategy that drives execution

Execution across the full funnel

Made for companies at the revenue inflection.

$1M–$10M ARR · Scaling Mode

$10M–$30M ARR · Series A / B

Professional Services / Agency

PE / VC Portfolio Company

Three phases.One operating system.

Revenue Diagnostic

System Build

Embed & Compound

Choose your level of involvement.

Not sure where to start?Take the Revenue Health Diagnostic.

The math is obvious.The difference is execution.

Numbers from real engagements.

What founders say after the engagement.

Who you're actually working with.

Ryan C.

Everything you're probably wondering.

Ready to install a realrevenue operating system?

5 minutes.15 questions.A complete picture.

Where should we send your results?

Get your complete diagnosis — $149

Senior CRO.
Fractional cost.
Full-stack execution.

You're at the revenue inflection point.
You need a CRO. Not a headcount.

A complete revenue function.
Built in 90 days.

Three phases.
One operating system.

Not sure where to start?
Take the Revenue Health Diagnostic.

The math is obvious.
The difference is execution.

Ready to install a real
revenue operating system?

5 minutes.
15 questions.
A complete picture.