Let's cut to the chase.
You need sales leadership. Your current setup isn't scaling. Your team needs direction. Your board wants predictable revenue.
And you're stuck asking yourself: "Do I hire a full-time VP of Sales or go fractional?"
I've been on both sides of this question. I've been the full-time VP building teams from scratch. And I've been the fractional consultant parachuting in to fix broken sales processes.
Here's what I've learned: The answer isn't always "hire full-time."
The Full-Time VP Problem
Let's talk about what it actually takes to hire a full-time VP of Sales.
The costs:
- Base salary: $180K-$250K+
- Variable comp: $80K-$150K in commissions/bonuses
- Equity: 0.5%-2%
- Benefits: Health insurance, 401K matching, etc.
- Recruiting fees: $50K-$75K
Total first-year cost: $350K-$500K+
That's assuming you hire the right person. What if you don't?
The risks:
- The hiring process takes 3-6 months (sometimes 9-12)
- Bad hires cost $200K+ and 6-12 months of time
- Even great VPs need 90 days to ramp
- Average tenure is 18 months, then you start over
And here's the kicker: most early-stage companies don't actually need a full-time VP yet.
The Fractional VP Opportunity
A fractional VP of Sales is exactly what it sounds like: You hire an experienced VP part-time (usually 10-20 hours/week) for 30-40% of the cost.
| Item | Full-Time VP | Fractional VP | Savings |
|---|---|---|---|
| Base Salary | $200K | $0 | $200K |
| Variable Comp | $100K | $0 | $100K |
| Fractional Fee | $0 | $96K-$180K/yr | - |
| Total Year 1 | $390K+ | $96K-$180K | $210K-$294K |
You save $200K-$300K in the first year alone.
When Fractional Makes Sense
1. You're Pre-$5M ARR
You don't have enough revenue to justify a $400K VP yet. But you desperately need sales leadership to get from $1M to $5M.
2. You Just Raised a Series A
You have funding and need to scale fast. But you don't know exactly what your go-to-market motion should be yet. Go fractional first, figure out what works, then hire full-time to scale it.
3. Your Sales Process Is Broken
Your reps are missing quota. Your pipeline is a mess. A fractional VP can diagnose the problem and fix it fast - in 90 days instead of 3-6 months.
4. You Need Specific Expertise
Maybe you're moving upmarket and need enterprise sales expertise. Maybe you're launching a partner program. A fractional VP who's done it before can build the exact motion you need.
5. You're Bootstrapped or Capital-Efficient
You don't have $400K/year to spend on a VP. A fractional VP gives you VP-level expertise for $100K-$180K/year.
When Full-Time Makes Sense
1. You're $5M+ ARR
At this stage, you have the revenue to justify a full-time VP and probably have a 10+ person sales team that needs daily management.
2. You Need Someone Running a Large Team Daily
If you have 10+ reps across multiple segments, you need a full-time VP. Fractional works best for strategy and process, but you need someone full-time to execute at scale.
3. You've Found the Right Person
If you've found a VP who has done exactly what you need, fits your culture perfectly, and has the expertise you need - hire them. Great VPs are rare.
4. You're Post-Series B and Scaling Fast
At $10M-$30M+ ARR growing 100%+ YoY, you need a full-time VP who can scale the team from 10 to 50+ reps.
The Hybrid Approach (My Favorite)
Phase 1 (Month 1-6): Fractional VP
- Build the sales process
- Train the existing team
- Fix pipeline and forecasting
Phase 2 (Month 7-12): Fractional VP + Sales Manager
- Sales manager runs day-to-day
- Fractional VP coaches the manager
Phase 3 (Month 12-18): Transition to Full-Time
- Promote sales manager to VP
- Or hire external VP to take over
This is the lowest-risk, highest-ROI path.
The Decision Framework
| Question | Fractional | Full-Time |
|---|---|---|
| ARR | < $5M | > $5M |
| Team Size | < 10 reps | > 10 reps |
| Sales Process | Broken or non-existent | Solid foundation |
| Timeline | Need impact in 30-90 days | Can wait 3-6 months |
| Budget | < $200K/year | > $400K/year |
If most of your answers are in the "Fractional" column, go fractional first.
The Bottom Line
Here's the truth most people won't tell you:
You don't need a full-time VP of Sales yet.
What you need is someone who can build your sales process, train your team, and get you to predictable revenue.
A fractional VP can do all of that for 30-40% of the cost of a full-time hire.
Go fractional first. Scale full-time later.