Stratégie de leader commercial fractionné

I work 2 days per week with 4 companies. Make more than when I was a full-time VP Sales. Here's the fractional sales leader model: Client 1: Series A SaaS ($2M ARR) - 10 hours/week, $12K/month - Building their first sales process - Hired and trained 3 AEs - Implemented CRM and sales stack - Created compensation plan Client 2: Bootstrapped B2B ($800K ARR) - 6 hours/week, $8K/month - Transitioning founder from doing all sales - Documenting sales playbook - Training first 2 sales hires - Building pipeline generation system Client 3: Series B Scale-up ($8M ARR) - 12 hours/week, $15K/month - Optimizing sales process that broke at scale - Rebuilding territory model - Implementing sales methodology - Coaching 3 sales managers Client 4: Pre-seed Startup ($200K ARR) - 4 hours/week, $5K/month - Go-to-market strategy - Helping founder close first 10 deals - Building sales pitch and demo - Advising on when to hire first AE Total: 32 hours/week, $40K/month Why companies hire fractional: ❌ Can't afford full-time VP Sales ($200K+ salary) ❌ Don't need 40 hours/week of sales leadership yet ❌ Need expertise NOW, can't wait 3 months to hire ❌ Previous sales leader didn't work out, need interim help ❌ Founder knows they need to transition from doing all sales What I provide that consultants don't: ✅ I'm in the trenches: Weekly sales meetings, coaching calls, pipeline reviews ✅ I own outcomes: Revenue targets, not just "recommendations" ✅ I build, not advise: Implement systems, hire people, run process ✅ I'm accountable: Tied to performance, not hours billed What I provide that full-time VP Sales doesn't: ✅ Pattern recognition: Seen these problems at 30+ companies ✅ Immediate impact: Start adding value week 1 ✅ Cost effective: $12K/month vs $20K+ for full-time ✅ Flexible: Scale up or down as company needs change ✅ No ego: Not trying to build empire or protect job The Fractional Model Works When: - Company has $500K-$10M ARR (too big for founder-led, too small for full leadership team) - Sales team is 0-5 people (doesn't need full-time VP attention yet) - Company needs sales systems built (not just managed) - Founder is coachable (I can't do it alone) What surprised me about going fractional: 1. I'm more valuable - Solve 4 companies' problems vs 1 2. Better work-life balance - 32 hours/week, not 60 3. Apprentissage continu - See different industries, stages, models 4. Higher income - $480K/year vs $220K full-time 5. More fun - Variety keeps it interesting The Hard Part: - Context switching between companies - Can't solve everything (have to prioritize ruthlessly) - Some companies want full-time attention (wrong fit) - Have to be disciplined about hours (or you work 60/week across 4 companies) The future of work isn't just remote. It's fractional. Why limit your expertise to one company when you can help many?