On demand

How to Succeed as a Fractional Sales Leader

The rise of solopreneurship – the tenuous nature of full-time revenue leadership positions and the pursuit of greater work-life balance have driven many leaders to embrace fractional work.

Additionally, start-ups seeking more flexibility in their cost base and capital efficiency have turned to fractional hiring as an alternative to full-time hiring. But despite the recent explosion in the fractional leadership market, the leap from full-time employment into a portfolio career can be daunting.

In this six-week course, you’ll gain the confidence and methodologies to succeed as a Fractional Leader. You’ll also define your GTM strategy, learn to find and win early opportunities, explore best practices and practicalities, build your personal methodology, and set yourself up for ongoing success. 

Course details

Enrollment type: On demand
Open to: Executive and Associate Members

Enroll on demand

Sophie Carter - How to Succeed as a Fractional Sales Leader

Sophie Carter, Instructor

Sophie Carter has over 20 years of commercial experience spanning both global tech brands and startups/scaleups, predominantly in B2B SaaS. 

For the last 10 years she has been working with startup founders, helping them scale their commercial teams and is a 5 time Fractional CRO.

Sophie works closely with ScaleWise to support clients who are looking for fractional or interim GTM leaders. 

Connect with Sophie

Tom Glason - Coaching for High Performance

Tom Glason, Instructor

Tom Glason has spent over 20 years in B2B tech, a decade of which has been in senior revenue leadership roles within VC-backed SaaS scale-ups. His passion for developing himself and other revenue leaders led to him founding the London chapter of Pavilion in 2018, which became the second chapter after New York.

In 2020 he co-founded Scalewise, which exists to give B2B tech scale-ups unique and flexible access to world-class revenue leaders to help accelerate growth. And that could be anything from a few hours a month of Scale Coaching from an experienced revenue operator, through to providing a fractional or interim leader such as a world-class CMO, CRO or VP Sales for a few days a week. Tom is also the founder and chair of Pavilion London.

Connect with Tom

Course curriculum

This school is designed for reps training to prepare for management and sales managers with 0-3 years of leadership experience.

Session 1:
GTM Strategy


Create a clear plan for beginning or enhancing your portfolio career, with a focus on defining your niche and GTM strategy as a fractional sales leader.

Learning Objectives:

  • To understand current market trends & needs for clients and sales leaders
  • How to clearly define your ideal portfolio career (IPC), including the type of engagement, work/life balance, etc.
  • How to define your niche/specialism and Ideal Customer Profile (ICP) so you can leverage your strengths and go-to-market strategy

Session 2:
Winning Opportunities


Learn how to find, qualify, and win early opportunities and set yourself up for success by using a tried-and-tested framework.

Learning Objectives:

  • To find and qualify fractional opportunities
  • How to effectively position yourself with prospects in the application process
  • How to interview for fractional roles
  • How to set yourself up for success in a new fractional role 

Session 3:
Defining your Methodology


Combine Scalewise best practices with your own style & experience to create an effective, personalized fractional leader methodology.

Learning Objectives:

  • How to design a world-class Revenue Operations team for today and for the future
  • What are the key factors to consider when scaling the team
  • How to demonstrate value and ROI to support growing the team and adding resources

Session 4:
Ongoing Success


Understand how to navigate a successful portfolio career whilst investing in the continued growth of your business.

Learning Objectives:

  • How to avoid some of the challenges of operating as a contractor
  • To build up your case studies, testimonials, and referrals
  • How to transition into an advisory role with clients, and know what to expect in return
  • Investing in yourself and your business in order to grow your income
    How to create an action plan for success over the next X months

Course FAQ

This program is included in the cost of a Pavilion Membership. Not a member? Join now.

At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.

Enroll on demand at any time.
Due to this course being on demand, you can participate in sessions at your own pace.

We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:

  • CRO School
  • CMO School
  • Enterprise GTM School

Join Pavilion to enroll in
How to Succeed as a Fractional Sales Leader

Develop your career alongside a powerful network of founders, CEOs, and sales, marketing, and customer success leaders.