The organization is a small (approximately 15–25 people) consulting firm with a distributed U.S. team that has grown primarily through founder and network referrals. To scale beyond those channels, the company is hiring a fractional sales leader (CRO-type) to build a purposeful, repeatable sales motion for high-ticket, long-cycle consulting engagements. The immediate go-to-market priority is AI services for mid-market asset managers, wealth managers, and adjacent financial services firms. This is a flexible, fractional engagement with a start expected in the coming weeks.
Responsibilities
• Define and document a repeatable sales strategy and playbook tailored to high-ticket, long-cycle consulting offerings.
• Build buyer personas and map target accounts within asset management, wealth management, and adjacent financial services.
• Design and implement end-to-end sales processes, stages, and CRM workflows.
• Create outreach strategies and partner with leaders on sales materials (one-pagers, email sequences, discovery frameworks, proposal templates).
• Lead initial outbound and inbound motion setup, including prioritization of target segments and messaging.
• Coach founders and lead consultants on qualification, discovery, and closing approaches to transition the firm from referral-driven to repeatable pipeline generation.
• Execute or directly manage early outreach and pipeline-building activities to generate qualified opportunities.
• Establish KPIs, reporting cadence, and handoff processes between sales and delivery teams.
• Recommend engagement cadence and resourcing (approximately 5–20 hours/week) and support a smooth, rapid ramp to production.
Qualifications
• Proven experience leading sales for professional services or consulting firms; fractional/CRO-type experience strongly preferred.
• Direct experience selling into financial services, ideally asset managers and wealth managers, with understanding of long, sophisticated sales cycles.
• Track record of building buyer personas, sales processes, CRM workflows, and repeatable playbooks from scratch.
• Hands-on experience with outbound prospecting strategies and sales enablement content creation.
• Comfortable executing early-stage outreach and coaching senior delivery staff on sales skills.
• Strong communicator and organizer with ability to translate strategy into operational sales systems.
• Availability to start soon and support a flexible fractional engagement (hours per week variable).