Senior revenue leadership without the full-time hire. Kory White runs fractional and interim CRO engagements — remote, on-site or embedded, nationwide.
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A fractional CRO (Chief Revenue Officer) is a senior revenue executive who runs your commercial organization on a part-time, contract basis instead of as a full-time hire. They fill the same role a full CRO fills — sales leadership, go-to-market strategy, forecast discipline and board-level revenue ownership — on a flexible engagement that scales with what you actually need.
Engagements vary by scope and stage. Start with a free revenue checkup and you get a quote built for your situation.
The most common signals: the founder is still the top closer and the bottleneck on every deal, the forecast keeps missing, the comp plan is broken or being gamed, the sales team has no playbook, the CRO seat is vacant and the search is dragging, or you’re launching a new motion or segment without a senior leader to run it.
A full-time CRO is a permanent executive with equity, full bandwidth and long-tenure ownership of the revenue org. A fractional CRO comes in on contract, focuses on the highest-leverage decisions and systems, and skips the long search and full-time pay. The right choice depends on stage, urgency and what specifically is broken.
They fill the senior revenue seat: pricing, segmentation, hiring sequence, comp design, forecast accuracy and the board narrative, and they align everyone responsible for delivering revenue. Sometimes that means leading the team day to day, sometimes coaching the founder, sometimes building the case for the next hires.
Often, yes. Many B2B SaaS companies reach the point where they are too big for founder-led revenue but not ready for a permanent CRO. A fractional CRO fills that gap. Whether it fits depends on stage, motion and the specific challenge.
A fractional VP of Sales owns the sales team: hiring reps, coaching, pipeline reviews. A fractional CRO owns the whole revenue function: sales, marketing alignment, customer success, comp, forecasting and board reporting. If only the sales team is the issue, hire the VP. If several parts of the revenue motion need a senior leader, hire the CRO.