Fractional VP of Sales for B2B SaaS. Embedded, Not Advisory.
A senior sales leader in your pipeline reviews, your rep 1:1s and your late-stage calls, for $6K to $10K a month instead of a $180K to $250K hire. Same playbook that scaled Whip Around to $100M and Fleetmatics to $2.6B.
Build the system. Coach the team. Own the number. Fractional cost, no $200K full-time hire needed.
30-min call · No pitch · We tell you if we're not the fit
$100M
Acquisition: Whip Around
0→1
US office built from scratch
30 Days
To measurable results
$1M-$5M
ARR sweet spot
What you get
GSD Associates provides a fractional VP of Sales for B2B SaaS founders at roughly $500K to $10M+ ARR. For $6K to $10K a month, I lead your sales function part-time: build the process and playbook, hire and coach reps, run weekly pipeline reviews and the forecast, and get on late-stage calls to help close. Minimum 3 months, then month-to-month.
Fractional VP vs Full-Time VP vs Consultant
Three ways to get sales leadership. Here's how they actually compare.
GSD Fractional VP
Full-time VP of Sales
Sales consultant
Cost
$6K to $10K/month ($72K to $120K/year)
$180K to $250K base, plus variable, benefits, recruiting fee, equity
The system runs itself. We document everything so it outlasts the engagement: playbook, processes, hiring profile if needed. You own it when we're done.
Deliverable: Full sales playbook + transition plan
Pricing
A full-time VP of Sales costs $180K to $250K/year in salary alone, before equity, benefits, and a 4-6 month ramp. This is a fraction of that.
Minimum 3-month engagement. Month-to-month after that. No long-term lock-in.
Best For:
B2B SaaS founders at roughly $500K to $10M+ ARR
You're past early traction, still doing founder-led sales, and growth has stalled
Sales is still founder-led: you're in every deal and it's not scalable
You have reps but no system: results are inconsistent rep to rep
You can't justify a $200K VP of Sales hire yet
You need results in 30 to 60 days, not 6 months of onboarding
The Whip Around Story
This isn't theory. Michael was one of 4 people who opened the US office of Whip Around, a fleet management SaaS, and built the sales engine from scratch.
0 customers. 0 process. 0 playbook. They built it all and grew the company to a $100M acquisition.
That's not a resume bullet. That's the exact playbook we bring to your company.
"Michael came in Month 1 and immediately restructured how we approach demos and discovery. The clarity he brought to our sales process was something we'd been missing for years."
Khasan Mirsobid, Founder, QuickManage
Michael started at QuickManage as fractional VP of Sales and is now their Chief Commercial Officer. See what month one delivered.
$6K a month for Starter (up to 2 days a week), $8K for Full Engagement (up to 3 days a week) and $10K for Strategic (full-time equivalent). Minimum 3 months, then month-to-month. A full-time VP of Sales costs $180K to $250K in base salary alone, before variable pay, benefits, recruiting fees and equity.
Fractional describes the cost: you pay for part of a senior leader's time, typically $6K to $10K a month instead of $180K to $250K a year. Embedded describes how I work: I'm in your weekly pipeline reviews, coaching your reps on live deals, and accountable for the same number you are. Plenty of fractional leaders advise from a distance. I'm an embedded VP of Sales on a fractional basis.
A consultant gives you a deck and a list of recommendations. A Fractional VP shows up in your team's calls, coaches your reps live, runs your pipeline reviews, and is accountable to the same number you're accountable to. We're embedded, not advisory.
Yes. I join late-stage deals and help close them, travel for in-person meetings with your team and key prospects, and work trade shows alongside your reps. We plan travel together when we scope the engagement.
Both. I'm based in Charlotte, NC and work with B2B SaaS teams nationwide. Most weekly work is remote (pipeline reviews, coaching, deal support), and I travel for in-person meetings, key prospect visits and trade shows when it matters.
B2B SaaS founders at roughly $500K to $10M+ ARR who are still the main closer, or who have reps but no repeatable system. It is not a fit before product-market fit, or for companies that already have a proven motion with a large team that needs a full-time leader every day.
Most clients see measurable process improvements within 30 days. Meaningful pipeline impact typically shows up in 60 to 90 days, depending on your sales cycle length. We'll set clear KPIs in week one so you know exactly what "working" looks like.
Yes, but capacity is intentionally limited so every client gets real attention, not a templated playbook. If you're interested, ask about current availability on the strategy call.
Primary expertise is in fleet and transportation SaaS and B2B SaaS broadly. The frameworks apply across industries, but if you're in fleet, logistics or transportation tech, Michael has been in your buyers' shoes and knows your sales cycles cold.
3 months minimum. Real results take time to build, and anyone promising a transformation in 30 days is selling you something. After the initial 3 months, we go month-to-month with 30 days notice to exit on either side.
That's the goal. I document the playbook, process and hiring profile so the system outlasts the engagement, and I can help you write the job description, interview candidates and hand over cleanly.
30 minutes. No pitch deck. We talk about where you are, where you're stuck, and whether we're the right fit. If we are, we'll talk next steps. If we're not, we'll tell you honestly and point you in the right direction.
Ready to stop guessing?
Book a free 30-minute strategy call. We'll look at your pipeline, your team, and your process, and tell you exactly where the problem is.
