Fractional sales head vs full-time VP of sales: which does a startup need?
A fractional sales head is a senior sales leader who works with your company part-time, usually two or three days a week, to build the sales system. A full-time VP of sales runs an existing sales organisation every day. The two solve different problems, and hiring the wrong one at the wrong stage is expensive.
The difference at a glance
| Compared on | Fractional sales head | Full-time VP of sales |
|---|---|---|
| Main job | Build the system: ideal customer, pipeline, process, first hires | Run and scale a system that already works |
| Time commitment | Part-time, typically 2–3 days a week | Full-time |
| Cost structure | Monthly retainer, or performance-linked | Salary, bonus, equity and benefits |
| Time to start | Weeks | Months to recruit, then a ramp period |
| Cost of a wrong fit | End the engagement | A long search, severance and lost months |
| Best stage | Early traction, founder still closing | Repeatable revenue, a team to lead |
What it costs in India
Published prices are thin and mostly come from providers. One Pune-based firm quotes ₹1.5–4 lakh a month for a fractional sales leader working about two days a week, and estimates a full-time VP of sales at ₹1.3–1.8 crore a year including bonus and benefits (Sales Fundas). Those are a vendor's own figures, so use them as a rough range rather than a benchmark.
A simple test: which one do you need?
Answer these four questions honestly.
- Could someone other than the founder close a deal next month using a written process? If no, you need the system built first.
- Do you have at least three salespeople to lead? A VP with nobody to manage becomes an expensive individual seller.
- Is pipeline predictable quarter to quarter? If it depends on referrals and luck, building the engine comes before scaling it.
- Can you afford a senior salary through a ramp period with no guaranteed results? If that would strain your runway, a part-time or performance-linked option is safer.
Two or more "no" answers point to a fractional sales head now, and a VP later.
The third option: pay on results
Some growth partners, including Earnpact, work on a performance basis: no consulting fee during an initial proof period, with payment as a commission on revenue they bring in, then a retainer once results are proven. It suits founders who have been burned by retainers and want proof before committing. It only works for companies whose product already sells, because the partner carries the risk.
How to hand over from fractional to full-time
- Have the fractional leader document the process, scripts and metrics before you hire.
- Let them write the VP scorecard and sit in on interviews.
- Overlap for at least a month so the new VP inherits a working pipeline, not a blank page.
Frequently asked questions
How much does a fractional sales head cost in India?
Indian providers commonly quote a monthly retainer of roughly ₹1.5–4 lakh for about two days a week. Treat published figures as vendor prices, and compare on scope and results, not day rate alone.
When should a startup hire a full-time VP of sales?
When you already have a repeatable sales process that works without the founder, a team of several reps to lead, and enough revenue to absorb a senior salary and a ramp period.
Can a fractional sales head build the team?
Yes. Defining the first sales roles, writing the hiring scorecard and interviewing candidates are common parts of a fractional engagement.
Want this done for you, with no consulting fee?
If your company qualifies, I run the offer, pipeline and sales work and earn only from revenue I bring in during the first 120 days.