FRACTIONAL SALES DIRECTOR FOR B2B STARTUPS AND SCALE-UPS

From founder-led sales to a team that scales

I build your sales system and equip your team to manage the pipeline and close deals independently.

Built on experience in global companies and tech startups

Where growth gets stuck

Three signs you’ve outgrown founder-led sales

Recognise any of these? Your team needs a way to turn your sales experience and customer relationships into a process they can own.

“Customers only buy when I’m involved.”

Customer relationships, discovery and closing still depend on you. The know-how stays in your head, and your team can’t put it into practice.

“I don’t know what we’ll close next quarter.”

Your CRM data and deal stages don’t give you a reliable picture. Forecasts rely on gut feeling, making it hard to plan ahead.

“I hired a salesperson. It didn’t work out.”

Even a strong sales hire needs clear target customers, messaging, a process, onboarding and metrics. Give them the foundations to succeed.

What we build

A sales system your team can own and run

I turn your growth goals into a practical sales plan your team can follow, measure and improve.

Sales Strategy & GTM

I define your ICP, segmentation, value proposition, channels and market priorities.

Pipeline & Sales Operations

I set up your sales process, CRM, KPIs and reporting so you can manage the pipeline and forecast with confidence.

Execution & Sales Leadership

I lead pipeline reviews, weekly forecasting and deal coaching, with clear ownership and a focus on revenue.

Three stages, three paths

The right sales support for your stage of growth

From your first customers to a growing sales team, get the right mix of guidance, hands-on support and senior leadership.

For founders and early-stage startups

Founder Sales Coaching

For founders with a product or MVP who want to test their sales approach and build confidence in winning customers.

Explore founder coaching

For companies with a validated product

Sales Build & Execution

Build a reliable pipeline and a repeatable sales process from inconsistent results.

Build your sales system

For scale-ups and sales teams

Fractional Sales Leadership

Give your sales team the direction, structure and accountability to support your next stage of growth.

Get your team ready to scale

Hi, I’m Giulio Cagnazzi.

I’ve worked in sales at Avis Budget Group, Ayvens and CWT. Then I co-founded a startup, built its sales function from scratch and helped grow it to over 250 subscription customers. I know what it’s like when every deal still depends on you.

Today, I help B2B tech startups and scale-ups shape their go-to-market strategy, build their sales process and lead their teams.

The goal is to hand it over: a sales system your team can run without me.

I live in Brianza, near Milan, and in 2020 I published Vendere come un Genio. What drives me is simple: the team should keep the skills and know-how long after the consultant leaves.

More about me →

When to bring in a Fractional Sales Director

Bring in support before founder dependency, a failed sales hire or unreliable forecasts start slowing growth.

Before your first sales hire

I help you define your ideal customers, messaging, process, CRM and success criteria before you hire.

When the founder becomes the bottleneck

I help you turn your knowledge and customer relationships into a process your team can use and improve.

When your pipeline and team need structure

I introduce pipeline reviews, forecasting and clear ownership so your team knows what to focus on each week.

Tell me about your project

Let’s talk about your next stage of growth.

Launching a product, building a sales team or improving your pipeline and forecast? Tell me where you are and what you want to achieve.

I’ll reply personally.

← Back

Thank you for your response. ✨

By submitting this form, you confirm that you have read the Privacy Policy. Your data will be used solely to respond to your enquiry.

Frequently asked questions

Fractional Sales Director: the essentials

What does a Fractional Sales Director do?

A Fractional Sales Director works inside the business part-time to define strategy, build processes and lead the team. In practice, the role aligns your ICP, pipeline, CRM and forecasting with growth goals, bringing senior leadership accountability without a full-time hire.

How much does a Fractional Sales Director cost?

The investment ranges from €3,000 to €9,000 per month, depending on the commitment, complexity and responsibilities involved. It avoids the salary, employment contributions and additional costs of a full-time executive hire. The engagement can scale down as the team becomes self-sufficient.

How long does a fractional engagement last?

Engagements typically last six to eighteen months. We establish the strategy, processes and weekly routines, then reduce my involvement or hand over to your team. Focused projects can also run for three to six months.

When does fractional sales leadership make sense?

Fractional support makes sense when you need senior sales leadership but aren’t ready for a full-time hire. It can help you launch a product, improve pipeline management, lead your team or enter a new market.

How does a fractional engagement work in practice?

I combine working sessions with you and your team, data analysis and hands-on execution. I work directly on your pipeline, forecasts, CRM and team coaching, remotely or on site depending on your needs.

How can we start working together?

We start with an introductory call to clarify your goals, current challenges and the support you need. I then define the expected outcomes, timeline and investment. If there is a clear fit, onboarding can begin quickly.