While we often solve this through our Fractional RevOps services, here is the DIY framework for deciding between fractional and full-time revenue operations leadership.
The decision between fractional and full-time RevOps leadership isn't just about cost—it's about matching the right resource model to your company's stage, complexity, and execution capacity.
1. The True Cost of Full-Time RevOps
When evaluating a full-time hire, salary is just the starting point. The fully-loaded cost includes benefits, equity, tools, and the hidden cost of management overhead.
Full-Time VP RevOps Cost Breakdown:
- • Base Salary: $180,000 - $250,000
- • Benefits (20-25%): $36,000 - $62,500
- • Equity/Bonus: $20,000 - $50,000
- • Tools & Software: $5,000 - $15,000
- • Recruiting Cost: $36,000 - $50,000 (amortized)
Total Annual Cost: $277,000 - $427,500
And this assumes a successful hire. The wrong hire costs 2-3x salary in wasted time, lost opportunities, and eventual replacement.
2. The Complete Comparison Table
This side-by-side comparison highlights the key differences between fractional and full-time RevOps across the dimensions that matter most.
| Dimension | Fractional RevOps | Full-Time Hire |
|---|---|---|
| Annual Cost | $60K - $120K | $277K - $427K |
| Time to Value | 2-4 weeks | 3-6 months |
| Strategic Expertise | Cross-industry patterns | Single-company deep dive |
| Execution Capacity | 10-20 hrs/week | 40+ hrs/week |
| Flexibility | Scale up/down monthly | Fixed commitment |
| Risk | Low (month-to-month) | High (severance, morale) |
| Best For | Building systems 0→1 | Optimizing at scale |
Fractional delivers "Strategy + Execution" at roughly 1/3 the cost—with faster time-to-value and lower risk.
3. When Fractional RevOps Wins
Fractional RevOps is the superior choice in several common scenarios that characterize growing B2B companies.
Ideal Scenarios for Fractional:
- • Building from scratch: You need to design CRM architecture, define processes, and implement tooling—but don't need 40 hours/week
- • Scaling (5-50 reps): Complex enough to need expertise, not large enough to justify full-time overhead
- • Bridging to full-time: Want to define the role before making a permanent hire
- • Specific projects: Need to implement a new tool, fix reporting, or build dashboards
- • Cash-conscious growth: Preserving runway while still accessing senior talent
The pattern: Fractional excels when you need senior expertise but don't have enough ongoing work to justify a full-time salary.
4. When Full-Time RevOps Wins
Full-time hires make sense when scale, complexity, and institutional knowledge requirements exceed what fractional can provide.
Ideal Scenarios for Full-Time:
- • Large sales org (50+ reps): Volume of requests and daily fires requires dedicated attention
- • Multi-product complexity: Different revenue streams with unique operational needs
- • Acquisition mode: M&A integration requires full-time system harmonization
- • Building a team: Need someone to hire and manage RevOps analysts
- • Regulatory environment: Compliance requirements demand constant operational oversight
The pattern: Full-time makes sense when the volume of work and need for institutional knowledge justifies the investment.
The Bottom Line
For most scaling B2B companies, Fractional RevOps offers the optimal combination of expertise, execution, and economics. You get senior-level strategic thinking and hands-on implementation at a fraction of the cost—with flexibility to scale as your needs evolve. Full-time makes sense only when operational complexity and volume demand dedicated daily attention.
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