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Fractional Director of Sales Operations: Org-Level Sales-Ops Leadership On Cadence
A fractional director of sales operations runs your RevOps at the architectural level for B2B SaaS, services, fintech, and PE-backed operators. CRM strategy, lead routing, attribution, comp design, and forecasting, a few days a week.
Bring in a Fractional Sales-Ops Director
A fractional director of sales operations runs your RevOps at the architectural level for B2B SaaS, services, fintech, and PE-backed operators
Why teams hire a fractional Director of Sales Operations
Director-tier altitude on fractional cadence
Sales-ops manager engagements cover the operating layer (CRM hygiene, forecast cadence, individual-team enablement). Director-tier engagements cover the architecture layer: multi-team coordination, CRM platform strategy, sales-tech stack rationalization, RevOps integration. The work needs senior altitude, not always senior full-time.
Org-level RevOps integration
Sales-ops at the director tier means integration with Marketing Ops, Customer Ops, and Finance: the full Revenue Operations stack. Lead-routing rules that span Marketing→Sales, attribution that ties campaign spend to closed revenue, comp design that holds up to finance review, capacity modeling that informs the hiring plan. Senior operators with cross-functional RevOps experience are the right altitude for this work.
Strategy + execution presence
Director-tier engagements deliver strategy AND stay through execution: unlike consulting engagements that hand off the deck. A 1 to 3 day per week fractional cadence means the director sits in cross-functional reviews, signs off on rollouts, and adjusts the plan as reality lands. The team gets director-tier judgment on a multi-quarter cadence, sized to the work.
What a fractional Director of Sales Operations actually does
The director-of-sales-operations altitude is distinct from the sales-ops-manager altitude. Managers run the weekly operating cadence: CRM hygiene, forecast discipline, manager-coaching cadence, ad-hoc reporting requests. A fractional director of sales operations runs the architecture: CRM platform strategy, sales-tech stack rationalization, RevOps integration with Marketing Ops and Finance, multi-team coordination across sales-ops managers, capacity modeling and hiring-plan input. Directors brief the CRO and the CFO; managers brief the VP-Sales.
The director-tier work scope
Engagements at this altitude cover the cross-functional and architectural layers: CRM platform decisions (Salesforce vs HubSpot, migration scoping, multi-org consolidation), sales-tech stack rationalization (dialer, sequencer, conversation-intelligence, attribution, sales-engagement-platform: license consolidation and vendor management), RevOps integration (lead-routing across Marketing→Sales, attribution rollup, joint Marketing-Sales reporting), comp-plan architecture (design with finance partnership, multi-team consistency, accelerator and SPIFF programs), capacity modeling (rep capacity math feeding the hiring plan), and cross-functional escalation (when sales-ops vs marketing-ops vs finance-ops priorities collide).
Fractional cadence fits the altitude
Most director-tier work is decision-intensive and cross-functional but not full-time-execution-intensive. A 1 to 3 day per week fractional cadence delivers the senior judgment without the permanent salary load. Most engagements settle into weekly RevOps leadership meetings, biweekly stack-rationalization sessions, monthly cross-functional alignment reviews, and ad-hoc decisions as cross-functional friction surfaces. The team builds director-tier capability week over week.
What a fractional Director of Sales Operations engagement covers
- CRM platform strategy: Salesforce vs HubSpot decisions, migration scoping, multi-org consolidation, governance.
- Sales-tech stack rationalization: dialer + sequencer + conversation-intelligence + attribution + sales-engagement-platform: license consolidation, vendor management, contract renegotiation.
- RevOps integration: lead-routing across Marketing→Sales, attribution rollup, joint Marketing-Sales reporting, customer-handoff to Customer Ops.
- Comp-plan architecture: design with finance partnership, multi-team consistency, accelerator and SPIFF programs, year-over-year iteration.
- Capacity modeling: rep capacity math feeding hiring plan, ramp-to-quota timelines, productivity benchmarks.
- Cross-functional governance: sales-ops vs marketing-ops vs finance-ops priority arbitration, RevOps council design.
- Multi-team coordination: managing across multiple sales-ops manager reports, consistency across regions, board-facing rollup.
- Stack and process maturity roadmap: multi-quarter sequenced workplan, with milestones the team and CRO can hold against.
How We Compare
| Feature | Fractional Director of Sales Ops | Permanent Director of Sales Ops hire | Sales-Ops Manager engagement |
|---|---|---|---|
| Director-tier altitude | Default | Default | Manager-tier |
| Multi-team + cross-functional scope | Default | Default | Single-team |
| Time to start | 2-4 weeks | 4-7 months search | 2-4 weeks |
| Commitment shape | 1-3 days/week, multi-quarter | Permanent role | Project or fractional |
Frequently asked questions
Common questions from teams evaluating a fractional Director of Sales Operations.
Manager-tier sales-ops runs the operating layer (CRM hygiene, forecast cadence, individual-team enablement, ad-hoc reporting). Director-tier runs the architecture layer (CRM platform strategy, sales-tech stack, RevOps integration, multi-team coordination, comp architecture). Most teams need both: the right altitude depends on where the bottleneck actually is. See fractional sales-ops manager for the operating-tier engagement shape.
Yes: director-tier sales-ops engagements typically include cross-functional RevOps integration as core scope. Lead-routing across Marketing→Sales, attribution rollup, joint Marketing-Sales reporting, customer-handoff to Customer Ops. We do not staff dedicated Marketing-Ops or Customer-Ops engagements through this practice, but we coordinate across the full stack when the sales-ops director sits in the integration layer.
Yes when in scope. Salesforce vs HubSpot decisions, migration scoping, multi-org consolidation, governance design. We do not have vendor preferences; we recommend with operating economics, contract structure, and migration risk in mind.
Most director-tier engagements run 1-3 days per week embedded with the team for 2 to 4 quarters. Heavier cadence during architectural decisions (CRM platform migration, sales-tech consolidation) and lighter during ongoing governance. We scale down when the in-house bench (especially the sales-ops manager layer) can carry the work without director-tier outside presence.
VP-tier altitude includes board-facing narrative, strategic-account governance, comp arbitration with CFO direct, and full RevOps executive presence. Director-tier sits one layer below: running the architecture and stack but not setting the executive direction. Teams with a CRO or strong VP-Sales typically need director-tier; teams without a clear revenue-operations executive may need VP-tier presence.
Most director-tier fractional engagements run $14K-$24K per month at 1-2 days/week and $24K-$36K per month at 2-3 days/week. Below permanent director-tier salary loaded ($200K-$300K loaded), with director-tier presence from day one rather than 4-6 months of ramp.
Directly. Chameleon Collective is a senior-only collective. The director-tier operator you interview is the operator who runs the cadence: no pyramid, no junior associates on the architecture work.
Related Services
Ready for a permanent Director of Sales Operations?
Our Recruit practice places permanent Director of Sales Operations, Director of Revenue Operations, and VP Sales Operations: natural transition once a fractional cadence has built the operating discipline a permanent hire steps into.
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Bring in a fractional Director of Sales Operations
Senior director-tier operator embedded 1-3 days/week. CRM platform strategy, sales-tech rationalization, RevOps integration, capacity modeling.
