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Fractional Inside Sales Manager, High-Velocity Motion Run by Operators
A fractional inside sales manager for B2B SaaS, services, fintech, and PE-backed operators running SMB or mid-market sales motion. SDR and BDR motion design, AE pod structure, activity discipline, dialer and sequencing tooling, ramp programs, and the manager coaching cadence that keeps a high-velocity team converting.
Bring in an Inside Sales Lead
A fractional inside sales manager for B2B SaaS, services, fintech, and PE-backed operators running SMB or mid-market sales motion
Why teams hire a fractional inside sales manager
Built and run high-velocity sales floors
Inside sales is its own discipline, activity math, dialer cadence, sequence design, conversion benchmarks, ramp programs, manager-led coaching at scale. Our fractional leaders ran Microsoft SMB Global Sales (the canonical high-velocity inside motion), Amazon BD ops, and SaaS inside-sales floors. The math and the management muscle come from having shipped the work.
Tooling and process designed together
Inside sales lives and dies by the tooling, dialer, sequencer, CRM hygiene, conversation intelligence, sales-tech stack. Most teams have the tools and still miss because the process they support is wrong. We design tooling and process together so the activity the team logs is the activity that actually moves revenue.
Manager coaching at velocity
Inside-sales managers coach more conversations per week than any other sales-management role. We build the coaching cadence (call review, deal-coaching, ride-along discipline, performance management) that lets one manager actually support 6 to 10 reps without dropping standards. The leverage is the manager layer.
What a fractional inside sales manager actually does
Fractional inside sales manager engagements start where inside sales programs break in predictable ways. SDR teams generate activity that does not convert because the sequencing is wrong, the targeting is off, or the handoff to AE is broken. AE teams have full pipelines and missing close rates because the deal process was never operationalized for the high-velocity motion. Managers run pipeline-by-deal instead of running the system. The tooling stack accumulates platforms without an operating model that uses them. Each one fixable; none of them fixable in isolation.
What the work covers
A fractional inside sales manager owns the high-velocity motion end-to-end: SDR cadence and sequencing design, AE pod structure and lead handoff, activity benchmarks and discipline, conversion math at every stage of the funnel, ramp program design for new reps (typical inside sales has 60-day ramp targets), manager coaching cadence at velocity, and the tooling rationalization that makes the operating model actually run. Sized for SMB-velocity and mid-market deal sizes, distinct from enterprise field sales.
Tooling and tech-stack work in scope
Inside sales tooling is load-bearing: dialer (Outreach, Salesloft, Apollo, Gong Engage), sequencer, conversation intelligence (Gong, Chorus), CRM hygiene, lead-routing, sales-engagement-platform configuration. We do not pick tools as the work; we operationalize the tools you have so the activity logged is the activity that drives revenue. When tools need to change, we recommend with operating economics, not vendor preference.
What a fractional inside sales manager engagement covers
- SDR / BDR motion design, sequencing, multi-channel cadence, qualification handoff, activity benchmarks, conversion targets, pod structure.
- AE pod structure, coverage model, lead handoff from SDR, deal-size segmentation, account assignment, manager span.
- Activity discipline, dial / connect / conversation / meeting benchmarks, leading-indicator tracking, manager-led coaching against the math.
- Ramp program design, 30-60-90 inside-sales ramp, certification gates, manager-led practice, ramp-to-quota timeline.
- Tooling operationalization, dialer + sequencer + conversation-intelligence + CRM hygiene + lead routing wired together to support the operating model.
- Manager coaching at velocity, call-review cadence, deal-coaching frameworks, performance-management discipline, weekly 1:1 design.
- Comp design, variable structure, accelerators, SPIFFs, MBOs sized for inside-sales velocity and deal size.
- Operating cadence, weekly forecast, monthly pipeline review, QBR design appropriate to inside-sales velocity.
How We Compare
| Feature | Fractional inside sales manager | Permanent inside sales leader hire | Field sales consultant |
|---|---|---|---|
| Built high-velocity sales floors. | Default | Variable | Field-sales experience only |
| Activity-math + tooling discipline. | Default | Variable | Different motion |
| Manager-coaching at velocity. | Designed for it | Variable | Different cadence |
| Time to seat filled. | 2-4 weeks | 4-7 months search | Project-based |
Frequently asked questions
Common questions from teams evaluating fractional inside sales leadership.
Inside sales runs at meaningfully higher velocity, more dials, more meetings per rep, shorter sales cycles, smaller average deal sizes, structured sequencing as a default. The management cadence is different (more coaching reps per week, more activity inspection, leaner deal review). The tooling stack is different (dialer + sequencer are load-bearing). A field-sales leader running an inside-sales floor without prior inside experience is a common mismatch.
Yes, SDR cadence design, sequencing, multi-channel orchestration, qualification framework, handoff to AE, pod structure, manager coaching for SDR leads. We typically run SDR and AE motion design together since they have to interlock cleanly, but we can scope to just the SDR layer when that is the bottleneck.
We operationalize the stack you have rather than pushing a preferred vendor. Common stacks we work in: Outreach + Salesforce + Gong; Salesloft + Salesforce + Chorus; Apollo + HubSpot + ZoomInfo. Each combination has different operating implications. When a tool change is recommended, we recommend with operating economics, not vendor preference.
For most teams, the next hiring cohort sees 20-40% faster time-to-first-close versus the prior cohort. The driver is structured ramp programs replacing shadow-a-senior-rep ramping. Existing reps see lift from manager-coaching cadence within 60 days as call-quality and deal-progression discipline tighten.
Most engagements run 1-3 days per week embedded with the team for 2 to 4 quarters. Heavier during initial motion rebuild and ramp-program rollout; lighter during ongoing operating cadence. We scale down when the in-house bench (especially the manager layer) can carry the program without senior outside presence.
Most fractional engagements run $12K-$20K per month at 1-2 days/week and $20K-$32K per month at 2-3 days/week. Below permanent inside-sales-leader total cost ($180K-$280K loaded), with senior operator presence from week one rather than 4-6 months of ramp.
Directly. Chameleon Collective is a senior-only collective. The inside-sales operator you interview is the operator who runs the cadence, no pyramid, no junior associates running the work.
Related Services
Ready for a permanent inside sales leader hire?
Our Recruit practice places permanent Director of Inside Sales, VP Inside Sales, and Head of SDR, natural transition once a fractional cadence has built the operating discipline a permanent hire steps into.
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Build an inside sales motion that converts
Fractional inside-sales leadership embedded 1-3 days/week. SDR motion, AE pod design, activity discipline, ramp programs, tooling operationalization, manager coaching.
