Fractional operator or full-time Head of GTM?
Two models and the sequence between them
You need permanent leadership and can define the role precisely.
- Best when the motion already exists to be scaled
- Search and ramp take real quarters
- A wrong hire at this stage is expensive in time, not just salary
Permanent ownership — once the right person is found and ramped.
You need permanent leadership and can define the role precisely.
- Best when the motion already exists to be scaled
- Search and ramp take real quarters
- A wrong hire at this stage is expensive in time, not just salary
Permanent ownership — once the right person is found and ramped.
The system doesn't exist yet and the founder is the bottleneck.
- Senior judgment applied weekly from the start
- Builds and runs rather than advises
- Defines the internal role by doing it first
A working motion, plus a precise spec for the eventual hire.
The two options are treated as alternatives when they are usually stages.
- Diagnose and build with a fractional operator
- Prove the motion and document it
- Hire into a defined, de-risked role
A hire that lands on a system instead of creating one.
Compare on what actually differs.
Owned, after ramp.
Recommended, not owned.
Owned and revised weekly.
Frequently asked
When the motion is proven, the system is documented and the job is to scale a team around it. That is a leadership job, not a build job.
It should sharpen it. Running the motion first tells you exactly which profile to hire and what to hold them to.
Find the constraint before you scale it.
A five-question self-assessment that suggests a starting point and the sequence that follows it.