Fractional Head of Sales

Overview Fractional Head of Sales (B2B) – Cybersecurity & GRC | Freelance role at Blue Networks. Blue Networks is a consulting company specialized in Cybersecurity, Governance, Risk & Compliance (GRC) and vCISO services, supporting organizations in meeting regulatory requirements such as GDPR, ISO 27001, NIS2 and DORA . We work with small and medium-sized tech companies, including fintech, SaaS, IoT and service providers across Europe, helping them build sustainable security and compliance processes over time. We are a growing, small and profitable company (+30% revenue growth in 2025) and we are seriously and measurably structuring our B2B sales engine in high-potential EU markets. Role We are looking for a senior freelance professional to operate as Fractional Head of Sales , with the goal of designing, launching and executing a structured and repeatable B2B sales function, laying the groundwork for future team scalability. Responsibilities Working in close collaboration with the team: Sales strategy and positioning — Define and validate ICP and priority segments (fintech, B2B SaaS, IT services, industrial SMEs in the EU) Build clear value propositions and sellable offers (packages, structured programs, MRR retainers, one-off projects) Sales funnel design — Design and structure the end-to-end sales funnel (prospecting → discovery → proposal → follow-up → closing); define sales materials, discovery processes and a lean but rigorous CRM setup Targeted ABM and outbound — Launch ABM and outbound campaigns targeting high-potential European accounts; develop messaging, discovery scripts and coherent, non-invasive follow-up sequences Senior execution and coaching — Lead or co-lead initial discovery calls and key negotiations ; continuously iterate on pitch, offers and objection handling; build a sales playbook to support the future onboarding of an internal BD/ABM role Engagement model and compensation Freelance, part-time, fractional collaboration. Indicatively: 1 day per week during the first 2–3 months Possible later transition to a strategic / coaching role or scope redefinition Compensation includes: Monthly retainer / fixed fee based on agreed level of commitment Performance-based variable component (MRR, new clients, targets), to be defined together Objectives in the first 90 days Identification of 2–3 priority market segments Co-design of 1–2 clear offers / packages Implementation of a structured sales funnel and operational CRM Launch of at least one ABM / outbound campaign , generating first qualified meetings and real pipeline opportunities Requirements Must have 8+ years of experience in complex B2B sales (IT services, technology consulting, cybersecurity, B2B SaaS or similar environments) Experience in building or leading sales processes in small/mid-sized or growing companies Proven ability to sell to C-level executives, founders and decision-makers , with medium-to-long sales cycles Hands-on approach , strongly oriented to numbers, pipeline and results Strong expertise in ABM and multi-channel outbound Fluency in Italian and English Nice to have Experience in cybersecurity, GRC or managed security services Familiarity with GDPR, ISO 27001, NIS2, DORA and vCISO services Previous roles as Head of Sales / Sales Manager or Fractional in startups or consulting boutiques Additional languages (Dutch is a plus ) Why join us? Lean environment with fast decision-making Direct and measurable impact on the business Opportunity to build a B2B sales function from scratch in a fast-growing sector No other content beyond this point is included in the refined description. #J-18808-Ljbffr