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 setupTargeted ABM and outbound — Launch ABM and outbound campaigns targeting high-potential European accounts; develop messaging, discovery scripts and coherent, non-invasive follow-up sequencesSenior 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 roleEngagement model and compensation Freelance, part-time, fractional collaboration.Indicatively:1 day per week during the first 2–3 monthsPossible later transition to a strategic / coaching role or scope redefinitionCompensation includes:Monthly retainer / fixed fee based on agreed level of commitmentPerformance-based variable component (MRR, new clients, targets), to be defined togetherObjectives in the first 90 days Identification of 2–3 priority market segmentsCo-design of 1–2 clear offers / packagesImplementation of a structured sales funnel and operational CRMLaunch of at least one ABM / outbound campaign , generating first qualified meetings and real pipeline opportunitiesRequirements Must have8+ 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 companiesProven ability to sell to C-level executives, founders and decision-makers , with medium-to-long sales cyclesHands-on approach , strongly oriented to numbers, pipeline and resultsStrong expertise in ABM and multi-channel outboundFluency in Italian and EnglishNice to haveExperience in cybersecurity, GRC or managed security servicesFamiliarity with GDPR, ISO 27001, NIS2, DORA and vCISO servicesPrevious roles as Head of Sales / Sales Manager or Fractional in startups or consulting boutiquesAdditional languages ( Dutch is a plus )Why join us? Lean environment with fast decision-makingDirect and measurable impact on the businessOpportunity to build a B2B sales function from scratch in a fast-growing sectorNo other content beyond this point is included in the refined description.#J-18808-Ljbffr