Direction
ICP, market priorities, positioning, offers, channel choices, and measurable commercial objectives.
What the role can cover
Operating system
CRM stages, ownership, pipeline reviews, playbooks, reporting, and feedback loops.
Team
Role design, hiring support, onboarding, coaching, quality standards, and performance management.
Execution
Campaign architecture, launch oversight, bottleneck diagnosis, iteration, and leadership handover.
When fractional leadership fits
Use a fractional Head of BD when the opportunity is real but the commercial system is undefined, fragmented, or not yet mature enough to justify a full-time senior hire.