Fractional Sales and GTM Lead - IT Outstaffing

We are a software development studio looking for an experienced, hands-on Sales/GTM professional to build our internal sales function from the ground up.

This is a part-time role for someone who has already built or managed sales in an IT outstaffing / staff augmentation company and understands how this business is sold to international clients.

We are not looking for a consultant who will only provide recommendations. We need someone who can take ownership of the sales function - design, implement, test, and continuously improve the sales system.

About us

We provide developers and technical specialists to international product companies and startups through an outstaffing / team augmentation model.

Our core expertise includes:

• React.js / Next.js
• Node.js
• Three.js / WebGL / WebGPU
• 3D development and 3D production

Historically, our new business has primarily come through marketplaces and referrals. We now want to build a structured, measurable and scalable internal sales channel.

What you'll be responsible for:

• Build our internal sales process from the ground up
• Define ICPs, target markets, industries and decision-makers
• Develop positioning and sales approaches specifically for IT outstaffing services
• Set up and structure CRM, preferably HubSpot, including pipelines, workflows, automation and reporting
• Select, implement and integrate the necessary sales and lead-generation tools
• Identify and implement relevant AI tools and AI-powered workflows for prospect research, lead qualification, personalization, CRM automation, sales intelligence and other parts of the sales process
• Build a structured prospecting and lead-generation process
• Develop messaging, sales materials and qualification criteria
• Establish measurable KPIs across the sales funnel
• Prepare monthly and quarterly sales plans, targets and priorities
• Track performance against agreed plans and identify bottlenecks
• Provide regular, structured reporting on activities, pipeline, results, experiments and next steps
• Continuously test and improve targeting, messaging, tools and processes
• Create internal sales documentation, playbooks and SOPs
• Prepare the sales process for scaling and, at the next stage, help us hire, onboard and manage a Junior Lead Generation Specialist

During the initial stage, we expect you to be hands-on. You should be comfortable personally configuring CRM workflows, implementing tools and automation, testing different approaches and working with real data.

Required experience:

• Hands-on sales experience in an IT outstaffing / staff augmentation company is mandatory
• Proven experience selling developers or dedicated development teams to international clients
• Experience building or significantly improving a sales process rather than only working within an established one
• Strong hands-on experience with CRM systems; HubSpot experience is highly preferred
• Good understanding of modern sales automation, prospecting and data enrichment tools
• Practical experience using AI tools in sales and understanding where AI can meaningfully automate or improve the sales process
• Ability to evaluate new AI and sales tools and implement them into existing workflows
• Strong understanding of ICP development, lead qualification, pipeline management, sales planning and analytics
• Ability to define KPIs, set realistic targets and provide clear management reporting
• Experience working with US and/or European markets
• Strong written and spoken English
• Ability to work independently and take ownership of the sales function

Experience managing or mentoring Lead Generation Specialists / SDRs will be a strong advantage, as we plan to add a junior specialist once the core process has been established.

Engagement: Part-time.

We are flexible regarding the exact number of hours and schedule. We are also comfortable working with someone who currently holds a position in another company, provided there is no conflict of interest and they can consistently dedicate enough time to this role.

The initial objective is to build and validate a repeatable sales system. If the model works and we begin scaling the sales function, the scope of the role can grow accordingly.