Fractional vs. In-House RevOps: The Complete Decision Framework
Cost Comparison
| Factor | Fractional RevOps | Full-Time RevOps Director |
|---|---|---|
| Annual cost | $60K–$120K ($5K–$10K/mo) | $150K–$250K+ salary + 20–30% benefits |
| Recruiting cost | $0 | $20K–$40K |
| Ramp time | 1-2 weeks | 3–6 months |
| Risk of bad hire | Low (3-month commit) | High (6-month setback + sunk cost) |
| Expertise breadth | Cross-industry insights, multiple tools, CRM agnostic, Strategic + tactical | Deep company knowledge after 6+ months, Strategic |
| Flexibility | Scale up/down as needed | Fixed headcount |
When Fractional RevOps Wins
- Series A–B, $5M–$50M ARR
- Need 20–40 hours/month strategic + tactical work
- Want to define role before committing to full-time
- PE/VC-backed (prefer OpEx over fixed payroll)
- Limited budget for $200K+ hire
When Full-Time RevOps Wins
- $50M+ ARR, need 40+ hours/week hands-on
- Building entire RevOps department (manager + analysts)
- Complex tech stack requiring daily oversight
- Company-specific workflows need deep institutional knowledge
The Hybrid Path (Start Fractional → Transition Full-Time)
- Month 1–6: Fractional lays foundation, defines processes
- Month 6–12: Hire full-time to execute + scale
- Fractional transitions to advisor/QBR role
- Lowest risk approach for most mid-market companies
5 Questions to Ask Before Hiring Any RevOps Consultant
- Have you worked with companies at my stage/ARR?
- What does success look like in 30/60/90 days?
- Who actually does the work? (avoid bait-and-switch)
- How do you handle knowledge transfer?
- Can I see a reference from similar company?
What to Expect in First 90 Days with On The Fly Ops
- Week 1–2: Discovery + audit
- Week 3–6: Quick wins (fix biggest leaks)
- Week 7–12: Automation + enablement + documentation