RevOps: Fractional Strategy + Execution for B2B SaaS
Strategy decks don't move pipeline, and pure execution just automates chaos. On The Fly Ops is a fractional RevOps strategy and execution partner for B2B SaaS companies ($5M–$500M ARR): we design your revenue engine, then build it in HubSpot and Salesforce ourselves — no handoffs, no junior teams.
Book a 20-Minute RevOps Fit Call →
Why Strategy + Execution Beats Either One Alone
The RevOps market splits into two camps. Strategy-only consultants hand you a roadmap and leave the build to a team that's already at capacity — six months later, the deck is still a deck. Execution-only agencies build whatever's asked, including processes that shouldn't exist — automating chaos just makes the chaos faster.
An embedded fractional partner closes the loop: every recommendation ships, and every build ties back to a revenue metric. That's the model — one senior operator accountable for both the thinking and the doing.
How the Engagement Works: Three Connected Layers
- Strategic — vision & design. RevOps charter and decision rights, GTM motion alignment, KPI tree and North Star metrics, and a prioritized 90-day roadmap. This is where we decide what's worth building. See the full thinking in our 2026 RevOps Framework.
- Tactical — systems & execution. Lifecycle mapping and handoffs, CRM architecture, lead scoring and routing, automation builds in HubSpot, Salesforce, Clay, and Make, and executive dashboards leadership actually trusts.
- Operational — cadence & governance. Weekly pipeline and forecast reviews, data quality and governance, AI guardrails, and documented playbooks your team owns after we're gone.
What You Get in the First 90 Days
- Days 1–21: Discovery & audit. CRM logic review, funnel and lifecycle mapping, data health assessment. Typical finding: 25–30% of records are duplicate or invalid, plus 5–10 quick wins ranked by revenue impact.
- Days 22–60: Build sprint. Scoring, routing, automation, process optimizations, and reporting rebuilt — with 2–3 executive dashboards live.
- Days 61–90: Cadence & enablement. Weekly reviews running, team trained, RevOps playbook documented.
Typical results: 90%+ CRM adoption, 3–5 hours/week of admin time returned to reps, and a 40% increase in activity logging within the first quarter.
Who This Is For
- B2B SaaS companies between $5M and $500M ARR on HubSpot or Salesforce
- PE/VC-backed companies that need RevOps standardized fast — see our PE & VC portfolio playbook
- Founders and CROs whose sales, marketing, and CS teams all run hard — in different directions
Engagement Options
- RevOps Blueprint — from $6,500 one-time. A 2–3 week strategy and audit sprint: funnel and lifecycle mapping, CRM logic audit, and a prioritized 90-day roadmap. Start here if you need direction before you invest in builds.
- Ops Engine — from $8,500/month for 8–12 weeks. Strategy plus full implementation: workflows, dashboards, scoring, and governance.
- Fractional RevOps Leadership — from $5,000/month. Ongoing embedded strategy and execution: monthly GTM diagnostics, forecasting support, and quarterly roadmap refreshes.
Full details on our plans and pricing.
Frequently Asked Questions
What does a Fractional RevOps strategist actually do?
Designs the revenue engine — lifecycle stages, KPI tree, handoffs, tech architecture — and defines what gets built in what order. In our model, the same person then implements it in your CRM, so strategy never dies in a slide deck.
How is this different from hiring a RevOps agency?
Agencies sell execution capacity for defined tasks. We lead with strategy, then execute against it — one senior operator embedded in your team, accountable for revenue outcomes rather than ticket throughput.
How is this different from hiring a full-time RevOps leader?
A full-time RevOps director runs $150K–$250K+ per year and you still need someone to execute. Fractional gives you the same seniority for a fraction of the cost, scaled to what your stage actually needs, soup to nuts. See the full fractional vs. in-house cost comparison.
We already have an ops person — do we still need strategy help?
That's the best setup: your ops person gets a force multiplier. We set direction together, take the architecture work off their plate, and leave behind documentation and playbooks — including a clean handoff if you later hire in-house.
Ready for RevOps That Ships?
In 20 minutes, we'll review your GTM and CRM setup, surface 3–5 opportunities you can act on immediately, and recommend the right engagement — including if the answer is "not yet."