Fractional RevOps Consultant (Revenue Intelligence - Gong/Clari)

Overview

You're a fractional RevOps consultant specializing in revenue intelligence tools—specifically Gong, Clari, or similar platforms. Companies hire you when they've bought the software but don't know how to set it up, or they have it but no one's using it. You configure integrations, build dashboards, train managers, and (hopefully) drive adoption before your contract ends.

Role Snapshot

Company Context

Stage: Usually Series B-D companies (150-500 employees) that just bought Gong/Clari and need implementation help, or earlier-stage (Series A) with a new sales leader who wants better visibility

Size: BisonRS is a boutique UK/Europe RevOps recruiting firm

Growth: Increased demand for fractional experts as companies buy expensive tools and realize they need help

Market Position: Only RevOps-focused agency in UK/Europe

GTM Reality

How You Get Projects:

• Jack matches you with clients who have a specific tool implementation or optimization need
• Typical engagement: 15-25 hours/week for 12-20 weeks
• Sometimes you overlap with another fractional doing CRM work

Client Scenarios:

• "We bought Gong 6 months ago and no one logs in"
• "Our forecast is a mess—can Clari fix it?"
• "We need call recording and deal inspection set up before the new VP starts"
• "Our board wants pipeline visibility and we have no idea what we're looking at"

Competitive Landscape

Who You're Competing With:

• Gong/Clari professional services (expensive, slow, formulaic)
• Full-time RevOps hires (but client doesn't need someone ongoing)
• Internal ops teams (who are overwhelmed and have no rev intel experience)

Why Clients Choose You:

• You've implemented Gong/Clari at 5-10 companies—you know the shortcuts
• You can drive adoption, not just technical setup
• You're faster and more flexible than vendor professional services

What You'll Actually Do

Time Breakdown

Tool Configuration (35%) | Manager Training (30%) | Reporting/Dashboards (20%) | Adoption Monitoring (15%)

Key Activities

• Initial setup and integration: You connect Gong/Clari to Salesforce or HubSpot. You configure which calls get recorded, which fields sync, and what triggers workflows. You troubleshoot sync errors for a week.
• Building workflows and scorecards: You create deal inspection templates, call review scorecards, and coaching frameworks. You customize trackers (competitor mentions, objections, talk-to-listen ratio).
• Training managers: You run 5-10 training sessions teaching sales managers how to review calls, inspect deals, and use the platform for coaching. Most of them still won't log in.
• Dashboard and report creation: You build executive dashboards (win rate by rep, pipeline health, forecast accuracy). You tweak them 30 times based on CRO feedback.
• Adoption campaigns: You Slack reminders, send usage reports, and sit in team meetings demonstrating value. Adoption goes from 20% to 60% if you're lucky.

The Honest Reality

What's Hard

• Resistance to being recorded: Reps hate that their calls are recorded. You spend time addressing "privacy" concerns that are really about accountability.
• Managers don't want to coach: You give them beautiful call review tools. They still don't do 1-on-1 coaching because they're busy or uncomfortable giving feedback.
• Garbage in, garbage out: If deal stages aren't updated in CRM, Clari's forecast is useless. You can't fix lazy data hygiene in 12 weeks.
• Tool fatigue: The team already has Salesforce, Outreach, LinkedIn Sales Nav, Slack, Zoom, etc. Adding another login is met with groans.
• Short-term engagement: You leave after 3-4 months. Adoption drops immediately unless there's a champion internally.

What Success Looks Like

• 70%+ of AEs have calls recorded and syncing to CRM
• Sales managers are doing weekly deal inspections and call reviews
• CRO has a forecast dashboard they actually trust (and use in board meetings)
• Win rate or sales cycle data becomes part of QBRs
• Client renews you for "Phase 2" (advanced analytics, rep scorecards, etc.)

Who You're Working With

Primary Stakeholders:

• CRO or VP Sales (they bought the tool and need to justify the ROI)
• Sales Managers (you're training them—they're skeptical or overwhelmed)
• RevOps/Sales Ops (if they exist—you're either supporting them or filling the gap)
• Frontline Reps (they're the end users—they don't care about your dashboards)

What They Care About:

• "Is this actually going to help me close deals or just more admin?"
• "Why is my forecast still wrong even with Clari?"
• "Can we turn off call recording for certain reps/accounts?" (No.)
• "What's our win rate against Competitor X?" (Finally, a good question.)

Requirements

• 4+ years hands-on experience with Gong, Clari, or similar revenue intelligence platforms
• You've done multiple implementations from scratch (not just inherited them)
• Strong Salesforce or HubSpot integration knowledge
• Experience driving tool adoption and change management (not just technical setup)
• Comfortable running training sessions and creating enablement content
• Based in or willing to work Europe/UK time zones