Overview
You work as a fractional consultant building lead routing systems and GTM structures for B2B SaaS companies. You're brought in when companies are scaling past 10-15 reps and their manual lead assignment is breaking. You design territory maps, build routing logic in the CRM, define SDR-to-AE handoff processes, and create lead scoring models. Most projects are 2-4 months.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Fractional RevOps Consultant |
| Sales Motion | Not applicable - consultant work |
| Deal Complexity | Consultative |
| Sales Cycle | N/A - contract-based |
| Deal Size | N/A - project rates |
| Quota (est.) | N/A - contractor |
Company Context
Stage: BisonRS is a specialized RevOps recruitment agency in UK/Europe
Size: Boutique firm
Growth: Increasing demand for fractional work as companies delay full-time hires
Market Position: Claims to be UK/Europe's only dedicated RevOps recruiter
GTM Reality
How Projects Come In:
- BisonRS matches you to client projects based on your expertise and availability
- Typical clients: Series A-C SaaS companies with 10-50 salespeople who've outgrown spreadsheet-based lead assignment
- Projects run 2-4 months, mostly remote with possible kickoff meetings onsite
Competition: Other RevOps consultants on their roster, plus clients trying to solve this internally or hiring full-time
Competitive Landscape
Main Competitors: Other fractional RevOps people, internal ops teams trying to DIY it, full-service consulting firms
How You Differentiate: You've done this 20+ times. You know the common pitfalls (overlapping territories, cherry-picking, rep complaints)
Common Objections: "Can't our sales ops person just figure this out?" or "Why can't we use a simple round-robin?"
Win Themes: You've seen this movie before. You know how to balance fairness with performance. You'll avoid the common mistakes that cause rep mutiny.
What You'll Actually Do
Time Breakdown (Active Projects)
Stakeholder Interviews (25%) | System Design (30%) | Implementation (30%) | Documentation/Training (15%)
Key Activities
- Requirements Gathering: Interview sales leadership, SDR managers, AE managers to understand current pain points. Map out how leads flow today and where it breaks
- Territory & Routing Design: Design territory structure (geo, vertical, account size, etc.). Build lead routing logic (round-robin, skill-based, capacity-based). Define SDR-AE handoff criteria and lead scoring
- CRM Implementation: Configure routing rules in Salesforce/HubSpot. Build assignment queues, create automated workflows, set up notifications and alerts
- Testing & Rollout: Test with sample data. Train SDR and AE teams on new process. Handle complaints when top performers feel like they're getting fewer good leads now
The Honest Reality
What's Hard
- Everyone thinks their territory should be better. Top performers will complain they're not getting enough leads. Low performers will complain the leads are bad quality
- Sales leadership wants "fair" distribution but also wants top performers rewarded. These goals conflict
- Marketing's definition of a "qualified lead" doesn't match sales' definition. You're stuck in the middle
- Data is always messy. Accounts have duplicate records, geography fields are wrong, company size data is missing
- After you leave, people will bend the rules or create workarounds that break your carefully designed system
What Success Looks Like
- Lead response times improve because reps aren't fighting over who should get what
- SDR-to-AE handoff is clean - fewer leads stuck in limbo or double-worked
- Rep complaints go down (they won't go to zero - people always complain about territories)
- Sales leadership has visibility into lead distribution and can prove it's fair
Who You're "Selling" To
Primary Decision Makers:
- Jack Hargett / BisonRS team (gatekeepers who decide if you're on the roster)
- VP Sales, CRO, or RevOps leaders at client companies
What They Care About:
- BisonRS: Can you deliver without drama? Will clients be happy and want to hire you again?
- Clients: Have you built routing for companies our size/stage? Can you handle the political mess of changing territories? Will you document everything?
Requirements
- 5+ years in sales operations or revenue operations with hands-on lead routing and territory design
- Deep experience with Salesforce or HubSpot assignment rules, workflows, and automation
- Track record of building routing systems for 10+ rep sales teams (not 3-person startups)
- Strong communication skills - you'll be mediating disagreements between sales managers who all want the best territories
- Change management experience - you need to roll out new processes without causing a revolt
- Based in or available for UK/Europe time zones
- Comfortable with project-based income