Fractional Head of Sales (B2B) – Cybersecurity & GRC | Freelance

Overview

Fractional Head of Sales (B2B) – Cybersecurity & GRC | Freelance role at Blue Networks. Blue Networks is a consulting company specialized in Cybersecurity, Governance, Risk & Compliance (GRC) and vCISO services, supporting organizations in meeting regulatory requirements such as GDPR, ISO 27001, NIS2 and DORA .

We work with small and medium-sized tech companies, including fintech, SaaS, IoT and service providers across Europe, helping them build sustainable security and compliance processes over time. We are a growing, small and profitable company (+30% revenue growth in 2025) and we are seriously and measurably structuring our B2B sales engine in high-potential EU markets.

Role

We are looking for a senior freelance professional to operate as Fractional Head of Sales , with the goal of designing, launching and executing a structured and repeatable B2B sales function, laying the groundwork for future team scalability.

Responsibilities

• Working in close collaboration with the team: Sales strategy and positioning — Define and validate ICP and priority segments (fintech, B2B SaaS, IT services, industrial SMEs in the EU)
• Build clear value propositions and sellable offers (packages, structured programs, MRR retainers, one-off projects)
• Sales funnel design — Design and structure the end-to-end sales funnel (prospecting → discovery → proposal → follow-up → closing); define sales materials, discovery processes and a lean but rigorous CRM setup
• Targeted ABM and outbound — Launch ABM and outbound campaigns targeting high-potential European accounts; develop messaging, discovery scripts and coherent, non-invasive follow-up sequences
• Senior execution and coaching — Lead or co-lead initial discovery calls and key negotiations ; continuously iterate on pitch, offers and objection handling; build a sales playbook to support the future onboarding of an internal BD/ABM role

Engagement model and compensation

Freelance, part-time, fractional collaboration.

Indicatively:

• 1 day per week during the first 2–3 months
• Possible later transition to a strategic / coaching role or scope redefinition

Compensation includes:

• Monthly retainer / fixed fee based on agreed level of commitment
• Performance-based variable component (MRR, new clients, targets), to be defined together

Objectives in the first 90 days

• Identification of 2–3 priority market segments
• Co-design of 1–2 clear offers / packages
• Implementation of a structured sales funnel and operational CRM
• Launch of at least one ABM / outbound campaign , generating first qualified meetings and real pipeline opportunities

Requirements

• Must have
• 8+ years of experience in complex B2B sales (IT services, technology consulting, cybersecurity, B2B SaaS or similar environments)
• Experience in building or leading sales processes in small/mid-sized or growing companies
• Proven ability to sell to C-level executives, founders and decision-makers , with medium-to-long sales cycles
• Hands-on approach , strongly oriented to numbers, pipeline and results
• Strong expertise in ABM and multi-channel outbound
• Fluency in Italian and English

• Nice to have
• Experience in cybersecurity, GRC or managed security services
• Familiarity with GDPR, ISO 27001, NIS2, DORA and vCISO services
• Previous roles as Head of Sales / Sales Manager or Fractional in startups or consulting boutiques
• Additional languages (Dutch is a plus )

Why join us?

• Lean environment with fast decision-making
• Direct and measurable impact on the business
• Opportunity to build a B2B sales function from scratch in a fast-growing sector

No other content beyond this point is included in the refined description.