Decision Guide
A full-time CRO is a £200k+ all-in commitment with a one-to-three-year horizon. A fractional CRO is a fraction of that, with a different operating model. This guide sets out the conditions under which each is the right answer.
When to use this guide
Use this guide when you have decided you need senior commercial leadership but are not sure whether a permanent CRO is the right call right now.
Any figures, fee bands, salary ranges or percentages quoted on this page are indicative narrative guidance from Evara's operator-led practice in 2026, not a formal benchmark or audited statistic.
An experienced revenue leader engaged on a part-time, fixed-cadence basis (typically 4 to 10 days a month) for a defined window.
Best for
Watch out for
A permanent, full-time, board-level commercial leader owning the revenue function end-to-end.
Best for
Watch out for
Side by side
| Dimension | Fractional CRO | Full-time CRO |
|---|---|---|
| Cost (UK SME, indicative) | £8k to £20k per month, scoped to days and seniority | £140k to £220k base, £200k to £350k OTE plus equity |
| Time horizon | 3 to 12 months, with optional renewal | 12 months minimum, typically 2 to 4 years |
| Operating cadence | 4 to 10 days per month with defined deliverables | Full-time, embedded in the leadership team |
| Best business stage | £2m to £15m revenue, founder-led or PE-backed | £20m+ revenue with multi-function commercial complexity |
| Decision rights | Defined at engagement start; usually plan, hire and forecast | Full P&L responsibility for revenue function |
| Risk of mis-fit | Lower; engagement can be ended cleanly at the end of a window | Higher; senior leadership exits are slow and expensive |
| Time to value | First operating-model decisions in 30 to 60 days | First quarter usually a listening and planning period |
Our take
The wrong question is fractional or full-time. The right question is what stage your business is at and what level of leadership it can absorb. Most SMEs in the £2m to £15m band are better served by a fractional CRO who installs the operating model, then runs a permanent search behind that as revenue scales. Hiring a full-time CRO too early is one of the most expensive mistakes a founder-led business makes.
Indicative ranges
Fractional CRO (4 days/month)
£8,000-£12,000 per month
Suits a business under £5m revenue establishing the operating model and forecast cadence.
Fractional CRO (8-10 days/month)
£15,000-£20,000 per month
Suits a £5m-£15m revenue business through a build-out, fundraise prep or PE value-creation period.
Full-time CRO (UK SME)
£140k-£220k base, £200k-£350k OTE plus equity
Loaded cost (search fee, ramp time, equity dilution) typically £350k-£500k year one.
Ranges are indicative narrative guidance based on Evara's view of the UK market in 2026, not a formal benchmark. Quoted ex-VAT.
FAQs
Sometimes, but it is the exception. A fractional CRO usually wants the portfolio model and is not looking for a single full-time seat. The more common path is a fractional CRO who installs the operating model then helps run the search for the permanent successor.
Against the engagement scope. Typical measures: forecast accuracy, pipeline coverage, quota attainment trend, time-to-productivity for new hires, and the quality of the permanent commercial team you are left with at the end of the engagement.
Often yes during the engagement window, because the fractional CRO is sitting in your leadership team and reporting to the board. Once the engagement winds down and the permanent CRO is in seat, a separate board advisor can be useful again.
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Email Rachel Lunn and we will scope a short conversation with Rich Evans on whether a fractional or permanent CRO fits your stage.
Email Rachel LunnSales recruitment, GTM recruitment and revenue advisory for SMEs UK-wide. We reply within one working day.
Email Rachel Lunn