Fractional Assignments
Fractional · Vertical SaaS · Pre-Series A
RevOps that let a 14-person team behave like a 40-person team
Fractional RevOps lead reshaping the GTM stack, forecasting cadence and rep enablement so the founders could focus on product.
Client
Harborlight
Engagement
6 months
Headline
Forecast accuracy 62% → 91%
62% → 91%
Forecast accuracy
104% → 119%
Net revenue retention
−14 hrs
Time spent in spreadsheets / week
Challenge
Two AEs, three CSMs, one ops generalist, and a Salesforce instance that had been bolted together by four different consultants. Forecasts were a vibe; renewals were a fire drill.
Approach
- 01Rebuilt the opportunity stages around buyer signals, not seller wishful thinking.
- 02Connected Salesforce, HubSpot, Stripe and the product warehouse so churn risk was visible 60 days out.
- 03Trained the team on a weekly forecast call with one rule: every commit needed a verifiable next step.
- 04Wrote a 30-page playbook the next ops hire could land into without shadowing anyone.
Outcome
Harborlight closed the year on plan, hired a permanent ops lead onto a system that already worked, and stopped losing renewals they should have caught months earlier.
"The Rocking Lobster left us with a system, not a dependency. The new ops hire said it was the cleanest handover she'd ever inherited."
— Marcus Doyle, Co-founder, Harborlight