Fractional VP of Sales at KanduAI

KanduAI brought me in as Fractional VP of Sales from day one. I defined the ICP, built the outbound playbook, hired and trained SDRs, and launched the outbound motion twice, including after pivots. This is what a fractional VP of Sales looks like when a B2B SaaS company is building sales from zero.

AI SaaS startup, Fractional VP of Sales

The situation

An early-stage AI startup with a product and no way to sell it. No pipeline, no process, no team, and nobody who had ever built a sales motion from zero. They did not need advice, they needed someone to take the revenue side off the founders' plate and build the engine, then keep it alive when the product pivoted out from under it. Twice.

What I did

• Owned go-to-market end to end as Fractional VP of Sales from day one
• Defined and validated the ICP, positioning and messaging before a single rep dialed
• Built the outbound playbook and the entire motion from zero
• Hired, trained and managed the SDR team
• Relaunched the whole go-to-market through the pivot, twice, without losing momentum

What changed

An outbound engine that existed where there had been nothing, rebuilt from scratch through two pivots. The founders got a real motion and a trained team instead of guessing at sales between everything else they were carrying.

Client figures are under NDA, so none are published here. Ask me on a call.

In their words

We brought in Tal Paperin as our Fractional VP of Sales from day one at KanduAi. He wasn't just a consultant, he acted as a true VP of Sales. He defined our Ideal Customer Profile, built our outbound playbook, hired and trained SDRs, and launched our outbound motion twice. If you're a founder trying to launch or relaunch sales from zero, Tal is who you want in your corner.

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