Velocity Framework · Heading pillar

The job description for the role most growing businesses don’t know they need to hire.

A Fractional Revenue Executive unifies sales, marketing, and revenue operations into one disciplined Revenue Department. They lead from inside the team — not from a consultant’s chair. Use this job description to define the role internally, post the position, or give it to a candidate you’re already evaluating.

Reference PDF · Living document · Free

What’s inside

Three reasons this document earns its keep.

The full role definition

Responsibilities, expectations, competencies, and what clients should expect from an FRE — laid out so you can hand this to a candidate, a board member, or a consultant evaluating the position.

Built on the Velocity framework

The role is structured around Heart (culture and alignment), Heading (strategy and direction), and Hustle (execution and accountability). Every responsibility ties back to one of the three pillars from the book.

For hiring or becoming

Use it to recruit and define an FRE for your business. Or use it as the bar to clear if you're considering becoming one yourself through the FRE Certification Workshop.

From the book

Sales and marketing, finally on the same team.

In Chapter 7 of Velocity, Clay argues that growth stalls not from lack of effort but from lack of alignment — two departments competing for credit instead of one Revenue Department running one strategy. The Fractional Revenue Executive is the role that closes that gap. One leader. One scoreboard. One unified operating rhythm.

This document is the role definition Good Agency uses for its own FREs and the candidates Clay certifies. Use it as the bar — for hiring, evaluating, or becoming.