See the constraint clearly
Find the point where pipeline, product, people or process is preventing the next revenue decision.
Fractional CRO · Revenue & Operations
Fractional CRO leadership for your next stage of growth.
I’m Rajat Munshi, a fractional Chief Revenue Officer partnering with founders, CEOs and boards at startups, SMEs, MSMEs and enterprises. I help clarify GTM strategy, build the sales motion and turn revenue priorities into execution.
Based in New Delhi · Working across markets
Operator-ledStrategy only matters when it lands.
33+
years of execution
$100M+
enterprise contracts
6,000
people led at scale
50,000
citizens served daily
01 The approach
Not a strategy report.
An operating partner.
Fractional leadership works when there is a real inflection point and a need for decisive, experienced execution. I bring commercial judgment, operating rigor and senior stakeholder leadership into the room from day one.
I have worked inside the complexity: from an early BillDesk team during India's digital payments transformation, to multi-city P&Ls, enterprise SaaS sales, public-sector operations, and teams spanning 10 to 6,000 people. The work is grounded in what the business can execute next.
Build the commercial motion
Turn the priority into accountable revenue plays, better forecasting and a team that knows what good looks like.
Make execution stick
Keep transformation tied to adoption, customer trust and operating reality, not a slide deck.
02 Where I help
Fractional leadership for sales, marketing & operations.
01
Go-to-market & revenue architecture
Clarify the market, offer, buyer path and commercial cadence required to make the next stage of growth repeatable.
02
Enterprise & institutional sales
Shape senior conversations, high-value pursuits and partnership pathways across enterprise, government and regulated markets.
03
Revenue operations & forecast discipline
Build decision-quality pipeline visibility, sales process and operating rhythm so leadership can plan with confidence.
04
AI & digital transformation
Lead transformation programmes around readiness, adoption and measurable outcomes rather than technology alone.
Fractional sales leadership in India
Senior revenue leadership for GTM strategy, complex enterprise sales and a clearer commercial operating cadence.
Fractional marketing & GTM in India
Brand building, buyer focus and positioning that connect market choices to sales execution.
Fractional operations leadership in India
COO experience for process improvement, multi-location execution and operating transformation.
03 Who I partner with
Different scale.
The same need for traction.
Startups
When founder-led selling needs a sharper commercial system: customer focus, GTM choices, early pipeline and a credible route to larger accounts.
SMEs & MSMEs
When the business has proven demand but needs mature sales leadership, forecast visibility, stronger partnerships or a new market motion.
Enterprises
When a strategic account, public-sector opportunity, transformation programme or operating turnaround requires hands-on senior leadership.
04 Evidence in execution
Built for the
hard part.
Selected outcomes from commercial and operating leadership roles.
538
Citizen Service Centres across Punjab
Led daily operations across 23 districts, serving 50,000+ citizens each day. The programme added 50 G2C and 7 B2C services, increasing monthly revenue by $1M and annual revenue to $15M.
$7.3M
Annual savings through re-engineering
At BLS International, process re-engineering and an in-house ERP across 50+ processes supported 30–40% annual revenue growth.
₹60Cr+
P&L accountability in digital payments
At BillDesk, built operations across 20+ cities, led 300+ people and forged banking, utility and government relationships across North and East India.
$10M
Fortune 500 contracts closed
Led global sales and enterprise digital engineering business while helping launch a SaaS product for time tracking.
Three decades of commercial and operating leadership across complex markets.
05 The background
Revenue leadership from an operator who has carried the number.
My work spans GovTech, FinTech, enterprise SaaS, banking and digital transformation in India, the US, LATAM and the Middle East.
Now
Fractional CRO
Mid-sized Agentic AI company · Involved in go-to-market (GTM), brand building, positioning, GTM strategy and sales
Through May 2026
Fractional Chief Sales Officer
ALTRD · AI transformation, sales forecasting & commercial visibility
2022—
Fractional CXO Practice
Strategy, sales and operations advisory across GovTech, EdTech and SaaS
2023—25
Head of Project Management Office
Quantela Technologies · Punjab citizen-service operations
2017—20
Chief Operating Officer
BLS International Services · operating transformation at scale
2001—09
Profit Centre Head, North & East India
India Ideas Dot Com (BillDesk) · early digital payments leadership
Education
Executive Masters in Operations Management, Kellogg School of Management · MBA, BIMTECH
06 Perspectives
The questions behind
the growth plan.
Revenue operations
Before adding headcount, can your revenue engine show where the real constraint sits?
Follow the conversation ↗ AI & transformationWhat changes when implementation is measured by adoption and commercial outcomes, not just deployment?
Follow the conversation ↗ Complex salesHow do you earn the trust required to move an institutional or enterprise buying decision forward?
Follow the conversation ↗Fractional CRO questions
Clear answers before we begin.
A practical introduction to fractional revenue leadership and how an engagement works.
What is a fractional CRO?
A fractional Chief Revenue Officer is a senior revenue leader who works with your business on a part-time or scoped basis. The role brings hands-on leadership across go-to-market strategy, sales and revenue operations without hiring a full-time CRO.
Which businesses does Rajat Munshi work with?
I work with startups, SMEs, MSMEs and enterprises. Mandates can involve moving beyond founder-led selling, building a repeatable sales motion, leading an enterprise or government deal, or improving revenue visibility. I am based in New Delhi and work with Indian and international clients.
How is fractional leadership different from advisory?
The level of involvement depends on the mandate. Advisory provides senior direction, while growth and embedded engagements involve more operating time. The focus is on turning decisions into accountable execution, not only delivering a strategy report.
What does a fractional CRO engagement cost?
Indian monthly plans range from ₹1L–₹2L for Advisory to ₹5.5L–₹9.5L for Embedded engagements. Enterprise and GovTech mandates are quoted individually. See the engagement plans, international fees and terms for the full scope and pricing. GST is extra for Indian clients.
How do I start a GTM or revenue-growth engagement?
Start with a 30-minute discovery call to discuss the growth challenge, mandate and fit. We then scope the work and agree a fixed monthly fee or a focused project such as a revenue diagnostic, GTM design or named-deal closure.
07 Start here
If the next stage matters, let's make it work.
You may be facing a stalled revenue plan, an urgent enterprise or government pursuit, a market expansion decision, or a transformation programme that has to translate into adoption. Start with the context. We can decide whether there is a fit.
Direct conversation
rajatmunshi@hotmail.comEmail opens your preferred mail app. A short note on your growth challenge, market and timing is enough to begin.