Fractional CRO · Revenue Transformation · PE Operating Partner
Enterprise-grade revenue leadership,without the full-time cost.
Justellus places fractional Chief Revenue Officers, VPs of Sales, and Heads of Sales inside mid-market and enterprise B2B companies — and inside private equity portfolio companies — that need a peer-level operator, not another sales coach.
Trusted by CEOs, founders, boards, and PE operating partners at companies generating $5M–$100M+ ARR.
Mark Wallace
Founder & CEO, Justellus
25+ years operating as a sales executive, not a coach.
Trusted at the board level by operators and PE sponsors
Measured business outcomes
We are accountable for the number, not the deck.
Revenue growth, forecast accuracy, sales productivity, pipeline velocity, conversion improvement, and team accountability — the outcomes boards and investors actually grade.
0%
Increase in new revenue, year over year
0%
Boost in customer conversion rate
0%
ARR growth delivered in six months
0%
MRR growth, quarter over quarter
0%
More time reclaimed for founders and CEOs, weekly
Revenue challenges solved
If any of these describe your quarter, you already know what to fix.
The pattern is the same in every engagement. The pipeline is noisy, the forecast is hopeful, and the founder is the only person the board trusts on the number. We replace that with a defensible operating cadence inside one quarter.
01
Forecast you can't defend in front of the board.
Your number moves every Monday. Pipeline coverage is a guess. You're flying into the board meeting hoping the quarter lands.
02
Pipeline that looks full but doesn't close.
Reps are busy. Discovery calls are happening. The deals aren't real, the stages are fiction, and the conversion math doesn't work.
03
A Head of Sales hire that didn't work out.
You spent nine months and a quarter of a million dollars. The strategy is unclear, the team is unaligned, and you're back at square one.
04
Stalled pivot from transactional to recurring revenue.
The board wants ARR. The sales motion is still built for one-time deals. Pricing, packaging, and process haven't caught up.
05
Founder doing the selling because nobody else can.
You're 20+ hours a week into deals you shouldn't be in. The team needs a leader who has actually carried a number at your stage.
06
PE value-creation plan with no operating partner in seat.
You bought the asset. The thesis depends on commercial improvement. There's no fractional revenue leader threading it through the org.
Services
Executive-level revenue engagements, scoped like an operating role.
Every engagement is led by a senior operator — never a junior consultant running a playbook. We take accountability for the number and the team, and we hand off when the engine runs without us.
Chief Revenue Officer Solutions
An embedded CRO who owns pipeline, forecast, and go-to-market execution — without the full-time cost or equity burden.
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Revenue Impact Assessments
A 360° diagnostic of your revenue engine — pipeline, conversion, productivity, and forecast accuracy — with a prioritized 90-day plan.
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Transformation Services
End-to-end revenue transformation for pivoting, post-acquisition, or stalled-growth B2B organizations. Strategy, then execution.
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Go-to-Market Strategy
ICP refinement, segmentation, pricing, and channel design for companies moving up-market or into new verticals.
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Sales Process Optimization
Stage definitions, qualification rigor, MEDDIC / BANT discipline, and CRM architecture that make the pipeline inspectable.
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Mentorship & Talent Development
Executive mentorship for founders, revenue leaders, and next-generation VPs of Sales preparing for bigger roles.
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The Justellus Operating System
A five-stage framework for compounding revenue growth.
The same sequence we have used since 2011 to move B2B companies from founder-led selling to a defensible, board-grade commercial function.
01
Diagnose
Revenue Impact Assessment across pipeline, conversion, productivity, and forecast. We surface the real constraints inside 30 days.
02
Architect
ICP, segmentation, pricing, channel design, and stage definitions — codified into a go-to-market plan the board can approve.
03
Instrument
CRM structure, forecast cadence, and KPI dashboards. The pipeline becomes inspectable, the forecast becomes defensible.
04
Operate
Embedded executive leading weekly pipeline reviews, deal strategy, rep coaching, and board-level reporting.
05
Compound
Productivity and conversion compound quarter over quarter. We hand off or stay — only when the engine runs without us.
Case studies
Outcomes the boardroom graded, not the marketing team.
B2B SaaS · Real Estate Tech
EstateSpace
Re-architected the GTM motion to win enterprise real estate operators.
- 148% increase in new revenue, year over year
- Pipeline coverage lifted from 1.6× to 3.4×
- Forecast accuracy within ±5% of committed
B2B SaaS · RegTech
EDR
Replaced a stalled VP of Sales with a fractional CRO in 21 days.
- 20% lift in customer conversion in two quarters
- 115% ARR growth in six months
- Board replaced advisory with formal operating partner role
B2B Services · Regional Bank
Pilgrim Bank
Rebuilt commercial team to defend and grow institutional deposit base.
- 335% MRR growth, quarter over quarter
- Win rate against incumbent banks up 2.4×
- Founder reclaimed 40% of weekly calendar for strategy
Executive credibility
Led by a sales executive, not a coach.
Mark Wallace founded Justellus in 2011 after 25+ years operating as a sales executive inside B2B companies. He has carried a number in your seat, with your board, and at your stage of growth.
Schedule a strategy call- Fractional Chief Revenue Officer — placed inside 40+ B2B companies since 2011
- 25+ years operating as a sales executive, not a coach
- Track record across SaaS, fintech, services, regtech, and PE portfolio companies
- Founder of the Justellus Operating System — the proprietary framework for revenue transformation
- Trusted at the board level by founders, CEOs, and private equity operating partners
What our clients and partners say
Operators, not testimonials.
“Mark has sat in the chair I sit in. The first time we ran a forecast together I knew the number before he said it. That kind of executive presence is not something you hire a coach to build.”
Operating Partner
Mid-market PE firm
“We had three failed sales leaders in eighteen months. Justellus came in, fixed the pipeline discipline, and rebuilt the GTM. We were running a real number again inside one quarter.”
Founder & CEO
B2B SaaS, $32M ARR
“Justellus isn't a consultancy that hands you a deck. They take accountability for the number and the team. That changed everything about how our board views the commercial function.”
Chief Executive Officer
PE-backed services platform
Executive strategy call
One conversation with an operator who has sat in your chair.
45 minutes. We will review your revenue motion, identify the single biggest constraint, and tell you whether Justellus is the right fit. No deck, no sales pitch.
- Direct conversation with founder & CEO, Mark Wallace
- Written diagnostic of your top three revenue constraints
- A go / no-go on whether Justellus is the right partner for your stage
Schedule a call
Reserve a 45-minute strategy call
We confirm every booking personally within one business day.
Request a strategy callor email customersuccess@justellus.com