Fractional Chief Revenue Officer
Go-to-market strategy, forecasting, pipeline reviews, and the operating cadence that delivers the number.
Most recently for StroomAI
Guelph, Ontario · Fractional CRO and RevOps leader
Kirko Papajanis
(aka Kyriakosz Papajanisz)
I've been the CRO who carried the number and the operator who built the system behind it.
I work with owner-led and growth-stage B2B companies as a fractional Chief Revenue Officer or VP of Revenue Operations, and I am open to the right full-time role. Twenty-five years across B2B SaaS, enterprise software, technology services, and the public sector. I run sales, marketing, and revenue operations as one system, and I build the agents, automations, and reporting myself.
Fractional leadership
Fractional CRO and RevOps leadership
Kirko Papajanis is a fractional Chief Revenue Officer and revenue operations leader based in Guelph, Ontario. He works part-time inside owner-led and growth-stage B2B companies across Canada and the United States, running sales, marketing, and RevOps as one system until the company is ready to run it on its own.
Fractional VP of Revenue Operations
CRM rebuilds in HubSpot or Salesforce, lead routing, reporting, and forecast discipline, including public-sector RFP capture.
Currently for Kearns Technology
Fractional Head of Sales
A sales team and playbook built from zero, then handed to an internal leader.
Access Marketing Company: 0 to 14 reps, 120% of quota by month ten
Signs it is time for fractional help
- The forecast keeps missing, and nobody can say why.
- The founder is still the only person who can close.
- The CRM is full of data nobody trusts.
- A new sales team, market, or channel has to be built from scratch.
- You need executive revenue leadership before you can justify a full-time hire.
How an engagement works
- Diagnose. Pipeline, forecast, CRM, ideal customer profile, and team, measured before anything changes.
- Build. Fix the system: process, playbooks, dashboards, and hiring.
- Run and hand off. Run the operating cadence, coach the team, and hand it to an internal owner.
Delivered through KRROP as a fixed-scope sprint or as ongoing leadership on a monthly retainer.
Record
Selected results
The numbers I get asked about most, each tied to where it happened.
-
$2.9M → $45.8M
Annual revenue growth from 2008 to 2019 as President and CRO. I owned the P&L for over 15 years.
Boxpilot Marketing Partners -
54%
EBIT uplift in a single fiscal year (2009-10), with a 35% COGS reduction, coming out of the 2008 crisis.
Boxpilot Marketing Partners -
$0 → $7.8M
Partner and distributor channel built from nothing to 17% of company revenue, with dedicated Americas and EMEA coverage.
Boxpilot Marketing Partners -
0 → 14
New-logo sales team built from scratch, reaching 120% of full-year quota by month ten and $2M in first-year new business, then handed off to an internal leader.
Access Marketing Company -
12x
Lead-to-opportunity improvement from a cohort-based ABM rebuild. Pipeline grew from $4M at nine months to about $12M at eighteen.
Kornit Digital -
$9M
Qualified pipeline in six months on 40% less digital spend. The first deal closed at $3.2M in month seven.
Data and analytics consulting firm -
$1.4M+
New ARR from municipal, government, and non-profit RFPs over the past year, across managed services, ITSM, ERP, CRM, and infrastructure.
Kearns Technology -
$100M+
Client-attributed pipeline across more than 5,000 marketing, enablement, and operations programs.
Career total
Career
Twenty-five years, mostly one long build
Boxpilot was the main event. KRROP started in 2021 while I wound Boxpilot down, and the fractional work since has run under the KRROP umbrella, often in parallel.
Boxpilot Marketing Partners2001 – 2024
KRROP2021 – now
ForesightB2B2023 – 2024
Access Marketing Company2024 – 2025
StroomAI2025 – 2026
Kearns Technology2025 – now
Jan 2021 – Present
Founder and Managing Director
KRROP · Guelph, Ontario
- Senior commercial leader for client businesses: go-to-market strategy, territory and pricing, account plans, and the operating cadence that delivers the number.
- Rebuilt an underperforming demand program for a data and analytics consulting firm from first principles, including ICPs, buying-process matrix, pipeline stages, and an AI-enhanced account-intelligence program across 44 of 59 target firms.
- Building KRROP OS, a weekly account-targeting product, alongside Sprint and Strategy engagements.
Sep 2025 – Present
Fractional VP, Revenue Operations
Kearns Technology
- Lead municipal, government, and non-profit RFP capture across managed services, ITSM, ERP, CRM, data centre, virtualization, HCI, and networking: more than $1.4M in new ARR over the past year.
- Own forecasting, commercial systems, and performance reporting.
Jul 2025 – Sep 2026
Fractional Chief Revenue Officer
StroomAI
- Owned commercial strategy, go-to-market design, and pipeline discipline.
- The engagement closed with the Meridian knowledge management platform being leveraged to create a biochemical research and modelling system.
Jul 2024 – Jul 2025
Head of Sales (contract)
Access Marketing Company
- Built the sales operating system and a new-logo team from 0 to 14, reaching 120% of full-year quota by month ten and $2M in first-year new business.
- Wrote the sales playbook from deals I ran myself, then handed the team to an internal leader.
Mar 2023 – Dec 2024
Chief Revenue Officer
ForesightB2B
- Sized markets with TAM, SAM, and SOM plus field intelligence, tested seven US geographies, and launched four: Tampa, Houston, Charlotte, and Dallas.
- Gated every launch on at least 20 booked in-person meetings, reaching $2.3M in ACV within eighteen months.
May 2001 – Oct 2024
President and Chief Revenue Officer
Boxpilot Marketing Partners · Toronto (previously Director, Operations)
- Led a globally distributed demand-generation business. About 80% of the book was B2B SaaS and enterprise software, including Salesforce, Adobe, Cisco, Marketo, Sage, and Gartner, run directly with client CMOs, CROs, and VPs of Sales.
- Owned the P&L from 2008 to 2024 while annual revenue grew from about $2.9M to $45.8M between 2008 and 2019.
- Led about 100 people, roughly 60 of them quota-carrying SDRs and AEs. Restructured the front line into SDR-to-AE vertical pods that took the business into telecom, MSPs, and business education.
- Grew the largest enterprise account from about $100K to more than $1.5M a year by moving the relationship from manager to VP level.
- Migrated CRM from Saleslogix to HubSpot and added ZoomInfo and RingCentral, which gave us a data-driven way to gate sales hiring.
Selected work
Client programs
A few engagements that show the range: launch, mid-funnel, events, retention, and market entry.
Kornit Digital · Industrial printing
12x
North American go-to-market rebuild
Defined ICP segmentation and ran a multi-channel ABM playbook across 35 micro-cohorts, opening mid-market accounts for an Israel-headquartered manufacturer.
BitStew · Industrial IoT SaaS
$8.2M
Challenger mid-funnel program
Built pipeline with a Challenger-based mid-funnel motion before the company was acquired by GE.
Adobe · Adobe Stock
100+
Multi-persona launch
Positioned the launch to three personas inside Adobe's existing client base, producing more than 100 new opportunities in three months.
Marketo · Field events
+86%
Integrated event program
Client marketing automation triggered SDR outreach. Attendance rose 86% over the prior year, and attendee conversion went from 25.8% to 48%.
Sage Software · Retention
+18%
Churn diagnostic
Found why customers were leaving and turned it into a four-step engagement program. Retention rose 18% in year one.
ForesightB2B · Healthcare services client
4 of 7
US market entry
Tested seven US markets and launched four, each gated on booked meetings. $2.3M in ACV within eighteen months.
Leadership
How I lead
Servant leadership, with numbers attached
I hire carefully, coach managers rather than manage tasks, and remove obstacles. At Boxpilot the 40-person non-quota core held under 5% attrition. Learning to install and leverage a management layer underneath me was the hardest part, and took me longest.
The University of Boxpilot
A five-tier SDR-to-AE path with a stated two-year up-or-out expectation. Reps either earned promotion to AE or left with skills that placed them in SaaS, fintech, healthcare, and manufacturing sales roles.
Human plus AI
I use AI to remove friction for reps and leaders while keeping judgment where it belongs. I build the agents, automations, and dashboards myself with Claude, HubSpot, Apollo, and Make.
I believe that resilience is not a personality trait, but rather a set of decisions repeated on the days you do not want to make them. That is what I would bring: not that nothing knocks me down, but that I have a well-tested process for getting back up, and for bringing other people with me.
Ventures
The KRROP family
KRROP is the umbrella for what I'm building now: a revenue agency rethought for owner-operated firms, a software product, a homeowner-to-contractor marketplace, and the writing that ties them together. Each one is run on the same three values: humility, curiosity, and a default to action.
Data + Curiosity = Insight
Insight + Strategy = Process
Process + Effort = Results
-
KRROP OS
SoftwareTells owner-run firms which accounts to call this week, who to contact, and when to say "not today." Each week it returns the ten strongest buying signals in a market, plus a dossier on an account you choose, with every claim labelled as observed or inferred.
Weekly ranked listAccount dossiersDated verdicts -
KRROP Sprints
Fixed scopeShort, fixed-price engagements for when something in the revenue engine is broken right now.
Pipeline ActivationSales Ops CleanupOutbound Launch -
KRROP Strategy
AdvisoryPlanning-first work, priced per project or on retainer, including fractional CRO, VP of Revenue Operations, and Head of Sales leadership for clients such as Kearns Technology.
Process AuditMarketing as a ServiceSales EnablementCRM & RevOps -
LeadYard
MarketplaceConnects Southern Ontario homeowners with local contractors. Homeowners choose how many contractors see their project, up to five. Contractors see the competition before they buy a lead, from $15 with no monthly fee. I built it myself; I'm a contractor-world person at heart, with six gut bathroom renovations behind me.
GTADurhamHamiltonNiagaraGuelphWaterloo Region -
KRROP Blog
WritingEssays on revenue generation: RevOps, marketing, sales, and enablement, written to start arguments as much as settle them.
The Efficiency ParadoxCollapsing SilosRetainers Buy Rituals Not OutcomesThe Real AI Opportunity Is Coordination Not Creation
One percent of every dollar KRROP earns in revenue goes to environmental and social causes.
Toolkit
Methods, systems, and background
Sales methods
- MEDDPICC
- Challenger
- Value Selling
- SPIN
- Account-based marketing, 1:1 to 1:Many
CRM and revenue systems
- HubSpot and Salesforce
- Clari, Gong, Outreach, and Salesloft
- Highspot and Seismic
- Power BI, Tableau, and Looker
Data and AI
- Claude and ChatGPT
- Apollo, Clay, ZoomInfo, and 6sense
- Make, n8n, and Zapier
- Aomni and Bland.ai
Education
- BSc, Mathematics, University of Toronto
- Six Sigma Black Belt Specialization, Kennesaw State University
Where I've worked
- Canada and the United States
- EMEA channel and partner marketing
- Middle East and Africa, in mining and energy
Community
- Youth basketball coach, Guelph Knights: two championship seasons
- Past Chair, Avondale Alternative School Council
- In-kind support for Lumenus Community Services
FAQ
Questions about fractional revenue leadership
What does a fractional CRO do?
A fractional Chief Revenue Officer runs sales, marketing, and revenue operations as one system for part of the week, without the cost of a full-time executive. In practice that means setting the go-to-market strategy, owning the forecast, fixing the CRM and pipeline process, and coaching the team that carries the number.
When should a company hire a fractional CRO or RevOps leader?
Usually when revenue has outgrown the founder's ability to run sales personally, when the forecast keeps missing, when the CRM is full of data nobody trusts, or when a new sales team or market has to be built from scratch. It is also a sensible step before hiring a full-time executive, so the role, the metrics, and the systems are clear when that person arrives.
Who does Kirko Papajanis work with?
Owner-led and growth-stage B2B companies, especially professional services firms, B2B SaaS and technology companies, and managed service providers. Recent fractional and contract engagements include Kearns Technology, StroomAI, Access Marketing Company, and ForesightB2B.
How does a fractional engagement with Kirko work?
It starts with a diagnosis of the pipeline, forecast, CRM, and team. From there it runs either as a fixed-scope sprint, for a problem that needs fixing now, or as ongoing leadership on a monthly retainer. The goal is always to build a revenue system the company can run on its own, then hand it to an internal owner.
Where is Kirko based, and does he work remotely?
Kirko is based in Guelph, Ontario. He works remotely with companies across Canada and the United States, and on-site across the Greater Toronto Area to Kitchener-Waterloo corridor.
What results has Kirko delivered?
As President and CRO of Boxpilot Marketing Partners, he owned the P&L while annual revenue grew from about $2.9M to $45.8M between 2008 and 2019. More recently he built a new-logo sales team from 0 to 14 at Access Marketing Company, reaching 120% of full-year quota by month ten, and contributed more than $1.4M in new ARR from public-sector RFPs at Kearns Technology.
How much does a fractional CRO cost?
Through KRROP, fractional leadership is priced per project or on a monthly retainer, scoped after a first conversation. Fixed-scope sprints have published prices at krrop.com/pricing.
Is Kirko available for full-time roles?
Yes. Alongside fractional work, he is open to full-time CRO, President, VP Sales, VP Marketing, and VP Revenue Operations roles.
Contact
Let's talk.
For fractional CRO or RevOps engagements, KRROP projects, or full-time CRO, President, VP Sales, VP Marketing, and VP Revenue Operations roles, email is the fastest way to reach me.
kirko.papajanis@gmail.com
Location
Based in Guelph, Ontario. Open to hybrid and on-site roles across the GTA to Kitchener-Waterloo corridor, fully remote roles across Canada and the United States, and relocation within Canada for the right role. Available for worldwide travel.