One of the most common questions I hear from founders and revenue leaders is: how much does a fractional BDM actually cost? The answer is genuinely variable because the fractional market is fragmented and pricing depends on a handful of factors that matter a lot.
I am going to give you the honest breakdown based on what I see in the market in 2026, what I charge in my own practice, and what you should watch out for when evaluating proposals.
The Fractional BDM Pricing Spectrum
Fractional BDM pricing in 2026 falls into four broad tiers, and the tier you end up in should be determined by what you actually need, not just by budget.
Tier 1: $2,000 to $5,000 Per Month
At this price point, you are typically looking at someone with three to five years of BD experience who is offering part-time support at low hours, usually five to ten hours per week. This can be appropriate for very early-stage companies that just need light prospecting help or someone to manage a basic outbound sequence.
The risk at this tier is that you often get someone who is fractional because they could not get a full-time role, not because they have deep experience across multiple companies. Vet carefully and ask for specific pipeline numbers from prior engagements.
Tier 2: $5,000 to $10,000 Per Month
This is the most populated tier in the market and where you find a wide range of quality. Engagements in this range typically cover ten to twenty hours per week with someone who has five to ten years of experience. For a company under $3M ARR that needs reliable outbound execution and basic BD infrastructure, this tier can deliver strong ROI.
Watch out for people at this tier who are strong on tactics but light on strategy. They can run sequences but may not be able to help you figure out which markets to target or how to build a repeatable BD motion.
Tier 3: $10,000 to $20,000 Per Month
This is where senior fractional BDMs with strong track records tend to price themselves, including my own practice. At this level you get twenty to forty hours per week from someone who has operated BD at multiple companies, can think strategically, and takes ownership of pipeline targets the same way a full-time executive would.
For companies between $1M and $15M ARR that need both execution and strategy, this is the right tier. The ROI is straightforward: if a fractional BDM at $15,000 per month generates $500,000 in pipeline in a quarter, and your close rate is 20%, that is $100,000 in revenue from a $45,000 investment.
Tier 4: $20,000+ Per Month
Fractional BDMs charging above $20,000 per month are typically operating at a near full-time level, bringing either highly specialized domain expertise, a network that provides immediate access to warm relationships, or a proven track record at high-growth companies.
This tier makes sense for well-funded Series B and later companies that want the flexibility of fractional but need someone who is effectively a full-time executive without the long-term commitment.
Pricing Structures: Monthly Retainer vs. Project vs. Equity
Most fractional BDMs work on monthly retainers, and this is the structure I recommend for most engagements. A retainer gives you predictable cost and gives the BDM stable income, which means they are not constantly looking for the next engagement instead of focusing on your pipeline.
Project-based pricing exists for defined scopes: launching into a new market, building an outbound playbook, or running a specific campaign. This can work for companies that have a clear one-time need, but it rarely captures the ongoing execution that actually builds pipeline.
Some fractional BDMs take equity in lieu of or in addition to cash. I am cautious about this model for both sides. Equity means the BDM has an incentive to stay long-term, but it also means you are giving up ownership to someone who may not be around when that equity vests. If you go this route, use equity as a bonus on top of meaningful cash, not as a substitute for fair compensation.
What Affects Pricing Most
The five biggest factors that drive fractional BDM pricing up or down:
- Hours per week: Ten hours versus forty hours is the most significant pricing variable. Be clear about what you actually need before negotiating.
- Industry expertise: A fractional BDM who has sold SaaS to enterprise CTOs or financial services to CFOs will charge a premium over a generalist. That premium is usually worth it.
- Pipeline track record: Anyone who can point to specific, verifiable pipeline numbers from prior engagements can justify higher rates. Ask for them.
- Scope of responsibility: Pure outbound execution is priced lower than a full fractional BD function that includes strategy, team management, and partner development.
- Market conditions: Competition for experienced fractional BD talent has increased since 2022. Rates have moved up roughly 15 to 20% since then.
What You Should Not Do on Pricing
Do not optimize entirely for the cheapest option. A fractional BDM at $3,000 per month who generates zero qualified pipeline is not a deal. A fractional BDM at $15,000 per month who generates $400,000 in pipeline per quarter is an exceptional investment.
Do not pay for outcomes you cannot measure. If a fractional BDM proposes pricing based on vague value delivery rather than clear scope and hours, that is a red flag. Get specific about deliverables.
Do not sign long-term contracts without a 30-day out. Reputable fractional operators will give you a reasonable notice period because they are confident in their ability to deliver. Anyone demanding a locked-in six-month contract with no exit is protecting themselves, not you.
My Own Pricing Philosophy
I structure my engagements around clear scope, defined pipeline targets, and mutual accountability. I charge based on the time and expertise required to move the needle at your specific stage, and I am transparent about what is and is not realistic given the timeline and budget.
If you are curious about what an engagement with me would look like for your specific company, visit my pricing page for the current engagement options, or book a strategy call to talk through your situation directly. The call is free and you will leave with a clear picture of what it would cost and what you could expect in return.