Scale Right | Fractional Head of Sales: Dan Ebanks

Who it's for

Founders who are still the whole sales team

You've proven people will buy. Now you need a repeatable process, a pipeline you can trust, and someone who has carried a quota to build it with you.

Founder-led sales

You're closing deals yourself and need to hand off a process that works without you on every call.

First sales hires

You're hiring your first AEs or SDRs and want a playbook, a qualification standard and coaching from day one.

Complex, technical buyers

You sell to scientists, R&D leaders, lawyers or other experts who can spot a rehearsed pitch in seconds.

What you get

A senior seller in your corner, part-time

Sales process & playbook

A documented motion from first touch to closed-won, with clear stages and exit criteria. If it isn't documented, it didn't happen.

Qualification that holds up

MEDDIC- and Sandler-informed discovery so your team spends time on deals that will actually close.

Pipeline & forecasting

Pipeline reviews and a forecast built on evidence, not hope. Lab rule: never report a result you haven't confirmed.

Hiring & coaching

Help defining, hiring and ramping your first reps, plus live deal coaching on the opportunities that matter most.

How it works

Hypothesize, test, adjust

I run sales the way I ran experiments: form a hypothesis, control the variables, observe, then adjust based on the outcome.

Diagnose

A deep dive into your pipeline, deals, messaging and customers. Mostly questions, very little pitching.

Build

We design the playbook, qualification framework, cadences and metrics, then test them on live deals.

Scale

Hire and coach the team, tighten the forecast, and hand over a motion that runs without me.

Engagement options

Pick the depth you need

30-day Sprint

A focused 30-day engagement: diagnose your current process, pipeline and messaging, then build and test a repeatable sales playbook you own.

Ongoing Retainer

Part-time sales leadership, about 5–10 hours a week: playbook, pipeline reviews, forecasting, hiring, and deal and team coaching.

Pricing depends on scope and stage. We'll work it out together on a short intro call.

Sales track record

12+ years of carrying a number

From door-to-door territory sales in 2013 to enterprise SaaS and a founding AE seat today. Every number below comes straight from my record.

Founding Account Executive

Venture-backed legal AI startup · New York City area (hybrid)

Apr 2025 – Present

#1 in revenue for May, Jun, Aug & Oct 2025, leading all AEs in closed business.
Building the sales motion from the ground up, selling AI to plaintiff law firms.

Top SDR → Senior SDR → Senior Global Account Executive, Life Sciences

PatSnap · Toronto (hybrid)

Nov 2021 – May 2025

Closed six- and seven-figure SaaS deals with Fortune 500 pharmaceutical and life sciences companies, leading to multi-year contracts and enterprise-wide adoption of PatSnap's AI-driven IP intelligence platform.
Achieved 132% of Q1 2025.
Maintained 99% quota attainment in Q1 and Q2 (2023–2024).
Achieved 150% of ramp target in Q4 2022.
Promoted from Top SDR → Senior SDR → Global AE; Top SDR award, January 2022.
Met His Excellency Dr. Mohamed Irfaan Ali, President of Guyana, while representing PatSnap.

Field Sales Executive

Bell · Toronto

Jun 2016 – Aug 2018

Door-to-door B2B sales, consulting with business owners on tailored telecom solutions.
Closed B2B telecom deals averaging $20K–$50K, ranking in the top 5% of sales reps in 2017.

Senior Business Development Representative

LawnSavers Plant Health Care · Greater Toronto Area

Feb 2014 – May 2016

Ranked #1 individual revenue producer, generating $250K in 2014 and $290K in 2015 through outbound sales and customer expansion.

Field Business Development

JustEnergy · Greater Toronto Area

Jun 2013 – Feb 2014

Awarded Fast Starter for exceeding ramp-up sales targets and closing 100%+ of quota in Q3–Q4.
Door-to-door sales and territory management: where it all started.

The science foundation

Why technical buyers trust the conversation

2012 – 2021

Quality Control Chemist & Raw Material Chemist, Taro Pharmaceuticals (2019–2021): GMP analytical testing (HPLC, GC, FTIR) and out-of-spec investigations; Innovator award 2020.
Researcher, University of Toronto (2018–2019): research on boron-containing catalytic cycles; co-authored a peer-reviewed catalysis paper.
Honours BSc, Biology & Chemistry, University of Toronto.

MEDDICSandler Selling SystemEnterprise SaaSB2B field salesNegotiationKey account development

About

Scientist by training, seller by trade

People ask me why I switched from science to sales.

"I never switched. I stacked."

Biology and chemistry taught me how complex systems work and how to break a hard problem into pieces. Pharma taught me rigour. Door-to-door and field sales taught me to earn every conversation. PatSnap taught me how to take all of that into a room with R&D leaders and translate it into business value.

My best first calls are ones where I barely talk. I stopped pitching and started asking questions: where the time goes, where the stress is, what actually matters. If the product fits, I show exactly that part. If it doesn't, I say so. People don't want to be sold to. They want to be understood.

That's the approach I bring to Scale Right: curious, evidence-driven, and focused on results you can measure.

Build a sales motion that actually scales, without a full-time VP.