Stepping into growth-stage SaaS companies to architect or rebuild the post-sale revenue engine and the operating backbone that runs it. Hands-on, not just advisory, across customer success and retention, RevOps and systems, and company-wide operations.
Built from scratch and at scale across 7 venture-backed companies. Each engagement below is a scoped build with a defined outcome and timeline.
Stand up the renewal and expansion motion that protects and grows recurring revenue: health scoring, at-risk playbooks, renewal forecasting, and the QBR and expansion cadence.
Outcome: a working, measurable retention engine your team can run on its ownDesign and launch the CS function for a company that has customers but no real post-sale structure: segmentation, coverage model from high-touch to tech-touch, onboarding, lifecycle, and the metrics that matter (NRR, GRR, time-to-value).
Proof: built the tech-touch CS program from scratch for thousands of SMB customers at WebgilityBuild the systems, data, and operating cadence that connect CS, Support, and Services: tooling (CRM, CS platform, PSA), reporting, forecasting, and the weekly operating rhythm that keeps a matrixed post-sale org aligned.
Proof: reset the post-sale operating model across a 40,000+ company base at CartaOwn company-wide execution during a scaling or turnaround moment: revenue and GTM operations, finance and reporting cadence, cross-functional process, and hiring. Built for founders who need an operator to run the business while they build the product.
Proof: ran TIME Sites with full P&L, turning $1.5M annual burn into approximately $1.5M in profitOrg design, leveling, and compensation, then the hiring itself: scorecards, sourcing, interviewing, closing, and onboarding leaders and ICs across CS, Support, Services, and RevOps.
Proof: grew the CS organization 2x, at 2 different companiesIdentify where AI removes cost and headcount drag, then build it: agents and automations for CS, ops, and reporting on the Anthropic API. For teams that want to operate lean and let systems do the work.
Working agents and automations, not slideware about them
The work is the proof
Advisory is part of the work, but the default mode is embedded: playbooks get written, systems get stood up, teams get hired and coached. The deliverable is a working function, not just recommendations.
20+ years inside 7 venture-backed companies: board reporting, direct work with a family office on capital allocation, and a clear view of what a portfolio needs from its operators.
Bought, sold, and integrated. That includes independently sourcing and executing the sale of TIME Sites to Vev, then running the business inside the acquirer.
Automations and agents built hands-on, currently on the Anthropic API, applied directly to CS, ops, and reporting. Operating leverage without headcount drag.
Ongoing fractional engagements at roughly 15 to 30 hours per week. Embedded inside the leadership team, owning the function until it is ready to hand to a full-time hire.
Best for: companies without a CCO or COO seat filledScoped to a defined outcome and timeline, drawn from the packaged engagements above: a retention motion, a CS function, a RevOps operating system, or an AI operations layer.
Best for: a specific, urgent gap ahead of a raise or renewal cycleLighter-touch advisory work for founders, CS leaders, and investors. Board and advisory seats also considered.
Best for: funds and portfolio teams needing an experienced operator's counselRate card available on request.
Rates flex with company stage and scope. Send a note with your situation to get a scoped proposal, or book directly here.
Kristina Valkanoff is a revenue and operations executive with 20+ years across 7 venture-backed SaaS companies: IBM, DemandTec, Lithium Technologies, Carta, Brandcast, TIME, Vev, MOVE Guides, and Webgility.
The career runs the full arc of the post-sale business: implementation and services at enterprise scale, customer success and renewals through hypergrowth, RevOps infrastructure, and general management with full P&L ownership, through a turnaround, a self-sourced acquisition, and integration on the other side.
Today that experience goes into a small number of fractional CCO and COO engagements with venture-backed SaaS companies and the investors behind them. Based in the San Francisco Bay Area, working with companies anywhere.
