Kristina Valkanoff / Fractional CCO / COO

Packaged Engagements

Concrete builds with a defined finish line.

Post-sale built to run lean: more accounts covered per person and a lower cost to serve, without giving up retention or growth. Built from scratch and at scale across 7 venture-backed companies. Each engagement below is a scoped build with a defined outcome and timeline.

Build the retention and renewal motion

60 to 90 days

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 own

Stand up customer success from zero

90 days

Design 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 4,000 SMB customers at Webgility

Post-sale and revenue operations system

Scoped build

Build 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. Automation runs post-sale lean, increasing capacity per CSM by 50% with zero added headcount.

Proof: reset the post-sale operating model across a 40,000+ company base at Carta

Fractional GM / COO for the operating turn

Embedded

Own 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 profit

Hire and staff the post-sale organization

Embedded or project

Org design, leveling, and compensation, then the hiring itself: scorecards, sourcing, interviewing, closing, and onboarding leaders and ICs across CS, Support, Services, and revenue operations.

Proof: grew the CS organization 2x, at 2 different companies

The Record

Numbers from the seats, not the sidelines.

$49M to $93M

Scaled West ARR with 90%+ net retention and extended renewal terms from 1 year to 3.

Lithium Technologies

70% to 105%

Rebuilt the entire post-sale organization, taking net retention from 70% to 105% and positioning the company for acquisition by TIME.

Brandcast

Burn to profit

Ran the business as GM with full P&L and turned a $1.5M annual burn into approximately $1.5M in profit.

TIME Sites

The exit

Sourced and led an acquisition: sold TIME Sites to Vev, then ran US operations through integration.

TIME Sites → Vev

40,000+

Led the company-wide customer journey mapping and segmentation that reset the post-sale operating model across a 40,000+ company base.

Carta

0 to 4,000

Built the tech-touch customer success program from scratch, scaling to 4,000 SMB customers.

Webgility

New US entity

Stood up the US business end to end: entity, operations, and operating cadence.

Vev

$5M to $10M

Doubled ARR while scaling the post-sale organization.

MOVE Guides

Why Me

Built for the boardroom, biased to the build.

Operator first, not just advisory

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.

Investor-fluent

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.

Both sides of M&A

Sourced, sold, and integrated. Independently sourced and executed the sale of TIME Sites to Vev, then ran the business inside the acquirer through integration.

Operating leverage, not headcount

Automation built hands-on and applied directly to CS, ops, and reporting, so the post-sale motion scales through systems instead of hiring.

Engagements

Three ways to work together.

Retainer

Embedded fractional

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 filled

Project

Fixed-fee build

Scoped to a defined outcome and timeline, drawn from the packaged engagements above: a retention motion, a CS function, or a revenue operations system.

Best for: a specific, urgent gap ahead of a raise or renewal cycle

Advisory

Advisory and board

Lighter-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 counsel

Rate 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 Fractional CCO / COO

About

20 years inside the companies venture capital builds.

Kristina Valkanoff is a revenue and operations executive with 20+ years across enterprise software and venture-backed SaaS: IBM (formerly DemandTec), Lithium Technologies, Carta, Brandcast, TIME, Vev, MOVE Guides, and Webgility.

Her career covers the full post-sale business: implementation and services at enterprise scale, customer success and renewals through hypergrowth, revenue operations, and general management with full P&L ownership. As GM she led a turnaround, sourced and led the acquisition of her company herself, and owned the integration that followed.

She now takes on a small number of fractional CCO and COO engagements with venture-backed SaaS companies and the investors behind them. She is based in the San Francisco Bay Area and works with companies anywhere.