Growthisn't agamble.
Post-sale outcomes aren't luck. Matt Strelecki builds the team, the motion, and the operating system that turns B2B SaaS revenue from leaky to compounding, from first ARR to nine figures.
A decade running post-sale as VP and Head of Customer Success, from founder-led startups to a public company, across B2B SaaS, fintech, and mission-driven software.
Sales gets you in the door. I keep the customer and grow them.
That's where most of the revenue actually lives. I'm Matt Strelecki: a decade leading Customer Success, Implementation, and post-sale orgs across B2B SaaS, from founder-led startups to a public company. I've worked with teams across the US, New Zealand, and India. The job was the same everywhere: make revenue repeatable.
Post-sale isn't a cost center. It's your revenue engine.
Most of your revenue lives after the first sale. The motion to capture it usually never gets built.
Your CS team cares and works hard. They're just stuck reacting, with no system that turns effort into compounding revenue.
Onboarding, health, expansion, renewals: each is someone's job, but no one owns the engine that connects them.
You know the upside is there. You just don't have the time, or the operator in the seat, to go build it.
The board keeps asking about retention and expansion. You want to give them a number you can stand behind.
None of this means anything is broken with your team. It means the engine hasn't been built yet. That's fixable.
The work, by the numbers.
Production outcomes from a decade of running post-sale orgs. Every one of these has a story. Ask me on a call.
Sustained 120%+ NRR through hypergrowth at a publicly traded company, scaling from $15M to $129M ARR.
Annual volume across the customer base whose post-sales org I led. Ninety-plus people, Implementation through CSM.
Customers integrated post-acquisition without disruption. Cross-functional with Product, Sales, and Engineering.
Ran post-sale for B2B SaaS companies with 10,000 to 20,000+ customers, owning activation, time-to-value, expansion, and retention.
ARR in 18 months at Leadr as co-founding CCO. CS infrastructure contributed to a $10M Series A led by Bedrock.
At-risk ARR rescued in 6 months. AI sentiment analysis and predictive health scoring caught the risk early, and flat NRR turned into 105%+.
I rebuilt onboarding on the SaaS platform and cut average time-to-value from 80 days to 21, getting customers to first outcome 4× faster and beating quarterly activation targets 17 quarters in a row. And that's while we kept raising the bar for what counted as complete.
17 consecutive quarters over targetRetention is the floor.
Expansion is the work.
Customer health is a daily discipline, not a quarterly review.
Outcomes don't get assumed. They get named, measured, and reported back to the customer on a cadence they can feel.
Health scoring runs daily, not quarterly. Healthy accounts get an expansion play. At-risk accounts get a defense play. Both happen proactively, before the customer ever raises a flag.
The same operating model that delivers value is the one that compounds revenue. The post-sale engine is where the upside lives, not just where churn gets prevented.
AI should make the team faster before it ever talks to a customer. Clean data first, then assist, then automate. In that order, a team feels twice its size. Backwards, you read about it on G2.
Three steps. Then it's yours.
Most engagements start with an eight to twelve week diagnostic. From there, we either design and execute together, or you take the playbook and run it. Both are good outcomes.
Diagnose
Eight to twelve weeks. I get inside the post-sale org. Read the data, sit in the calls, talk to the CSMs and the customers. You get a written diagnosis with the leak, the cause, and what it costs you per quarter.
- NRR/GRR cohort breakdown
- Segmentation and coverage audit
- Health score and adoption review
- Onboarding and time-to-value
- AI & automation readiness
Design
The post-sale operating model: segmentation, motions, comp, headcount math, tooling, and the health signals that actually predict churn. Built for your stage and your customer, not a generic playbook.
- Org design and segmentation
- Motion library and play design
- Comp, capacity, and ratios
- AI-powered health & agent design
Execute
I sit in the seat with your team. Fractional CCO or embedded operator, four months to a year. Hire, fire, coach, ship. We measure NRR, GRR, expansion, and time-to-value every month. The team owns it when I leave.
- Fractional CCO leadership
- Hiring and team build-out
- Board and CRO partnership
- Quarterly NRR scorecard
How we can work together.
Engagement types
Fractional CS / CCO leadership
Multi-month retainer. I sit in the seat.
NRR diagnostic and turnaround
Eight to twelve week fixed-scope sprint.
Post-sale org design and segmentation
Project-based. Built for your stage.
Health monitoring and expansion playbooks
Project-based. AI-powered signal, expansion plays, and value-delivery cadences.
PE portfolio advisory
Board-level support across PE-backed SaaS portfolios.
Full-time CS leadership
Open to senior in-house roles for the right team.
Not afraid to get my hands dirty. The work gets done by people who'd rather build it than talk about it.
What direct reports, peers, and clients say.
Eleven recommendations from the people who’ve actually worked with me: direct reports, peers, and a client COO. Excerpts shown. Read them in full on LinkedIn →
Stop gambling on growth. Build the engine.
Hope, heroics, and a great quarter aren’t a strategy. They’re a bet you have to win again every ninety days. No pitch: email me the one number you can’t explain and I’ll tell you straight whether this is work I can help with. The dice never have to come up again.