Our story
One operator per engine.A Kollective behind each one.
We met while each of us was working full-time, building and growing someone else’s company. We wanted to help more than one business at a time, so we went fractional, and we did it together because we had already seen each other work. You work with one of us at a time. The rest of us still keep an eye on how your account is doing and ask what else would help.
Business Development & Growth
Kateryna Keretsman
Business Development and Sales Leader
We help SaaS founders when the company has outgrown founder-led sales but the GTM engine hasn't caught up — building the predictable pipeline-generation machine, enterprise motion, and expansion strategy needed to scale revenue.
What We Do
Build the pipeline and expansion engine, from scratch to scale
We step in when the next stage of growth requires a GTM and sales motion the company has not built yet. We diagnose the gaps across talent, process and revenue performance, then build the strategy, operating model and execution plan needed to hit the numbers, while enabling the team to run it independently.
From early growth stage companies to $100M+ businesses, we've designed and built the GTM engines that support the next phase of revenue growth. We've led teams of up to 40 people across 7 global regions, driven US expansion, and grown outbound from zero to half of total pipeline alongside strong inbound and partnership motions. We connect pipeline generation with the sales conversion motion needed to turn opportunities into closed revenue, creating a system the team can own and scale independently.
Where We Can Help
Expertise, industries, and stack
My Experience
Where the work actually happened
Socialbakers, exited to Emplifi
Account Executive → Head of Global Business Development
Scope: Led the global Business Development function from Prague HQ, reporting to the CRO and supporting 10 commercial regions, with 12+ Business Development Representatives responsible for global pipeline coverage.
Head of Business Development → VP of Global Business Development
Scope: Built and led the global Business Development organisation from scratch, including managers and individual contributors, with responsibility for full pipeline generation and expansion globally and across market industries.
Business Development & Sales
Scope: Embedded with the leadership and sales team to build the outbound engine, create a repeatable pipeline motion, strengthen sales execution, expand into new geographies and unlock more revenue from the existing customer base.
GTM & Business Development · PLG to PLS · Sales-Led Growth
Scope: Working with the leadership team to build outbound pipeline from scratch, strengthen the enterprise GTM motion and layer sales on top of PLG. The focus is on moving upmarket, increasing ACV, improving conversion and creating a more repeatable path from product usage to enterprise revenue.
GTM & Market Expansion Advisory
Scope: Supporting the leadership team with early market research, expansion decisions and defining the right PLG versus PLS motion for the next stage of growth.
What Founders Ask Us
The questions that start most conversations
"Pipeline comes in waves. We can’t build a revenue engine on that."
A pipeline engine with defined inputs and tracked conversions. At Rossum, quarterly pipeline went from under $1M to $15M+.
"All our revenue is inbound or the founder’s network."
Outbound built as an engine, not a campaign. At Rossum, it grew to about half of total pipeline.
"We need to grow, but we’re not sure who to hire next."
A team design and hiring plan for the next stage. At Rossum, the BD organisation grew from 3 to 30+ people.
"We want bigger deals. We need to break into enterprise."
An enterprise motion with larger accounts and a stronger reason to change. At Meilisearch, sales layered on top of PLG to raise ACV.
"Our pipeline targets keep slipping."
One BD function with clear coverage per region. At Socialbakers, the team delivered 112% of global pipeline target across 10 regions.
Ready to work with Kateryna’s team?
Let's talk about the GTM and pipeline engine your growth stage actually needs.
Growth · Self-serve & Sales-assisted
Kirill Turin
Growth & GTM Operator
We improve self-serve and sales-assisted revenue by finding and fixing one friction at a time.
What We Do
More revenue from the users you already have
We work with B2B SaaS founders on both ways their product earns: self-serve, where users sign up and pay on their own, and sales-assisted, where a rep turns product usage into a larger contract. We trace revenue back to the single friction holding it and fix that first. It can sit in the product, the go-to-market strategy, or the way the team runs; most often it’s onboarding, activation or monetization.
That’s how we built Apify’s product-led sales motion from zero, launched Oracle NetSuite across ECEMEA, and helped more than ten startups grow.
Where We Can Help
Expertise, industries, and stack
Our Experience
Where the work actually happened
Growth Lead / Head of Customer Success
Built the product-led sales motion from zero; it now brings in 5x the revenue of inbound sales. Also runs customer success, support and RevOps.
View highlights
"Thousands of self-serve users, no contracts."
Usage signals now route the right accounts to sales.
"Support cost climbs with every customer."
Human-plus-AI support that holds cost flat as the base grows.
Territory Manager, ECEMEA
Launched NetSuite in ECEMEA from zero and finished FY20 as the top performer of a 50-rep team.
View highlights
"New region, no pipeline."
Zero to 11x year-on-year, #1 of 50 reps.
"The team sells on instinct."
A playbook the whole team then ran on.
Growth Product Manager (CX & CS)
A new product. Rebuilt onboarding and activation, and the handoff from sales to customer success.
View highlights
"Sales-to-CS handoff is chaos."
One day.
Schemathesis
Head of Growth & Product
Set the positioning and go-to-market for an open-source API testing tool. Built the path from free open-source use to paid plans.
Kirill is a pragmatic professional who actively chooses to verify all business decisions with real-world feedback. For an engineer like me, his vision and skill set were strictly complementary.
Head of Growth
Ran the first go-to-market and got 1,000 users onto the prelaunch waiting list. Pushed for the product pivot and was the point of contact and presenter for every investor.
I partnered up with Kirill to cover all general business-related tasks in our startup and define our go-to-market strategy. He exceeded all expectations. He started with customer discovery, continued with customer development and then with sales and marketing activities.
GTM Advisor
Launched their EU go-to-market from scratch: ICP, positioning, messaging and cold outreach. Helped generate $1M in pipeline in four months.
GTM Advisor
A short engagement: defined the ICP, positioning and messaging, and ran the first cold outreach. Opened several large opportunities.
What Founders Ask Us
The questions that start most conversations
"Nobody can say in one sentence why customers pick us."
Positioning and messaging rebuilt from why customers actually buy. At Palark, new positioning for the EU launch helped generate $1M in pipeline in four months.
"People sign up, click around, and leave."
A first session built around one moment of value. At Time is Ltd., onboarding went from three months to one week.
"We keep users for a month. Then the curve drops and never comes back up."
Find the week users decide to leave, and build what brings them back. At Apify, across a large self-serve developer base.
"Thousands of users. None of it turns into contracts."
Usage decides the route: self-serve with sales assisting, or sales-led with the product assisting. At Apify, usage signals now send the right accounts to sales.
"Everyone owns growth, so nobody does."
One number, one owner, and the reporting to see it move every week. At Apify, growth, customer success, support and RevOps run under one owner.
What People Say
From people Kirill worked with
Kirill has also helped us with product development by bringing more systematicity to gathering clients' feedback and requirements, always thinking first and foremost about what users need.
Starting from scratch, he built a strong business by developing long-term, trusted relationships with customers and partners. He started a number of initiatives that were later rolled out to other territories.
Frameworks such as "Riskiest assumption model" and "4 Forces Model" have helped me a lot to further my understanding of our business.
Kirill’s ability to handle multiple projects and deals was unlike any I’ve seen, and it dramatically increased our team’s productivity.
Ready to work with Kirill’s team?
Tell us where revenue is stuck. We’ll tell you which friction to fix first.
Customer Success & Revenue Leadership
Katharina Lisogorova
Customer Success Leader
We help SaaS founders and leadership teams build post-sales organizations that protect and grow revenue — from first CS hire to global scale.
What We Do
Building the post-sales engine, end to end
We partner with SaaS founders, CEOs, and executive teams to build post-sales functions that drive measurable revenue growth. Whether it's designing a CS org from scratch, recovering NRR after a merger, or scaling internationally, we bring operational rigor, data-driven frameworks, and hands-on leadership experience to get results fast.
Our work spans the full post-sales lifecycle: onboarding and time-to-value, health scoring and churn prevention, expansion programs, team design, and AI-powered workflow automation. We've led these motions at companies from €4.8M to $120M+ ARR — and know what works at each stage.
Where We Can Help
Expertise, industries, and stack
My Experience
Where the work actually happened
VP Customer Success
Scope: Led CS & Support for a €4.8M ARR, 2,000-customer portfolio — 15 FTEs, reporting to the CEO.
Global Director, Net Revenue Retention
Scope: Owned NRR for a €20M ARR, ~12,000-customer portfolio — 32 FTEs, reporting to the CRO.
Account Manager → Director, CS Excellence & Ops
Grew from individual contributor to Director, leading global Customer Success through Emplifi's unicorn exit.
Engagement details to follow
Fractional / embedded leadership engagement — added on confirmation.
Engagement details to follow
Fractional / embedded leadership engagement — added on confirmation.
Engagement details to follow
Strategic advisory engagement — added on confirmation.
Engagement details to follow
Strategic advisory engagement — added on confirmation.
What Founders Ask Us
The questions that start most conversations
"Our retention numbers are killing our next fundraise."
Risk segmentation and expansion playbooks rebuilt from the ground up. At Whatagraph, NRR went from 65% to 86% in 12 months.
"We have a CS team, but no system. Everything is reactive."
Health scoring and forecasting that show risk before it turns into churn. At Yousign, built from scratch for a 12,000-customer base.
"Sales and CS don’t talk, and we leave expansion revenue on the table."
Joint upsell and cross-sell plays between the two teams. At Emplifi, expansion revenue grew 18% in six months.
"We just merged, and I’m afraid we lose customers in the chaos."
One CS process, system and data set across the merged companies. At Emplifi, through its unicorn acquisition.
"My CS team is busy, but not productive."
The team organised around company goals instead of tickets. At Whatagraph, productivity rose 40% with no new hires.
Ready to work with Katharina’s team?
Let's talk about your post-sales organization — from first CS hire to global scale.
Hiring · RevOps · Specialists
Kollective
The team behind each operator
None of our strategies work without a strong team and a system that runs it. We are not here to replace your team. We are here to enable it, and to help build it where it is missing.
What We Do
The team and the machine behind the strategy
Hiring. We help you hire the people the strategy needs, and can act as your hiring managers to form the team that delivers it: which skills, how senior, how technical.
RevOps. We make sure the machine works in your CRM, or whatever system you run, so the process the team agreed on is the process the data shows.
And more. When the work needs a specialist none of us is, we bring in someone we have worked with.
How It Works
One face per customer.Never one person behind it.
You work with one operator, the one who owns the part of the engine that is in your way. The other partners know your account too. We review the health of every client together, and when the next problem sits in someone else’s part of the engine, they step in.
Not sure whose part of the engine it is?
Tell us the number you’re trying to move. We’ll tell you which of us should take it.