AI-Native Operating Models
Turn NRR into a system: health scoring that actually predicts, escalation that actually works, and expansion motions your reps actually run with low administrative work.
REVENUE TEAMS · CONSULTING & SPEAKING
Post-sales teams rebuilt for an AI-driven market.
I help B2B SaaS leaders turn retention into a growth engine. We design the teams, playbooks, and AI-assisted motions that keep customers renewing, expanding, and advocating.
$50M+
Scale
EBITDA Maximization
Working with leadership teams at enterprise organizations on high-stakes post-sales strategy.
15+ yrs
Tenure
Cross-functional depth
Fifteen years across consulting, sales, and product — a rare lens for complex customer problems.
Global view
Reach
Worldwide operations
Built and led distributed teams across North America, EMEA, LATAM, and APAC.
Four places I make the biggest difference
Retention & Expansion Engines
Turn NRR into a system: health scoring that actually predicts, escalation that actually works, and expansion motions your CSMs actually run.
Team Building & Leadership
Hire, level, and grow global post-sales teams with career ladders and comp plans that reward outcomes instead of activity.
Change Management at Scale
Get customers through adoption of new products and new AI workflows without losing the humans in the middle of it.
Point of view
01
Good judgment drives outcomes while AI sweeps the floors.
Automation absorbs the busywork like notes, summaries, and first-draft plans. What's left is the part that always mattered: knowing a customer's strategy well enough to amplify it.
02
Post-sales is a revenue function.
Great post-sales teams multiply revenue. Renewals are table stakes; the path-bending opportunities live in proactivity - upsell, cross-sell, and extending product lines across an organization and its business unit(s).
03
Customers put their reputation on the line.
Someone inside that company bet on you. Design every touchpoint so that bet keeps paying off in a quantifiable way. Something that can be shared internally and in front of their boss.
“Steve is hands-down one of the most impressive people I've ever worked with.”
Speaking
Talks and workshops for post-sales, revenue, and product teams navigating the AI shift. Rest assured that they'll be practical, specific, and free of hype. Recent themes:
- What AI actually replaces in a post-sales org (and what it doesn't)
- Designing NRR-first coverage models
- Leading a post-sales org through a product platform shift
Free executive guide
The Guide to Winning Post Sales
The playbook that's been passed around revenue teams for years: lifecycle design, retention metrics, and the operating cadence behind them. An AI-era refresh is in the works; the fundamentals still hold.
Read the whitepaperPDF format · free · no email required
About me
I've created revenue and built relationships in some of the world's most complicated and competitive business environments.
Drawing from a background in management consulting, sales, and product, I bring a well-rounded perspective to messy problems. I've led global and domestic teams that exceed KPIs across upsells, renewals, retention, onboarding, adoption, and change management — and I've spent the last few years helping those teams figure out where AI genuinely helps.
At home: two kids who are far cooler than me and a wife who makes everything a little bit better.
Consulting engagement, speaking slot, or just a hard question?
Tell me what you're working on. You'll never end up on a marketing list.
steve@stevefreund.ioNew York, NY