Director, Revenue Operations

Key Responsibilities

• Own the deal process from active opportunity through signed agreement, ensuring each stage has clear owners, entry/exit criteria, and expected timelines
• Act as the operational coordinator on in-flight deals, aligning Sales, Solutions, Legal, and Finance to ensure our process is followed, resolve blockers, and maintain deal momentum
• Identify recurring sources of friction in the deal cycle and build durable fixes, whether process changes, templates, playbooks, or system improvements
• Establish clear activity standards across Sales and CSM and monitor adherence, flagging gaps before they become problems

GTM System Ownership

• Own HubSpot as Teak's system of record: data integrity, field definitions, pipeline stage logic, and user governance across Sales, Solutions, and CSP
• Partner with Sales, Solutions, and CS leads to enforce CRM hygiene standards and ensure deal data is consistently captured and usable downstream
• Serve as the internal admin for HubSpot workflows, automations, and integrations as the GTM stack evolves
• Maintain accurate deal stage hygiene in HubSpot and ensure the pipeline reflects reality at all times
• Evaluate and flag gaps or redundancies in the broader GTM tech stack (sequencing tools, enrichment, BI integrations, CPQ, CLM) in partnership with leadership

Forecasting & Pipeline Management

• Own the mechanics of the forecast process: weekly pipeline reviews, coverage analysis, stage progression tracking, and deal-level inspection cadences
• Work with Finance over time to calibrate estimates that relate to financial deal forecasts to ensure a shared utility for all parties
• Build and own a forward-looking planning model: the data foundation that turns pipeline, historical conversion, and capacity into reliable projections, scenario plans, and what-if analysis

Revenue Data & Reporting Infrastructure

• Partner with the data team to build and maintain the core GTM reporting layer: pipeline health, attach rate, win/loss, and partner performance dashboards used by Sales, Solutions, CS, Finance, and leadership
• Define the operational data model that sits beneath analytics to ensure clean, consistent inputs so the data team can work from reliable source data
• Establish reporting cadences and standard metrics definitions in partnership with Finance and the data team to enable cross-functional metrics alignment

Go-To-Market Process Design & Management

• Define and maintain the rules of engagement between Sales, Solutions, and CS, including handoff criteria, escalation paths, and coverage model
• Own the stage-gate definitions and entry/exit criteria across the full partner lifecycle, from the first meeting through the ongoing partnership
• Serve as the internal process authority when cross-functional disagreements arise about how deals or accounts should be handled