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 CS.
• 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.
• Own Teak's revenue attribution model: classifying revenue accurately across New Logo, Newly Activated Client, Revenue Optimization Initiatives, and Existing Business.
• Identify and escalate pipeline gaps, stalled deals, or data anomalies before they become forecast surprises.
• 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, so leadership can see around corners and plan ahead rather than react to what has already happened.

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.

What We Offer

• Fully Remote Working Environment
• Competitive Salary and Equity Opportunities
• Unlimited Paid Time-off
• Two paid week-long office closures per year: Christmas Eve through New Year’s Day, and the Week of Fourth of July
• Medical, Dental, and Vision Benefits
• Anual Bonus Program
• 401k Matching
• $100/month for Event Ticket Purchase
• Twice annual company retreats in fantastic locations such as San Diego, Napa, Denver, Phoenix and Seattle
• Opportunity to play a defining role in Teak's next phase of growth.