About Teak
Teak is a fully remote embedded refund technology company serving the live events, participation sports, and hospitality verticals. We operate a B2B2C model, partnering with platforms and operators to deliver refund and protection solutions that drive revenue and improve the end-consumer experience. Teak runs on EOS and is in a period of focused, deliberate growth.
Role Overview
The Director of Revenue Operations is a critical hire for Teak as we scale our GTM motion across Sales and Customer Success. This role exists to ensure the right people are spending time on the right opportunities at the right moment, and that deals and expansions close efficiently once they get underway.
You will sit at the intersection of process, data, and deal execution. On one side, you will build the operational infrastructure that helps Sales and CSM teams prioritize intelligently, whether that means surfacing the best-fit targets, flagging at-risk partners, or ensuring the team is working a healthy mix of new logo and expansion activity. On the other side, you will own the deal process itself, actively shepherding opportunities from initial engagement through to signed agreement and removing friction wherever it slows things down.
This role reports to the VP, Customer Success, and will work closely with Sales leadership, the data function, and cross-functional stakeholders in Solutions, Finance, and Legal to keep the revenue process moving.
Key Responsibilities
Deal Execution & Friction Removal
- 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 Are Looking For
Required
- 5+ years in Revenue Operations, Sales Operations, or a closely related function at a B2B SaaS or technology company.
- Deep HubSpot expertise, including custom objects, workflows, deal pipelines, reporting, and integrations.
- Demonstrated experience owning or managing a deal process end-to-end, including cross-functional coordination to close.
- Strong analytical skills with the ability to build prioritization models and dashboards that drive decisions, not just look good.
- Proven ability to identify process friction and build durable fixes, not just workarounds.
- Excellent communication skills and the ability to hold cross-functional stakeholders accountable without direct authority.
- This is a remote position. Travel to team meetings is required as necessary.
Nice to Have
- Experience in embedded technology, payments, insurance, or adjacent B2B2C models.
- Familiarity with EOS (Entrepreneurial Operating System) or similar operating frameworks.
- Experience building partner health-scoring or account-prioritization models.
- Proficiency with BI tools such as Omni, Looker, Tableau, or similar.
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
- Annual 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 's next phase of growth.
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