• 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. • 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. • 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.

• Design and own scalable enablement programs for Revenue leaders and frontline sellers, with an initial focus on leader enablement, sales methodology, and new hire onboarding. • Build a revenue-specific leader program that complements Affirm’s company-wide leader programming and strengthens coaching, inspection, manager effectiveness, and bench-building capabilities. • Define the strategy and operating model for a unified sales methodology program across Revenue, including how the methodology is translated into practical field behaviors and reinforced over time. • Partner closely with Sales leadership, frontline managers, Instructional Design, and Analytics to align on priorities, target behaviors, rollout plans, and success measures. • Create repeatable program structures, stakeholder rhythms, and governance to ensure programs are scalable, measurable, and consistently maintained over time. • Drive adoption and behavior change through strong change management, manager reinforcement, and in-workflow enablement rather than one-time training events. • Define and track program success metrics, including manager adoption, methodology adoption, behavior change, and field productivity, leveraging insights to continuously improve program effectiveness.

• Design and own scalable enablement programs for Revenue leaders and frontline sellers, with an initial focus on leader enablement, sales methodology, and new hire onboarding. • Build a revenue-specific leader program that complements Affirm’s company-wide leader programming and strengthens coaching, inspection, manager effectiveness, and bench-building capabilities. • Define the strategy and operating model for a unified sales methodology program across Revenue, including how the methodology is translated into practical field behaviors and reinforced over time. • Partner closely with Sales leadership, frontline managers, Instructional Design, and Analytics to align on priorities, target behaviors, rollout plans, and success measures. • Create repeatable program structures, stakeholder rhythms, and governance to ensure programs are scalable, measurable, and consistently maintained over time. • Drive adoption and behavior change through strong change management, manager reinforcement, and in-workflow enablement rather than one-time training events. • Define and track program success metrics, including manager adoption, methodology adoption, behavior change, and field productivity, leveraging insights to continuously improve program effectiveness.

• Own HubSpot end-to-end — lifecycle stages, deal structures, custom objects, attribution models, and integrations • Design and maintain the full GTM tech stack (HubSpot, Monday.com, Make, and connected Finance tools) as a coherent system, not a collection of tools • Build and enforce pipeline data standards so leadership can trust what they see in reports • Build dashboards and recurring reports that track performance against targets set by leadership — pipeline health, conversion rates, renewal risk, expansion signals • Work with Sales leadership to define lead attribution policies, deal ownership rules, and rules of engagement — then instrument them in HubSpot so they're enforced systematically • Identify manual, error-prone workflows and replace them with reliable automations (Make, HubSpot workflows, Monday.com) • Partner with Sales and CS leadership to design clean handoff processes — define what "done" looks like at every transition, document it, and build reporting to monitor execution