Christian Teuscher
VP, Revenue Operations @Cockroach Labs
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WORK HISTORY
VP, Revenue Operations @Cockroach Labs
Global Revenue Operations leader responsible for the enterprise GTM operating model, revenue planning and forecasting, commercial governance, and systems architecture for a rapidly scaling SaaS organization. Strategic partner to the CRO and executive leadership team; lead author of recurring revenue updates and performance reporting to the Board. During my tenure, we executed a strategic reset of the GTM motion, shifting the company from low, flattish growth to sustained high double-digit expansion. ARR more than doubled, forecast accuracy improved to consistent single-digit variance, and gross and net retention reached industry-leading levels.• Led redesign of revenue strategy, segmentation and coverage aligned to ICP, market potential and capacity planning, materially improving seller productivity, pipeline quality and strategic account focus• Rebuilt core revenue processes, from sales process, pipeline management and forecasting to quote-to-cash, while modernizing Salesforce and the GTM tech stack to establish a scalable, data-driven operating backbone and disciplined operating cadence • Led end-to-end annual GTM planning across Sales, Customer Success, Marketing, Product and Finance, aligning growth objectives with capacity, territory design, quota, compensation plans, budgets and demand generation• Established and scaled a global Deal Desk function to balance growth with commercial and pricing discipline, reducing margin leakage and risk while accelerating complex enterprise transactions• Built enterprise performance management and AI-enabled revenue intelligence, strengthening executive visibility into pipeline health, productivity and forecast risk to support data-driven decision-making• Restructured and elevated the global RevOps function, shifting from reactive support to proactive strategic partnership, significantly improving stakeholder satisfaction and executive confidence
EDUCATION
RPTU Kaiserslautern-Landau
Master of Science - MS, Computer Science
Wake Forest University
Master of Business Administration - MBA
SKILLS
ABOUT CHRISTIAN TEUSCHER
I design and scale go-to-market operating models that turn strategy into disciplined commercial execution and enable enterprise SaaS companies to grow predictably.As a global Revenue Operations executive with 20+years of experience spanning strategy, operations, and product, I partner with CROs, CEOs, CFOs, product leaders and Boards to architect and operationalize the commercial engine that drives scalable growth. My career bridges operational transformation and strategy leadership roles across both high-growth SaaS companies and large public enterprises (including Anaplan, HPE, Cockroach Labs, Redis, and IBM), enabling me to align business strategy, market positioning, and revenue execution into a cohesive operating model. Most recently at Cockroach Labs, I helped overhaul the GTM motion to reaccelerate growth, resulting in ARR more than doubling, while strengthening cross-functional alignment and operating rigor across Sales, Customer Success, Marketing, Product and Finance.I combine strategic rigor with hands-on execution, building RevOps organizations that embed advanced analytics and AI-enabled processes and operating rhythms into daily execution, creating the commercial backbone required to scale global SaaS businesses and drive productivity. My experience spans the breadth of Revenue Operations as well as various business models, including subscription, consumption and usage-based models.Core Areas of Expertise:• Enterprise GTM Operating Model Design • Revenue Operations & GTM Strategy • Forecasting & Revenue Predictability • Segmentation & Coverage, Territory & Quota Design • Quote-to-Cash & Deal Desk & Pricing Governance • Salesforce & GTM Tech Stack Architecture • Compensation Design • Revenue Intelligence & Pipeline Analytics • Renewals, Retention & Customer Lifecycle • Cross-functional Operating Rhythm • M&A and Post-Merger Integration • Board Reporting
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