Head of Pipeline Strategy

Responsibilities

• Own TAM/SAM profiling and signal identification, ensuring plays target the right accounts, personas, and buying signals, and tie directly to pipeline and ARR outcomes.
• Serve as the analytical backbone for GTM programs: track message efficacy, conversion rates, and rep performance to guide what changes.
• Measure program and campaign impact through rigorous reporting, using data to continuously refine plays rather than just report on them.
• Build and lead a Pipeline Generation program with Sales, Business Development, Marketing, and Product, delivering field assets against targeted use cases and verticals.
• Identify timely GTM campaign opportunities using data and market insight.
• Project manage cross-functionally to pull together what a strong pipeline program requires.
• Collaborate with SMEs to define new sales plays for emerging product areas, plus the supporting assets (decks, sequences, discovery questions, call scripts).

Requirements

• 7+ years in sales enablement, revenue operations, GTM engineering, marketing, or related roles, ideally with complex technical sales cycles.
• Think like an analyst first, comfortable owning TAM/SAM sizing, signal identification, and performance measurement, and use data to prove whether a play is actually working.
• Operated as a program manager, pulling together Sales, Marketing, and Product toward a shared goal.
• Expert with AI, data, and the GTM tech stack.
• Bachelor's degree in Business, Marketing, or related field preferred.

Compensation

• Base Compensation: $180,000 - $200,000 base, plus variable pay, stock options, and benefits.
• This role is eligible for a variable pay (based on goal achievement), stock options, as well as a comprehensive benefits package.