Senior Director, Pipeline Strategy & Analytics

Responsibilities

• Own pipeline metrics end to end, from lead and MQL through opportunity creation, conversion, and closed revenue.
• Define and drive strategies to increase pipeline throughput and quality, identifying conversion bottlenecks and source-level quality signals.
• Own marketing budget tracking and ROI measurement, connecting program and channel spend to sourced pipeline and closed-won revenue.
• Build and maintain reporting, dashboards, and attribution models for Marketing, Sales, and Finance.
• Evaluate and introduce marketing and go-to-market technology, including applied AI tools, to improve pipeline generation, efficiency, and measurement.
• Partner with Sales and Revenue Operations on funnel definitions, stage conversion, and forecasting inputs.
• Oversee SDR technology and operating processes, including sales-engagement and dialer tooling, lead routing, follow-up SLAs, and SDR productivity workflows.
• Translate go-to-market data into recommendations and executive- and board-level reporting.
• Own marketing and pipeline data accuracy across Salesforce, marketing automation, and adjacent Revenue Operations systems.
• Lead, mentor, and develop a team responsible for pipeline analytics, marketing operations, and reporting.

Requirements

• 10+ years of experience in marketing operations, revenue operations, pipeline analytics, or go-to-market strategy, including ownership of pipeline metrics and marketing ROI for a B2B SaaS business.
• Experience managing, mentoring, and developing high-performing analytical teams.
• Hands-on fluency in SQL, BI tools such as Tableau or Looker, Salesforce, and marketing automation platforms such as Marketo or HubSpot.
• Strong command of pipeline and funnel mechanics, multi-touch attribution, and marketing ROI measurement.
• Demonstrated ability to improve pipeline throughput and quality through data-driven processes and cross-functional influence.
• Working knowledge of modern marketing and go-to-market technology, including applied AI.
• Experience owning SDR and sales-engagement tooling and processes, lead routing, and SDR productivity metrics.
• Exceptional communication and stakeholder-management skills across Marketing, Sales, Finance, and Operations.
• Ability to travel approximately 25% for onboarding, offsites, customer engagements, and company events.

Nice-to-haves

• Experience with consumption-based business models.
• Experience with data modeling or engineering.
• Experience building analytics or reporting infrastructure from the ground up.

Compensation & Benefits

• Salary range: $220,000–$260,000 USD, potentially inclusive of variable compensation such as commission or bonus.
• Equity packages through ISOs.
• Competitive benefits, flexible paid time off, and other Total Rewards offerings.