# Senior Director, Pipeline Strategy & Analytics

**Company:** [Starburst](https://hotfix.jobs/companies/starburst)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $220k – $260k/yr
**Experience:** 10+ years
**Skills:** SQL, Tableau, Looker, Salesforce, Marketo, HubSpot, multi-touch attribution, marketing roi, pipeline analytics, Marketing Automation, sales engagement tooling, lead routing, Data Modeling, applied ai, Revenue Operations
**Posted:** 2026-08-11

> Leads pipeline strategy, analytics, attribution, and marketing ROI measurement while building the reporting infrastructure and operating processes that connect go-to-market investment to revenue. The role manages an analytical team and partners with Marketing, Sales, Finance, and Operations in a B2B SaaS environment.

## Job Description

## 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.

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