Director Pipeline Excellence

You will lead end-to-end pipeline strategy, multi-quarter target setting, capacity planning, and channel and program mix decisions across go-to-market motions. You will run and improve the 13-week Revenue Operating Cadence, including pipeline reviews, councils, sales plays, and executive updates. You will establish global standards for pipeline definitions, qualification, handoffs, routing, stages, taxonomy, and hygiene. You will deliver dashboards, funnel diagnostics, and recommendations that improve data quality, forecast accuracy, pipeline conversion, velocity, and revenue outcomes.

Responsibilities

• Lead end-to-end pipeline growth strategy and multi-quarter target setting across regions, segments, and routes to market
• Translate revenue and coverage goals into pipeline targets, capacity plans, and channel and program mix
• Design, run, and improve the 13-week Revenue Operating Cadence
• Own pipeline generation programs, codified sales plays, and pipeline generation days
• Define and enforce global pipeline operating standards across the funnel
• Build and maintain pipeline taxonomy and a shared metrics glossary
• Establish pipeline hygiene standards and checkpoints
• Deliver pipeline analytics, dashboards, funnel diagnostics, and investment recommendations

Requirements

• Deep experience in revenue operations, sales operations, marketing operations, or go-to-market strategy and operations roles
• Significant ownership of pipeline and funnel management in B2B SaaS
• Experience influencing cross-functional organizations across sales, marketing, customer success, finance, and analytics
• Director-level leadership experience managing, mentoring, and developing operations and analytics teams
• Understanding of end-to-end go-to-market funnels and pipeline performance metrics
• Analytical and communication skills for turning data into recommendations and decision support
• Experience designing operating cadences and governance for pipeline performance
• Experience defining and driving adoption of standardized processes and data definitions
• Ability to work autonomously and asynchronously in a fully remote environment
• Familiarity with CRM and BI tools, including Salesforce, Looker, or Tableau

Benefits

• Health, financial, and well-being benefits
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity compensation
• Employee Stock Purchase Plan
• Parental Leave