Starburst12 days ago
Sr Director, Pipeline Strategy & Analytics
Salary not specified
MARKET
15,667 ₽median for this role
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Boston
Responsibilities
- 01Own all pipeline metrics end to end, from lead and MQL through opportunity creation, conversion, and closed revenue, and establish the single source of truth leadership uses to run the business
- 02Define and drive the strategy to increase pipeline throughput and generate higher-quality pipeline, pinpointing the conversion bottlenecks and source-level quality signals that most affect revenue
- 03Own marketing budget tracking and ROI measurement, connecting spend by program and channel to sourced pipeline and closed-won revenue, and guide reallocation toward the highest-returning investments
- 04Build and maintain the reporting, dashboards, and attribution models that give Marketing, Sales, and Finance a shared, trusted view of pipeline health and marketing performance
- 05Serve as the organization's thought leader on marketing and go-to-market technology and AI, evaluating and introducing tools that improve pipeline generation, efficiency, and measurement
- 06Partner with Sales and Revenue Operations on funnel definitions, stage conversion, and forecasting inputs so pipeline data is consistent and reliable across the go-to-market motion
- 07Oversee the SDR technology stack and operating process, including sales-engagement and dialer tooling, lead routing and follow-up SLAs, and the workflows that drive SDR productivity and consistent, high-quality pipeline generation
- 08Translate complex go-to-market data into clear narratives and recommendations for senior leadership, including board- and executive-level reporting on pipeline and marketing ROI
- 09Own the accuracy of marketing and pipeline data across Salesforce, marketing automation, and adjacent RevOps systems, in partnership with Business Applications
- 10Lead, mentor, and develop a team responsible for pipeline analytics, marketing operations, and reporting, building a high-judgment, data-first operating model that scales with the business
Requirements
- 0110+ years of experience in marketing operations, revenue operations, pipeline analytics, or go-to-market strategy, including experience owning pipeline metrics and marketing ROI for a B2B SaaS business
- 02People management experience, with a track record of leading, mentoring, and developing a high-performing analytical team
- 03Deeply technical and analytical, with hands-on fluency in SQL, BI tools (Tableau, Looker, or similar), Salesforce, and marketing automation platforms (Marketo, HubSpot, or similar)
- 04Strong command of pipeline and funnel mechanics, multi-touch attribution, and marketing ROI measurement, with the judgment to separate signal from noise
- 05Demonstrated ability to increase pipeline throughput and quality through data-driven process, measurement, and cross-functional influence
- 06Working knowledge of the modern marketing and go-to-market technology landscape, including applied AI, and a track record of evaluating and adopting tools that improve efficiency and measurement
- 07Hands-on experience owning SDR and sales-engagement tooling and process (Outreach, Salesloft, or similar), lead routing, and the metrics that drive SDR productivity and pipeline generation
- 08Exceptional communication and stakeholder management skills, with the ability to influence senior leaders across Marketing, Sales, Finance, and Operations
- 09Preferred: experience with consumption-based business models, data modeling or engineering, and building analytics or reporting infrastructure from the ground up
- 10Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events
What we offer
- 01This role is based in our Boston office or open to US-based remote candidates
- 02All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering
- 03Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events