Senior Manager, Pipeline and BDR Operations

The role

We are seeking an experienced and analytically driven Senior Manager, Pipeline & BDR Operations who will also partner closely with the Marketing organization on top-of-funnel performance. This role owns the end-to-end pipeline engine across all sources—Partners, BDR/SDR, Startup, and AE-sourced—and drives the operational strategy, process governance, and analytics that power predictable pipeline creation and progression.

The ideal candidate is a hands-on operator with strong quantitative skills, experience scaling BDR and top-of-funnel motions, and the ability to build reliable self-serve analytics.

You’re welcome to work remotely from Europe or the United States (East Coast preferred)

Your responsibilities will include:

Pipeline Management & Governance

• Own pipeline tracking, health assessment, and data integrity across all GTM sources: Partner-sourced, BDR-sourced, Startup/Program-sourced, and AE-sourced.
• Establish and maintain a unified pipeline framework with clear definitions, SLAs, and compliance processes.
• Drive weekly, monthly, and quarterly pipeline reviews with Sales and cross-functional leadership.
• Identify pipeline risks, gaps, and opportunities, providing actionable recommendations for GTM teams.

BDR and StartupOperations

• Serve as the operational partner for the BDR and Startup organizations, driving efficiency, productivity, and performance.
• Build and maintain robust reporting on KPIs including activity volumes, productivity metrics, capacity modeling, coverage rules, and attainment.
• Define and optimize workflows such as lead routing, sequencing, prioritization, and handoff processes to AEs.
• Partner with BDR and Startup leadership on territory design, capacity planning, headcount justification, and performance management.
• Develop dashboards and scorecards to provide real-time visibility into BDR effectiveness and pipeline contribution.
• Support onboarding and ongoing enablement with insights into performance drivers and best practices.

Marketing Collaboration & Top-of-Funnel Analytics

• Partner closely with Marketing Operations and Demand Gen teams to align on top-of-funnel metrics, definitions, and data standards.
• Build shared reporting for leads, MQLs, SQLs, handoff SLAs, conversion rates, and attribution across all inbound and program sources.
• Ensure seamless operational alignment between Marketing, BDR, and Sales on lead flow, scoring models, routing logic, and follow-up best practices.
• Provide insights that improve campaign performance, targeting strategy, and inbound pipeline creation.

Analytics, Reporting & Insights

• Build automated, self-serve dashboards that provide visibility into pipeline, pipeline generation source performance, and top-of-funnel health.
• Develop forecasting models across all pipeline sources, including coverage analysis, conversion modeling, velocity insights, and cohort analysis.
• Conduct deep-dive analyses to uncover trends, inefficiencies, and opportunities across the end-to-end funnel.
• Partner with GTM leadership to establish pipeline targets, capacity plans, and scenario-based models.

Operational Strategy & Process Optimization

• Improve and scale pipeline creation motions across Partnerships, BDR, Marketing, Startup Programs, and Sales.
• Collaborate with cross-functional Ops teams (Sales Ops, Marketing Ops, Partner Ops) to unify processes, improve data flow, and enhance tooling.
• Own the operational roadmap for pipeline processes, including automation, lead management, funnel tracking, and reporting enhancements.
• Translate business requirements into structured data, workflows, and visualizations.
• Support Sales Enablement and Partnerships with insights and reporting needed to improve productivity and conversion.

We expect you to have:

• 6–10+ years in Revenue Operations, Sales Operations, BDR Operations, Marketing Operations, or related analytics roles.
• Proven experience managing multi-source pipeline engines and supporting top-of-funnel motions.
• Hands-on operational experience with BDR organizations and inbound/outbound funnel dynamics.
• Advanced analytical skills with proficiency in SQL, Tableau or similar BI tools, CRM systems
• Strong understanding of SaaS GTM funnels, pipeline forecasting, attribution, and conversion modeling.
• Excellent communication and stakeholder management skills.
• Experience supporting distributed GTM teams across multiple time zones.

Key employee benefits in the US:

• Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
• 401(k) plan: Up to 4% company match with immediate vesting.
• Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
• Remote work reimbursement: Up to $85/month for mobile and internet.
• Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.

Compensation

We offer competitive US compensation packages between $180k and $275k OTE (On Target Earnings) + equity, based on experience. For EU-based candidates, salaries are aligned to the local market.