Senior Manager, Pipeline Operations

We're seeking an experienced leader to drive our Pipeline Operations team within Revenue Operations. In this role you will architect and scale our pipeline infrastructure, acting as the operational business partner for marketing, sales development, and product-led growth teams. This includes pipeline forecasting, marketing operations, funnel processes, reporting and planning and leading the individuals supporting marketing and SDR operations today.

This is a rare opportunity to design and run the pipeline and marketing operating model of a company doubling year over year. This is not a standard marketing ops position and it’s focused on core revenue processes that drive real growth.

What you will be doing:

Design and Implement pipeline process and systems

• Design and manage end-to-end pipeline architecture, including lead generation, routing, enrichment, scoring, and opportunity creation workflows
• Own the technical stack for pipeline operations: marketing automation, enrichment tools, analytics platform while partnering with peers to drive enhancements in the CRM
• Build and maintain lead routing logic and SLAs that ensures speed-to-lead
• Implement and iterate on lead scoring models that balance demographic, firmographic, and behavioral signals

Build reporting and insights to scale pipeline 2x

• Develop comprehensive attribution models that track marketing influence across the buyer journey and inform investment decisions
• Build executive-level dashboards and reporting infrastructure that provide visibility into pipeline health, conversion metrics, and forecasting
• Define and monitor key pipeline metrics (MQL→SQL conversion, velocity, win rates) and identify opportunities for improvement
• Partner with data/analytics teams to ensure data integrity and create scalable reporting solutions

Act as a strategic business partner to Marketing & SDR and PLG leadership

• Serve as the operational partner to the Head of Marketing, Head of Sales Development, and Head of Product-Led Growth
• Translate business requirements into operational processes and system configurations
• Lead pipeline planning, capacity modeling, and goal-setting processes across teams
• Drive alignment on definitions, SLAs, and handoff processes between marketing, SDR, and sales teams

Team management

• Recruit, onboard and develop a small team of analytical, systems builders with strong program management skills
• Take the team from 1 to a 3 within the first 12 months

What you bring with you:

• 8+ years in marketing operations, sales operations, or revenue operations roles, with at least 3 years managing teams
• Proven track record of scaling pipeline operations in high-growth environments
• Expertise with CRM platforms (Salesforce preferred), marketing automation, lead enrichment and experience with AI SDR tools
• Strong analytical skills with experience building attribution models, scoring frameworks, and pipeline reporting and planning
• Demonstrated ability to manage complex, multi-touch lead lifecycle processes across PLG and traditional marketing motions
• Excellent stakeholder management skills with ability to influence senior leaders
• You can communicate simply, clearly, and directly — especially with senior leaders.
• Strong project management capabilities; ability to manage multiple priorities and drive initiatives to completion

Bonus points:

• Experience in cybersecurity, IT, or AI markets.
• Experience supporting high-volume SDR orgs.
• Experience building attribution models.
• Experience implementing or scaling marketing analytics platforms.

Target Annual Compensation: $200k - $220k salary + equity

Applicants for this opportunity must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

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