Responsibilities

• Own the end-to-end pipeline operating system across all sources — publishing a Pipeline Health Diagnostic POV covering leakage points, days-in-stage, and coverage risk by source and stage, while managing recurring operational pipeline review meetings with SDR, Sales, and Marketing leadership.
• Create and manage the Demand Program calendar of blitzes and campaigns across sales, digital, SDRs, and partners — standing up remediation workstreams with clear owners to ensure successful delivery of programs and tracking due dates to closure in a completion dashboard.
• Own a single trusted pipeline and progression narrative that reconciles all sources — tracking pipeline program performance weekly, analyzing conversion rates, engagement signals, and pipeline creation, and presenting insights, risks, and next steps to senior stakeholders.
• Orchestrate execution of sales plays and cadences across Solution Marketing, Program Marketing, Field Marketing, SDR, Digital, PMM, and RevOps — coordinating account selection, audience targeting, and content localization to match program objectives across geos and segments.
• Leverage go-to-market sales plays informed by market insights, product strategy, vertical relevance, and competitive positioning — translating marketing themes into actionable sales engagement cadences and designing playbooks for pipeline acceleration across Stage 1–Stage 4 opportunities.
• Operate as a trusted advisor and innovative thought leader — mentoring and coaching team members, recommending optimizations to plays, content, cadence steps, segmentation, and routing, and contributing significantly to the overall growth and quality of the department.

Requirements

• Bachelor's degree or equivalent experience, with 10+ years of enterprise B2B SaaS experience across Demand Generation, Revenue Operations, or SDR functions.
• Proven leadership building cross-functional programs that scale across enterprise and global markets, with a strong operational mindset and hands-on experience with CRM, MAP, intent platforms, routing engines, and sales engagement tools.
• Expert in funnel diagnostics, cohort/velocity analysis, and attribution reconciliation — with the ability to convert data and insights into orchestrated actions, plays, and measurable outcomes.
• Excellent communicator with proven experience influencing senior stakeholders across Sales, SDR, Product, RevOps, and Marketing — with a demonstrated record of influencing without authority and turning data into executed solutions.
• Deep understanding of buyer journeys, pipeline stages, ABM, and opportunity management in complex B2B environments — with up to 30% travel required.

Preferred

• Hands-on experience with Salesforce, Marketo, Salesloft, ABM/intent platforms, PRM/partner objects, and BI tools to drive pipeline visibility and program execution.
• Experience designing and delivering sales-aligned engagement cadences via Salesloft and building playbooks for pipeline acceleration across key funnel stages.
• Proven ability to coordinate sales plays and call blitzes across SDR and Sales teams, tightly aligned to go-to-market priorities and vertical strategies.
• Experience owning the intake, prioritization, and scoping of new strategic demand initiatives — and aligning program calendars to revenue priorities across multiple stakeholders.
• Demonstrated ability to provide guidance, mentorship, and coaching to developing team members, with a genuine passion for building high-performing cross-functional teams.