Responsibilities

• Optimize Pipeline Generation Programs
• Own the performance of Sonatype’s pipeline generation partners across regions, campaigns, and sales segments.
• Set clear weekly, monthly, and quarterly expectations for qualified meetings, opportunity creation, pipeline generation, follow-up speed, activity quality, and conversion rates.
• Run weekly performance reviews, campaign standups, goal setting and SLA tracking with pipeline generation partners and marketing counterparts.
• Hold sales and partners accountable to quotas, quality standards, messaging, follow-up expectations, and data hygiene requirements.
• Identify performance gaps quickly and drive corrective action through, process improvements, targeting changes, or partner escalation.
• Drive Inbound and Outbound Pipeline Generation
• Partner with Marketing and Sales to convert inbound demand into qualified pipeline through timely, personalized follow-up.
• Build and manage outbound programs targeting priority accounts, personas, buying groups, and use cases.
• Collaborate with Product Marketing, Field Marketing, Performance Marketing, Marketing Operations, and Sales to ensure pipeline generation programs are aligned to clear ICPs, relevant personas, compelling messaging, campaign priorities, and timely business triggers across inbound and outbound motions.

Requirements

• 5+ years of experience in B2B SaaS growth marketing, demand generation, revenue marketing, GTM operations, pipeline generation, sales development operations, or related revenue growth functions.
• Experience supporting pipeline generation, revenue programs, demand generation, sales development operations, GTM program management, and/or external pipeline generation partnerships.
• Strong understanding of pipeline generation across inbound follow-up, outbound prospecting, ABM, campaign follow-up, nurture, and sales handoff.
• Demonstrated ability to manage toward revenue outcomes, not just activity metrics.
• Experience partnering with Sales on account priorities, personas, outreach strategy, meeting qualification, and pipeline expectations.
• Strong analytical skills and comfort working with funnel metrics, conversion data, Salesforce reports, campaign performance, and pipeline attribution.
• Hands-on experience with GTM systems such as Salesforce, HubSpot, Gong, sales engagement platforms, enrichment tools, intent data, AI research tools, or outbound automation platforms.
• Track record of experimentation, iteration, and using data to improve conversion.
• Strong communication skills, including writing clear briefs, performance summaries, campaign instructions, and executive updates.
• High ownership mentality, strong operational discipline, and comfort holding internal and external teams accountable.

Nice to Have

• Experience in cybersecurity, developer tools, DevOps, infrastructure software, open source, software supply chain, or enterprise SaaS.
• Experience marketing or selling to security, application development, DevOps, platform engineering, or IT leadership personas.
• Experience managing global pipeline generation programs across North America, EMEA, and/or APAC.
• Experience building AI-assisted workflows for sales development, account research, lead scoring, outreach personalization, follow-up, or nurture.
• Familiarity with tools such as Outreach, Salesloft, Apollo, Clay, ZoomInfo, 6sense, Demandbase, Qualified, Chili Piper, Mutiny, Lavender, Regie.ai, ChatGPT, Perplexity, or similar GTM AI tools.
• Experience in high-growth or private equity-backed environments.

Benefits

• Company Wellness Week
• Paid Volunteer Time Off (VTO)
• Parental leave
• Diversity and inclusion working groups
• Flexible working practices
• Equal-opportunity employer statement
• Accommodations available on request