Senior Manager, Pipeline Operations

Role Overview

• 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
• 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
• 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
• 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

Requirements

• 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

Tech Stack

• SQL

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off
• Professional development opportunities