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