Director, Pipeline Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement the comprehensive US Pipeline strategy across different account tiers.

• Allocate and adjust the Total Addressable Market among Business Development Associates (BDAs) and Senior BDAs.

• Oversee and expand compensation and variable quota plans that align with Sales Accepted Opportunities and Gross Revenue objectives.

• Lead and mentor a team of 10, including BDAs, Senior BDAs, a Pipeline Creation Manager, and a Concierge Manager.

• Standardize processes for recruitment, interviewing, onboarding, behavioral assessment, and training workflows.

• Create a scalable pod-leader structure to enhance team output, performance monitoring, and career development.

• Design and manage the Concierge function for strategic Tier 1 and Tier 2 accounts.

• Set performance benchmarks for partner programs and establish acquisition targets for partners.

• Revive relationships with external advisors and manage partner networks to enhance introductions and lead-to-close conversion rates.

• Coordinate efforts between Pipeline and New Business sales teams for smooth transitions from SQL/SAO stages to Closed-Won revenue.

• Advocate for AI-enhanced workflows utilizing Large Language Models (LLMs) and predictive research agents for tailored outreach.

• Collaborate with Finance and RevOps to review commercial decisions, oversee OTE budgets, and ensure pipeline health aligns with growth objectives.

⛳️ Requirements

• Over 8 years of relevant experience in sales development, pipeline operations, or commercial business development management.

• Background in a rapidly expanding B2B SaaS or MarTech environment.

• Extensive knowledge of incentive compensation modeling, commercial budgeting, and the design of variable sales plans.

• Proficiency in Salesforce, HubSpot, LinkedIn Sales Navigator, and various project management tools.

• Hands-on experience with integrating generative AI tools such as Gemini and Claude for research, personalization, and prospecting.

• Strong executive presence with the capability to conduct structured professional evaluations.

• Competence in managing strict financial constraints while fostering team morale.

• Skill in guiding an organization through periods of transition and rapid growth.

🏝️ Benefits

• Variable incentives in addition to the base salary.

• Compensation packages take into account skill set, depth of experience, relevant certifications, and geographical work location.