Head of Pipeline Transformation – Engineering

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

📋 Description

• Develop and implement a tiered MQL model that prioritizes leads based on fit, intent, engagement, and readiness.

• Collaborate with Marketing Ops and RevOps to manage lead scoring, routing, follow-up SLAs, dispositioning, recycling, and funnel reporting.

• Design dashboards and operational cadences for monitoring lead flow, conversion rates, aging, leakage, and pipeline quality.

• Integrate AI into SDR workflows to enhance research, enrichment, personalization, sequence creation, prioritization, and lower-tier nurturing.

• Automate repetitive tasks, allowing SDRs to concentrate on prioritized accounts and MQLs.

• Assess and enhance the GTM technology stack.

• Establish a signal-based outbound strategy that contributes 20–30% of the pipeline.

• Align SDR efforts with ABM strategies, priority accounts, buying committees, events, and campaign follow-up activities.

• Test, measure, and adjust outbound capacity according to account priority, conversion rates, message efficacy, and pipeline contribution.

• Expand SDR playbooks into sales strategies for field sales and support AE-owned pipeline channels.

• Develop a closed-loop Marketing feedback system to assess lead quality, messaging effectiveness, campaign performance, conversion obstacles, and non-conversion analysis.

• Convert SDR insights into actionable recommendations for targeting, messaging, content development, nurturing, campaigns, and sales readiness.

• Guide the team’s transition into Marketing, establishing expectations for collaboration, AI proficiency, accountability, experimentation, and performance outcomes.

• Collaborate with sales enablement and sales operations to provide guided prospecting for field sales.

• Perform additional tasks as assigned.

⛳️ Requirements

• 5–8+ years of experience in B2B pipeline development, sales development, revenue marketing, or GTM operations.

• 2–3+ years of leadership experience in a people management role.

• Proven experience in transforming or rebuilding a pipeline development function.

• Hands-on expertise with AI and automation within a GTM framework.

• Capability to create workflows, assess tools, and train team members effectively.

• Strong knowledge of lead scoring, routing, SLAs, funnel governance, SDR performance metrics, and pipeline reporting.

• Experience in developing outbound or ABM strategies utilizing intent data, behavioral signals, account context, and personalized sequencing.

• Excellent cross-functional collaboration skills with Marketing, Sales, RevOps, Marketing Ops, Product Marketing, Demand Generation, Field Marketing, and ABM teams.

• Background checks conducted every three years or as required for individuals in this position.

🏝️ Benefits

• Healthy work/life balance.

• Floating holidays.

• Quarterly wellness day with no questions asked.

• Employee Resource Groups (ERGs).

• A diverse and inclusive workplace.

• Support for accommodations during the recruiting process.