Senior Director, Pipeline Strategy

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

📋 Description

• Take ownership of pipeline generation objectives and results across all segments.

• Establish the strategic direction for market segments, intent signals, and optimization trade-offs within the system.

• Conduct weekly performance evaluations focusing on fit, persona alignment, meeting cadences, and effectiveness.

• Collaborate with the Global VP of Sales Development to create and implement organization-wide SDR initiatives.

• Enhance inbound and intent systems, which include chat strategy, lead routing, intent data, and automated cadences.

• Provide regional and segment leaders with enablement materials and lead scoring models.

• Lead cross-functional governance to prioritize testing and phase out low-ROI channels.

• Supervise AI tool training and calibration tailored to the needs of managers and representatives.

• Transform top SDR strategies into playbooks for Account Executives to independently generate pipeline.

• Coordinate with Revenue Operations, Demand Generation, Product Marketing, Enablement, Sales, and Marketing teams.

• Report directly to the VP of Global Sales Development.

⛳️ Requirements

• Over 15 years of experience in leading Sales Development, Revenue Operations, or Pipeline Strategy in B2B SaaS or high-growth settings.

• Strong expertise in intent platforms (e.g., 6sense), SDR engagement technologies (e.g., Salesloft), conversational AI/chat tools, and CRM frameworks (Salesforce).

• Proven ability to leverage data—including account tiering, persona fit, and engagement metrics—to make strategic adjustments that enhance pipeline output.

• Outstanding communication skills with a knack for aligning SDR, Sales Leadership, and Marketing towards common objectives.

• Must be eligible for remote work within the United States, in areas where Smartsheet maintains a legal entity.

🏝️ Benefits

• Employer-subsidized medical, vision, and dental insurance for full-time employees.

• 401k Match to assist you in saving for the future (50% of your contribution up to the first 6% of your eligible salary).

• Monthly stipend to enhance your work and productivity.

• Flexible Time Away Program, along with Sick Time Off.

• Life insurance, short-term, and long-term disability plans sponsored by Smartsheet.

• 12 paid holidays each year.

• Up to 24 weeks of Parental Leave.

• A personal paid Volunteer Day.

• Opportunities for professional growth and development, including access to Udemy online courses.

• Company-funded perks, such as a counseling membership, local retail discounts, and your own personal Smartsheet account.

• Teleworking options available from any registered location in the U.S. (role specific).

• Competitive market-based incentive opportunities.