About the JobThe Manager, Revenue Operations, Pipeline owns the top-of-funnel motion from a RevOps perspective. Pipeline generation lives across multiple teams (Marketing, SDR, BD), and the breakpoints between them are where leads get dropped, motion slows down, and pipeline leaks out. We're looking for someone who will be the connective glue across those teams - operating with a "no lead left behind" mindset and a deep intolerance for the inefficiencies that quietly cost us pipeline.
This is the operational counterpart to pipe generation. You won't be carrying a number, but you will be responsible for making sure the motion works - that the right leads get to the right reps at the right time, that we know what's working and what isn't, and that we're always finding the next point of leverage. You'll also have real room to push the boundaries of what's possible with AI - automating the manual work, surfacing insights faster, and reimagining how a modern top-of-funnel motion should run.
This is a high-impact IC role for someone who combines deep funnel expertise, strong analytical instincts, and a builder's mindset.
What You'll OwnTop-of-Funnel Strategy & Partnership- Serve as the primary RevOps business partner for Marketing; partner closely with pipeline-generating teams (SDR, BD) on top-of-funnel execution from lead through qualified handoff
- Operate as the connective glue across teams - owning the handoffs, closing the gaps, and ensuring no lead gets dropped
- Work with leadership to ensure they have the visibility, tooling, and operating mechanics needed to manage their teams effectively
- Partner with Marketing on channel ROI, attribution definitions, and demand-to-pipe conversion
Pipeline Definitions, Reporting & Run-the-Business- Own top-of-funnel stage and status definitions, ensuring consistency and integrity across the funnel
- Build and maintain run-the-business reporting for TOFU - goals, performance against goals, and the dashboards leaders rely on day-to-day
- Own inbound SLAs and tracking; hold the organization accountable to response and follow-up standards
Insights, Optimization & AI- Dig into the data to understand what's working and what's not across sources, segments, and motions; translate findings into clear recommendations
- Develop a deep understanding of the business and the core metrics that matter; drive insights that shape how we invest in pipeline generation
- Leverage AI to automate manual work, accelerate insights, and reimagine how the top-of-funnel motion operates - from lead routing and enrichment to research and reporting
- Identify creative new ways to support pipeline creation and partner cross-functionally to execute
What You Bring- 5+ years in sales operations, marketing operations, or revenue operations supporting a B2B SaaS organization, with direct experience owning top-of-funnel
- Deep expertise in pipeline generation across inbound, outbound, and channel - including the operational mechanics, SLAs, and reporting that make each motion work
- Strong analytical skills; comfortable building reporting from scratch and turning data into narrative
- Salesforce expertise as a business user; experience with marketing automation platforms (Marketo, HubSpot, etc.); BI tools (Looker, Tableau, Sigma) a plus
- A builder's orientation toward AI - actively experimenting with how AI can improve the motion, not waiting for someone else to figure it out
- Strong communication skills; able to operate as a credible partner to Marketing, SDR, and BD leaders
- High ownership and judgment; drives initiatives end-to-end from concept to live to measurable results
Compensation- Raleigh: $120,000.00 - $150,000.00 base salary + annual bonus opportunity
- LA/SF: $126,000.00 - $158,000.00 base salary + annual bonus opportunity
- Toronto: 107,000.00 - 134,000.00 CAD base salary + annual bonus opportunity
What we offer:- Generous equity grant, become an owner in our company!
- A comprehensive benefits package
- Flexible PTO and hybrid work schedules
- One-time work-from-home allowance
- Hubs in Los Angeles, San Francisco, Toronto, and Raleigh with hybrid work schedules and lunch provided for in-office days
- Company events and team-building activities, both in-person and virtual
- Fast-paced, collaborative, and dynamic work environment
- Opportunities for growth and career advancement
- Chance to work with cutting-edge technology and innovative solutions
- The chance to get in on the ground floor and build something truly groundbreaking for ourselves and our amazing customers
We welcome applicants from across the U.S. where we are registered to do business and able to support employment. Currently, this excludes the following states: Alaska, Hawaii, Kentucky, Mississippi, Nebraska, New Mexico, North Dakota, Rhode Island, South Dakota, West Virginia, and Wyoming. This list is based solely on operational and compliance considerations and is reviewed from time to time as our footprint grows.
