Our opportunity:

Reporting to the VP of Business Operations in the COO organization, the Sr Director of Pipeline Growth and Efficiency is the connective tissue across every revenue-generating team-Sales, Channel, SDR, and Marketing. You own the health of the pipeline engine end to end: diagnosing bottlenecks, running the operating cadences, and leading the interventions that make pipeline more predictable and efficient at every stage of the funnel.

This role wins through influence, not authority. You will not own these teams, but you will be accountable for the number they collectively produce-so the ability to drive outcomes across functions you don't control is the job.

What Success Looks Like (First 12 Months)

You will be measured on outcomes, not activity. In your first year you will:

• Hold pipeline coverage at or above target (e.g., 63;3x) every quarter, with a defensible forecast within B110% accuracy
• Improve at least two efficiency metrics (CAC, pipeline velocity, opportunity conversion, or LTV/CAC) with a measurable, sustained trend
• Effectively diagnose bottlenecks and align stakeholder and teams to resolve
• Drive the operating cadence (pipeline councils, forecast reviews, funnel inspections) that keeps every GTM team aligned to the AOP

Who you'll report to:

This role will report to the VP of Business Operations in the COO organization

Location:

Hybrid role with regular onsite workdays in our San Jose, CA office required.

You will make an impact by being responsible for:

Predictable pipeline and revenue

• Forecasting pipeline performance and present results-and the story behind them-to executive leadership
• Continuously improving efficiency metrics: CAC, pipeline velocity, opportunity creation and conversion, and ROI
• Partnering with Sales Ops, Channel Ops, and Marketing Ops to keep data quality, lead scoring, routing, and lifecycle processes healthy enough to trust
• Driving a culture of experimentation, testing, and continuous optimization

Cross-functional alignment

• Serving as the strategic partner tying together Sales, Channel, Marketing, Customer Success, and Finance, around one pipeline plan
• Defining and owning best-in-class measurement and attribution frameworks the whole GTM org runs on
• Aligning pipeline-generation efforts to go-to-market priorities and revenue targets, and help shape market expansion and segmentation

You will be a great fit if you have:

• Bachelor's degree in Marketing, Business, or a related field
• 10+ years in Revenue Operations, GTM Operations, or a closely related field, with a track record of building-not just running-a repeatable pipeline motion at scale
• Proven ability to drive outcomes across teams you don't own; executive presence and stakeholder management up to the C-suite
• Hands-on analytical rigor: fluency in forecasting methodology plus SQL and/or a BI tool (Tableau, Looker, or equivalent)-you can build the number, not just present it
• Deep fluency in the B2B SaaS GTM model, including pipeline management and partner ecosystems
• Hands-on experience with core GTM tooling (Salesforce, Clari, Marketo, ZoomInfo, or equivalents)
• An automation-first mindset: you actively use AI and automation to run the funnel smarter-fitting for Automation Anywhere-not just 22;willing to adopt22; it

You excel in these key competencies:

• Ability to drive accountability, alignment, and results across Sales, Marketing, SDR, Channel, Finance, and Customer Success teams without direct management responsibility
• Confidence and credibility to communicate pipeline performance, forecasts, risks, and recommendations to senior leaders and C-suite stakeholders while building trust and buy-in
• Strong partnership skills to unite multiple GTM functions around a shared pipeline strategy, common metrics, and revenue goals
• Ability to diagnose pipeline bottlenecks, identify root causes, evaluate tradeoffs, and lead teams toward practical, data-driven solutions
• Skill in leading organizational change, fostering a culture of experimentation and optimization, and helping teams adopt new processes, automation, and AI-driven ways of working

The base salary range for this position is $240,000 - $270,000 a year. The base salary ultimately offered is determined through a review of education, industry experience, training, knowledge, skills, abilities of the applicant in alignment with market data and other factors. This position is also eligible for a discretionary bonus, equity and a full range of medical and other benefits.

Ready to Revolutionize Work? Join Us.

This is an opportunity to work with a global, passionate team pioneering technology that's redefining the way people work, everywhere. Join us and discover the many ways that you can have an impact, achieve your potential, and go be great.

Job Segment OR Key Words: Business Operations, GTM, SaaS, Pipeline, Forecasting, AI, APA, Agentic Process Automation

#LI-JS1

Benefits and perks you'll appreciate:

• Flexible work schedule / remote roles
• Unlimited Personal Time Off
• 12 holidays off per year
• 4 days volunteer time off per year
• Eligible for 4 company Achievement days off per year
• Variety of health care and well-being benefits
• Paid family/parental leave
• We are a designated 22;Best Place to Work22; for 2 years in a row! Learn more here
• Newsweek27s Top 100 Most Loved Workplaces in America 2023 - Learn more here