Director, Pipeline Development
$120,000–$140,000 year
RemoteUnited States
Job Summary
Define and execute the end-to-end US Pipeline strategy, optimizing performance across distinct account tiers to drive predictable revenue streams. Directly lead a 10-person function of Business Development Associates and a Concierge Manager, standardizing recruitment workflows and structuring a scalable "pod leader" architecture. Architect the Concierge function for high-cost, high-return Tier 1 and Tier 2 accounts while establishing strict partner-acquisition benchmarks. Bridge collaboration with New Business sales teams and champion AI-assisted workflows using LLMs to execute personalized outreach at scale. Partner with Finance and RevOps to audit commercial decisions, manage OTE budgets, and validate pipeline health against the $20M+ growth target. Manage the newly re-architected H2 compensation and variable quota plans aligned with Sales Accepted Opportunities.
Required Qualifications
- 8+ years of relevant experience in sales development, pipeline operations, or commercial business development management within a fast-growing B2B SaaS or MarTech ecosystem
- Deep familiarity with advanced incentive compensation modeling, commercial budgeting, and designing variable sales plans alongside Finance and RevOps partners
- Advanced knowledge of CRM and sales acceleration infrastructure (Salesforce, HubSpot, LinkedIn Sales Navigator, and project management platforms)
- Practical experience integrating generative AI tools (e.g., Gemini, Claude) into day-to-day data research, personalization, and prospecting sequences
- A strong executive presence capable of running structured professional evaluations, handling strict fiscal constraints without compromising team morale, and steering an organization through organizational changes and rapid scaling phases
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