Senior Manager, Pipeline and BDR Operations

6–10+ years in Revenue Operations, Sales Operations, BDR Operations, Marketing Operations, or related analytics roles. Proven experience managing multi-source pipeline engines and supporting top-of-funnel motions. Hands-on operational experience with BDR organizations and inbound/outbound funnel dynamics. Advanced analytical skills with proficiency in SQL, Tableau or similar BI tools, CRM systems. Strong understanding of SaaS GTM funnels, pipeline forecasting, attribution, and conversion modeling. Excellent communication and stakeholder management skills. Experience supporting distributed GTM teams across multiple time zones.

Own pipeline tracking, health assessment, and data integrity across all GTM sources. Establish and maintain a unified pipeline framework with clear definitions and SLAs. Drive pipeline reviews with Sales and cross-functional leadership. Identify pipeline risks, gaps, and opportunities with actionable recommendations. Serve as operational partner for BDR and Startup organizations, driving efficiency and performance. Build and maintain robust reporting on BDR KPIs, activity volumes, and capacity. Define and optimize workflows for lead routing, sequencing, prioritization, and handoff. Partner with BDR and Startup leadership on territory design and capacity planning. Develop dashboards and scorecards for BDR effectiveness and pipeline contribution. Partner closely with Marketing Operations and Demand Gen teams to align on top-of-funnel metrics. Build shared reporting for leads, MQLs, SQLs, and conversion rates. Ensure seamless operational alignment between Marketing, BDR, and Sales on lead flow and scoring. Provide insights to improve campaign performance and targeting strategy. Build automated, self-serve dashboards for pipeline visibility and performance. Develop forecasting models across all pipeline sources. Conduct deep-dive analyses to uncover trends and inefficiencies across the funnel. Partner with GTM leadership to establish pipeline targets and scenario-based models. Improve and scale pipeline creation motions across Partnerships, BDR, Marketing, and Sales. Collaborate with cross-functional Ops teams to unify processes and enhance tooling. Own the operational roadmap for pipeline processes, including automation and reporting enhancements. Translate business requirements into structured data, workflows, and visualizations. Support Sales Enablement and Partnerships with insights and reporting.