Sr Director - Pipeline Health & Governance

General Summary:

The Sr. Director of Pipeline Health & Governance will ensure the health, accuracy, and effectiveness of our revenue pipeline – diagnosing weaknesses, optimizing conversion, and driving stronger cross-functional alignment across go-to-market (GTM) teams to build a more predictable, efficient, and aligned revenue pipeline. This role serves as the connective tissue between Sales, Marketing, RevOps, Finance, and Data Analytics – ensuring that pipeline metrics, processes, and decisions are aligned to enable confident forecasting and scalable growth. While this role does not build or manage analytics, it requires the ability to dissect and interpret complex data, draw clear insights, and communicate findings effectively to senior executives in a way that drives strategic action. The ideal candidate will have a dynamic background in Revenue Operations, Sales Strategy, Marketing Operations, and data-driven decision-making.

Essential Duties and Responsibilities:

• Own the end-to-end health and governance of the company’s revenue pipeline, from opportunity creation through close.

• Diagnose and address weaknesses in pipeline performance – identifying coverage gaps, stage bottlenecks, and data integrity issues.

• Owns operational reviews of key pipeline metrics and deep dive into issues to address gaps working cross-functionally.

• Partner with GTM Analytics and leadership to implement a unified pipeline strategy, ensuring consistency in definitions, data quality, and stage management across GTM teams.

• Collaborate with GTM Analytics and Finance to align pipeline metrics, coverage models, and performance analysis with revenue targets and forecasting processes.

• Manage a pipeline governance framework – including quality standards, inspection cadences, and accountability mechanisms.

• Drive data quality adherence and governance, ensuring pipeline decisions are based on accurate and trusted information.

• Partner with the sales team or source pipeline owner to diagnose underperformance root causes and develop an action plan to remediate.

• Collaborate with Sales, GTM Systems, and RevOps to ensure data accuracy, attribution clarity, and seamless integration across platforms (Marketo, Salesforce, etc.).

• Serve as the connective tissue between Marketing performance and Sales outcomes – ensuring pipeline translates into closed-won deals.

Knowledge, Skills, and/or Abilities Required:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• 10+ years of experience in Revenue Operations, Sales Strategy, or GTM leadership within a B2B (preferably SaaS or technology) environment.

• Deep understanding of sales process design, pipeline management, and forecasting methodologies.

• Proven ability to interpret complex data, identify meaningful insights, and present findings clearly and persuasively to executive stakeholders.

• Strong analytical acumen and ability to collaborate closely with data and finance partners.

• Collaborative leadership style – thrives in cross-functional environments spanning Sales, Marketing, Post Sales, and RevOps

• Executive presence and communication skills – capable of influencing at all levels of the organization.

• Proficiency with CRM and GTM systems (e.g., Salesforce, Clari) and understanding of data integrity principles

• Bachelor’s degree in related field required; MBA or advanced degree preferred

Working Conditions:

• Remote/Hybrid Depending on Location

• 30-40% Travel