Sr. Director, Pipeline Strategy
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What you'll do
- Own pipeline generation targets and outcomes across all segments
- Set strategic direction on which market segments, intent signals, and tradeoffs the system optimizes for
- Run weekly performance reviews (fit, persona alignment, cadences, meeting efficacy) to drive data-backed adjustments
- Partner with the Global VP of Sales Development to design and launch org-wide SDR initiatives
- Optimize inbound/intent systems — chat strategy, lead routing, intent data, automated cadences
- Keep regional/segment leaders equipped with enablement content and lead scoring models
- Chair cross-functional governance to prioritize tests and cut low-ROI channels
- Oversee AI tool training/calibration to match manager and rep needs
- Identify top SDR strategies and operationalize them into playbooks AEs can use to self-source pipeline
- Align end-to-end with Revenue Operations, Demand Gen, Product Marketing, Enablement, Sales, and Marketing
What they're looking for
- 15+ years leading Sales Development, Revenue Operations, or Pipeline Strategy in B2B SaaS or high-growth environments
- Deep fluency with intent platforms (e.g., 6sense), SDR engagement tech (e.g., Salesloft), conversational AI/chat tools, and CRM architecture (Salesforce)
- A track record of using data — account tiering, persona fit, engagement metrics — to make strategic pivots that grow pipeline output
- Exceptional communication skills and a proven ability to align SDR, Sales Leadership, and Marketing around shared goals
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day.
At Smartsheet, we believe that growth starts with pipeline. We're building a pipeline engine that scales, and we're looking for an experienced leader to own the strategy that powers it. As the Senior Director of Pipeline Strategy, you will serve as the strategic force behind our pipeline generation machine, setting the direction that determines how we source, accelerate, and convert opportunities across the business.
In this role, you will be accountable for pipeline outcomes, not just operational uptime. You will own the direction-setting, system calibration, and growth strategy that fuel pipeline, with responsibility for the coverage and quality of sourced pipeline that feeds our global sales targets. This includes directing the strategy behind our inbound and outbound cadences, chat strategies, routing mechanisms, and intent data to shape our overall sales approach. You will also act as a key liaison to the broader Sales organization, translating winning SDR tactics into actionable playbooks that help Account Executives (AEs) accelerate self-sourced pipeline.
This role reports to the VP, Global Sales Development and is eligible for remote work within the United States, in locations where Smartsheet has a legal entity.
You Will:
- Own pipeline generation targets and outcomes across all segments
- Set strategic direction on which market segments, intent signals, and tradeoffs the system optimizes for
- Run weekly performance reviews (fit, persona alignment, cadences, meeting efficacy) to drive data-backed adjustments
- Partner with the Global VP of Sales Development to design and launch org-wide SDR initiatives
- Optimize inbound/intent systems — chat strategy, lead routing, intent data, automated cadences
- Keep regional/segment leaders equipped with enablement content and lead scoring models
- Chair cross-functional governance to prioritize tests and cut low-ROI channels
- Oversee AI tool training/calibration to match manager and rep needs
- Identify top SDR strategies and operationalize them into playbooks AEs can use to self-source pipeline
- Align end-to-end with Revenue Operations, Demand Gen, Product Marketing, Enablement, Sales, and Marketing
You Have:
- 15+ years leading Sales Development, Revenue Operations, or Pipeline Strategy in B2B SaaS or high-growth environments
- Deep fluency with intent platforms (e.g., 6sense), SDR engagement tech (e.g., Salesloft), conversational AI/chat tools, and CRM architecture (Salesforce)
- A track record of using data — account tiering, persona fit, engagement metrics — to make strategic pivots that grow pipeline output
- Exceptional communication skills and a proven ability to align SDR, Sales Leadership, and Marketing around shared goals
Current US Perks & Benefits:
- Employer subsidized medical/vision and dental coverage for full-time employees
- 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
- Monthly stipend to support your work and productivity
- Flexible Time Away Program, plus Sick Time Off
- US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
- US employees receive 12 paid holidays per year
- Up to 24 weeks of Parental Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development including access to Udemy online courses
- Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
- Teleworking options from any registered location in the U.S. (role specific)
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.
Get to Know Us:
At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.
Equal Opportunity Employer:
Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.
If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
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