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Starburst is seeking a Senior Director of Pipeline Strategy & Analytics to own the metrics, systems, and strategy behind the company's revenue pipeline from generation through conversion. Reporting to the VP of Revenue Operations, this role serves as the analytical authority on all pipeline metrics and marketing ROI, partnering closely with Marketing, Sales, and Finance to connect spend to sourced pipeline to closed revenue.
Key responsibilities include:
- Owning all pipeline metrics end-to-end (lead, MQL, opportunity creation, conversion, closed revenue) and establishing the single source of truth for leadership
- Defining and driving strategy to increase pipeline throughput and quality, identifying conversion bottlenecks and source-level quality signals
- Owning marketing budget tracking and ROI measurement, connecting spend by program and channel to sourced pipeline and closed-won revenue
- Building and maintaining reporting, dashboards, and attribution models for Marketing, Sales, and Finance
- Serving as organizational thought leader on marketing and go-to-market technology and AI, evaluating and introducing tools that improve pipeline generation and measurement
- Partnering with Sales and Revenue Operations on funnel definitions, stage conversion, and forecasting
- Overseeing the SDR technology stack and operating process, including sales-engagement tooling, lead routing, and workflows
- Translating complex go-to-market data into clear narratives and recommendations for senior leadership and board reporting
- Owning accuracy of marketing and pipeline data across Salesforce, marketing automation, and RevOps systems
- Leading, mentoring, and developing a team responsible for pipeline analytics, marketing operations, and reporting
Required qualifications: 10+ years in marketing operations, revenue operations, pipeline analytics, or go-to-market strategy in B2B SaaS; people management experience; hands-on fluency in SQL, BI tools (Tableau, Looker), Salesforce, and marketing automation platforms; strong command of pipeline mechanics, multi-touch attribution, and marketing ROI measurement; demonstrated ability to increase pipeline throughput through data-driven process and cross-functional influence; working knowledge of modern marketing technology and applied AI; hands-on experience with SDR and sales-engagement tooling (Outreach, Salesloft); exceptional communication and stakeholder management skills.
