Senior Director, Pipeline Strategy

Smartsheet

. Own pipeline generation targets and outcomes across all segments .

Posted 9/18/2026full-timeRemote • United StatesSenior💰 $132,500 - $157,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Sales Development and Pipeline Strategy, with a strong focus on optimizing intent systems and leveraging data to drive strategic decisions. Proven ability to align cross-functional teams and operationalize effective sales strategies in B2B SaaS environments.

Highest-signal resume keywords

Sales Development LeadershipPipeline StrategyIntent Platform FluencyData-Driven Decision MakingCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline GenerationMarket SegmentationLead Scoring ModelsPerformance Review AnalysisAccount TieringEngagement MetricsAI Tool TrainingSales Strategy OperationalizationSystem OptimizationChat Strategy

Soft Skills

Exceptional CommunicationStrategic AlignmentLeadership

Tools & Technologies

6senseSalesloftSalesforceConversational AI Tools

Industry Keywords

B2B SaaSHigh-Growth EnvironmentsRevenue OperationsSales Development Representative (SDR)Demand GenerationProduct Marketing

About the role

Key responsibilities & impact

Own pipeline generation targets and outcomes across all segments
Set strategic direction on market segments, intent signals, and system optimization tradeoffs
Run weekly performance reviews covering fit, persona alignment, cadences, and meeting efficacy
Partner with the Global VP of Sales Development to design and launch organization-wide SDR initiatives
Optimize inbound and intent systems, including chat strategy, lead routing, intent data, and automated cadences
Equip regional and segment leaders with enablement content and lead scoring models
Chair cross-functional governance to prioritize tests and eliminate low-ROI channels
Oversee AI tool training and calibration for manager and rep needs
Operationalize top SDR strategies into playbooks for Account Executives to self-source pipeline
Align with Revenue Operations, Demand Generation, Product Marketing, Enablement, Sales, and Marketing
Report to the VP, Global Sales Development

Requirements

What you’ll need

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 technology (e.g., Salesloft), conversational AI/chat tools, and CRM architecture (Salesforce)
Track record of using data—including account tiering, persona fit, and engagement metrics—to make strategic pivots that grow pipeline output
Exceptional communication skills and ability to align SDR, Sales Leadership, and Marketing around shared goals
Eligible for remote work within the United States, in locations where Smartsheet has a legal entity

Benefits

Comp & perks

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
Smartsheet-sponsored life insurance, short-term, and long-term disability plans
12 paid holidays per year
Up to 24 weeks of Parental Leave
Personal paid Volunteer Day
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)
Market competitive incentive opportunity