Senior Director of Pipeline Velocity & Growth, Automation Anywhere
Business Development
$240-270k
Office located in San Jose, CA
Enterprise AI agents for business processes
Be an early applicant
Enterprise AI agents for business processes
1001+ employees
Be an early applicant
$240-270k
Office located in San Jose, CA
1001+ employees
Company mission
To democratise automation and create a better future for everyone, liberating people from mundane, repetitive tasks, and allowing them more time to use their intellect and creativity.
Role
Who you are
- Bachelor’s degree in Marketing, Business, or a related field
- 10+ years in Revenue Operations, GTM Operations, or a closely related field, with a track record of building—not just running—a repeatable pipeline motion at scale
- Proven ability to drive outcomes across teams you don't own; executive presence and stakeholder management up to the C-suite
- Hands-on analytical rigor: fluency in forecasting methodology plus SQL and/or a BI tool (Tableau, Looker, or equivalent)—you can build the number, not just present it
- Deep fluency in the B2B SaaS GTM model, including pipeline management and partner ecosystems
- Hands-on experience with core GTM tooling (Salesforce, Clari, Marketo, ZoomInfo, or equivalents)
- An automation-first mindset: you actively use AI and automation to run the funnel smarter—fitting for Automation Anywhere—not just "willing to adopt" it
- You excel in these key competencies:
- Ability to drive accountability, alignment, and results across Sales, Marketing, SDR, Channel, Finance, and Customer Success teams without direct management responsibility
- Confidence and credibility to communicate pipeline performance, forecasts, risks, and recommendations to senior leaders and C-suite stakeholders while building trust and buy-in
- Strong partnership skills to unite multiple GTM functions around a shared pipeline strategy, common metrics, and revenue goals
- Ability to diagnose pipeline bottlenecks, identify root causes, evaluate tradeoffs, and lead teams toward practical, data-driven solutions
- Skill in leading organizational change, fostering a culture of experimentation and optimization, and helping teams adopt new processes, automation, and AI-driven ways of working
What the job involves
- Reporting to the VP of Business Operations in the COO organization, the Sr Director of Pipeline Growth and Efficiency is the connective tissue across every revenue-generating team—Sales, Channel, SDR, and Marketing
- You own the health of the pipeline engine end to end: diagnosing bottlenecks, running the operating cadences, and leading the interventions that make pipeline more predictable and efficient at every stage of the funnel
- This role wins through influence, not authority. You will not own these teams, but you will be accountable for the number they collectively produce—so the ability to drive outcomes across functions you don't control is the job
- What Success Looks Like (First 12 Months):
- You will be measured on outcomes, not activity. In your first year you will:
- Hold pipeline coverage at or above target (e.g., ≥3x) every quarter, with a defensible forecast within ±10% accuracy
- Improve at least two efficiency metrics (CAC, pipeline velocity, opportunity conversion, or LTV/CAC) with a measurable, sustained trend
- Effectively diagnose bottlenecks and align stakeholder and teams to resolve
- Drive the operating cadence (pipeline councils, forecast reviews, funnel inspections) that keeps every GTM team aligned to the AOP
- This role will report to the VP of Business Operations in the COO organization
- You will make an impact by being responsible for:
- Predictable pipeline and revenue
- Forecasting pipeline performance and present results—and the story behind them—to executive leadership
- Continuously improving efficiency metrics: CAC, pipeline velocity, opportunity creation and conversion, and ROI
- Partnering with Sales Ops, Channel Ops, and Marketing Ops to keep data quality, lead scoring, routing, and lifecycle processes healthy enough to trust
- Driving a culture of experimentation, testing, and continuous optimization
- Serving as the strategic partner tying together Sales, Channel, Marketing, Customer Success, and Finance, around one pipeline plan
- Defining and owning best-in-class measurement and attribution frameworks the whole GTM org runs on
- Aligning pipeline-generation efforts to go-to-market priorities and revenue targets, and help shape market expansion and segmentation
Our take
Although technology is supposed to save labor, often it doesn't feel like it, with the average desk worker stuck carrying out an increasing number of repetitive manual tasks just to make their growing software stack function. Enter Automation Anywhere, a provider of robotic process automation (RPA) software designed to handle tedious repetitive functions, freeing teams for more productive work.
RPA is a highly competitive field, with firms like Celonis attracting vast amounts of funding and Microsoft beginning to bundle RPA functionality with its business packages. What helps Automation Anywhere stand out is its use of AI to discover the processes that can be automated within a company, a task that is usually carried out by expensive consultancy firms. This has allowed Automation Anywhere to grow a huge client base, including the likes of the NHS, Dell and Staley Black & Decker.
Fueled by partnerships with Microsoft, AWS, and PwC India, Automation Anywhere is accelerating its leadership in AI-powered automation. These collaborations allow the company to deliver cutting-edge solutions and aid in its continued growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
13% employee growth in 12 months
Company
Company HQ
North San Jose, San Jose, CA
Leadership
Mihir Shukla
(Co-Founder & CEO)Previously the Director of Engineering at E2Open and Infoseek, and a Consultant at Netscape.
Neeti Mehta Shukla
(Co-Founder & Chief Impact Officer)Previously a Marketing Research Consultant for Intuit. They are also a Limited Partner at Kalaari Capital and CXXO Champion for CXXO.
Rushabh Parmani
(Co-Founder & Chief Customer Officer)Before co-founding Automation Anywhere they were a Software Engineer at Siebel Systems.
Ankur Kothari
(Co-Founder & COO)Previously a member of the Core Group in Siebel Systems. Since co-founding Automation Anywhere, they have been a CRO, COO, CSO and Chief Customer & Strategy Officer before becoming COO in 2023.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 16 more jobs at Automation Anywhere