Senior Director of Pipeline Strategy & Analytics, Starburst
$220-260k
More information about location
Data platform for analytics, apps and AI
Open for applications
Data platform for analytics, apps and AI
501-1000 employees
Open for applications
$220-260k
More information about location
501-1000 employees
Company mission
To free customers from the tyranny of data lock-in.
Role
Who you are
- 10+ years of experience in marketing operations, revenue operations, pipeline analytics, or go-to-market strategy, including experience owning pipeline metrics and marketing ROI for a B2B SaaS business
- People management experience, with a track record of leading, mentoring, and developing a high-performing analytical team
- Deeply technical and analytical, with hands-on fluency in SQL, BI tools (Tableau, Looker, or similar), Salesforce, and marketing automation platforms (Marketo, HubSpot, or similar)
- Strong command of pipeline and funnel mechanics, multi-touch attribution, and marketing ROI measurement, with the judgment to separate signal from noise
- Demonstrated ability to increase pipeline throughput and quality through data-driven process, measurement, and cross-functional influence
- Working knowledge of the modern marketing and go-to-market technology landscape, including applied AI, and a track record of evaluating and adopting tools that improve efficiency and measurement
- Hands-on experience owning SDR and sales-engagement tooling and process (Outreach, Salesloft, or similar), lead routing, and the metrics that drive SDR productivity and pipeline generation
- Exceptional communication and stakeholder management skills, with the ability to influence senior leaders across Marketing, Sales, Finance, and Operations
- Preferred: experience with consumption-based business models, data modeling or engineering, and building analytics or reporting infrastructure from the ground up
- Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs
What the job involves
- The Sr Director, Pipeline Strategy & Analytics owns the metrics, systems, and strategy behind Starburst's pipeline, from generation through conversion, ensuring the company builds more pipeline, of higher quality, with clear visibility into what is working and what is not
- Reporting to the VP of Revenue Operations, this role is 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
- Director sets the measurement framework for pipeline throughput and quality, leads the marketing budget and ROI tracking process, and serves as the organization's thought leader on the technology and AI that increasingly drive modern demand generation and go-to-market operations
- This is a highly technical, data-first leadership role that turns disparate go-to-market data into decisions leadership can act on, and it builds and leads a team responsible for pipeline analytics, reporting infrastructure, and the tooling and process that power the SDR and pipeline-generation motion
- Own all pipeline metrics end to end, from lead and MQL through opportunity creation, conversion, and closed revenue, and establish the single source of truth leadership uses to run the business
- Define and drive the strategy to increase pipeline throughput and generate higher-quality pipeline, pinpointing the conversion bottlenecks and source-level quality signals that most affect revenue
- Own marketing budget tracking and ROI measurement, connecting spend by program and channel to sourced pipeline and closed-won revenue, and guide reallocation toward the highest-returning investments
- Build and maintain the reporting, dashboards, and attribution models that give Marketing, Sales, and Finance a shared, trusted view of pipeline health and marketing performance
- Serve as the organization's thought leader on marketing and go-to-market technology and AI, evaluating and introducing tools that improve pipeline generation, efficiency, and measurement
- Partner with Sales and Revenue Operations on funnel definitions, stage conversion, and forecasting inputs so pipeline data is consistent and reliable across the go-to-market motion
- Oversee the SDR technology stack and operating process, including sales-engagement and dialer tooling, lead routing and follow-up SLAs, and the workflows that drive SDR productivity and consistent, high-quality pipeline generation
- Translate complex go-to-market data into clear narratives and recommendations for senior leadership, including board- and executive-level reporting on pipeline and marketing ROI
- Own the accuracy of marketing and pipeline data across Salesforce, marketing automation, and adjacent RevOps systems, in partnership with Business Applications
- Lead, mentor, and develop a team responsible for pipeline analytics, marketing operations, and reporting, building a high-judgment, data-first operating model that scales with the business
Our take
Starburst offers a unified platform for accessing distributed data from various databases through its Trino-based query engine. This approach helps users cut infrastructure and analytics costs by providing a single point of access. As the Data Lakes market grows nearly 30% annually, Starburst is well-positioned to help businesses manage their increasingly complex data.
The company has recently gained recognition for its advanced capabilities in data management. Starburst emphasizes the importance of real-time hybrid data access and robust security, especially for AI applications. Its latest report, developed in collaboration with TheCUBE Research, underscores how effective data management practices are essential for successful AI implementation.s
Key findings from the report include the critical need for real-time data access and the alignment of data strategies with AI goals. These insights highlight how Starburst's technology supports efficient AI deployment and data management.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
17% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Feb 2022
$250m
SERIES D
Dec 2020
$100m
SERIES C
Total funding: $414m
Company benefits
- Comprehensive Health Insurance Coverage
- Life Insurance, Disability, and Income Protection
- Employee assistance Programs
- Flexible Paid Time Off
- Paid Parental Leave
- Remote Work Opportunties
- Equity Ownership
Company HQ
Fort Point Channel Landmark District, Boston, MA
Leadership
Justin Borgman
(CEO & Chairman)Founder and CEO of Starburst's precursor company Hadapt, which was acquired by Terdata in 2014. Served as VP & GM at Teradata before co-relaunching Hadapt as Starburst in 2017.
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