• Design and manage end-to-end pipeline architecture, including lead generation, routing, enrichment, scoring, and opportunity creation workflows • Own the technical stack for pipeline operations: marketing automation, enrichment tools, analytics platform while partnering with peers to drive enhancements in the CRM • Build and maintain lead routing logic and SLAs that ensures speed-to-lead • Implement and iterate on lead scoring models that balance demographic, firmographic, and behavioral signals • Develop comprehensive attribution models that track marketing influence across the buyer journey and inform investment decisions • Build executive-level dashboards and reporting infrastructure that provide visibility into pipeline health, conversion metrics, and forecasting • Define and monitor key pipeline metrics (MQL→SQL conversion, velocity, win rates) and identify opportunities for improvement • Partner with data/analytics teams to ensure data integrity and create scalable reporting solutions • Serve as the operational partner to the Head of Marketing, Head of Sales Development, and Head of Product-Led Growth • Translate business requirements into operational processes and system configurations • Lead pipeline planning, capacity modeling, and goal-setting processes across teams • Drive alignment on definitions, SLAs, and handoff processes between marketing, SDR, and sales teams • Recruit, onboard and develop a small team of analytical, systems builders with strong program management skills • Take the team from 1 to a 3 within the first 12 months