Senior Manager, Pipeline & GTM Strategy and Analytics

Rubrik • Palo Alto, CA

1d

About The Position

About Team & About Role: Rubrik has become the fastest-growing enterprise startup in Silicon Valley. We are revolutionizing cloud data management by creating the world’s first platform to orchestrate data for hybrid cloud enterprises anytime, anywhere. Recently IPO’ed in April 2024 and announced $1.25B ARR and continued hyper-growth (36% YoY) in the most recent 26’Q3 earnings call (October 2025). We are seeking a passionate and highly driven individual, with robust analytical and strategic skillset, to lead a talented Pipeline & GTM Strategy and Analytics team. You will be a critical player in a team of dynamic, analytical problem-solvers who take on complex projects that are top of mind for the company. This Pipeline & GTM Strategy and Analytics Senior Manager will be responsible for creating the data-driven frameworks that are the foundation of our GTM business. This stakeholder will identify insights from Sales data for business leaders, sellers, and cross-functional stakeholders to inform strategic decisions company wide. Excelling in this role requires the ability to partner cross-functionally, adapt quickly, work in a highly agile & analytical manner, and connect the dots between the operational & the strategic. Critical skills required include creative thinking, high degree of detail orientation, fluency in big data, Sales systems & tools, and desire to dig into complex problems to find innovative solutions. What You’ll Do: Lead end-to-end pipeline management across all GTM teams, including: Field Sales, Channel & Alliances, Marketing, SDR Pipeline management activities include target setting, maintaining and improving suite of analytics and reporting, monitoring results, developing specific tactics to increase pipeline quality/quantity/velocity Also critical is the maintenance and evolution of attribution/crediting models for both pipeline and key leading indicators in the Sales funnel Own cross-functional relationships with GTM organizations and other teams impacted by pipeline results (e.g., Marketing, Finance & Product); Responsible for creating a shared vision, plan for execution, then ensuring results Drive reporting and ongoing tracking of key Sales KPIs for regular executive reviews, Quarterly Business Reports, board decks, and investor presentations; This stakeholder will be accountable to providing accurate data and insightful information, and represent sales performance at highest levels of visibility Lead operations for Sales Development team (SDRs), including defining quotas & compensation, owning relationship with SDR leadership team, reporting results Ensure data integrity and reporting standards are met; Monitor data integrity and implement opportunities to improve data cleanliness; Identify issues and perform detailed root cause analysis Lead and inspire a high-performing team of talented individuals driving strategic initiatives, fostering collaboration and ensuring alignment

Requirements

• Bachelor’s degree required in Business Administration, Business Analytics, Data Science, Math or related specialty
• 7+ years of experience in Management Consulting, Sales / Business Operations, working directly with B2B sales and marketing teams preferred. Experience in high-tech industry, preferably in hyper-growth, B2B SaaS business
• Hands-on experience with Tableau, SQL, Advanced Excel, SFDC
• Strong collaboration skills with the ability to drive consensus across stakeholders
• Self-motivated, highly accountable, with a bias for action and driving results
• Thrive in ambiguity with the ability to work in an agile and rapidly changing environment

Responsibilities

• Lead end-to-end pipeline management across all GTM teams, including: Field Sales, Channel & Alliances, Marketing, SDR
• Pipeline management activities include target setting, maintaining and improving suite of analytics and reporting, monitoring results, developing specific tactics to increase pipeline quality/quantity/velocity
• Also critical is the maintenance and evolution of attribution/crediting models for both pipeline and key leading indicators in the Sales funnel
• Own cross-functional relationships with GTM organizations and other teams impacted by pipeline results (e.g., Marketing, Finance & Product); Responsible for creating a shared vision, plan for execution, then ensuring results
• Drive reporting and ongoing tracking of key Sales KPIs for regular executive reviews, Quarterly Business Reports, board decks, and investor presentations; This stakeholder will be accountable to providing accurate data and insightful information, and represent sales performance at highest levels of visibility
• Lead operations for Sales Development team (SDRs), including defining quotas & compensation, owning relationship with SDR leadership team, reporting results
• Ensure data integrity and reporting standards are met; Monitor data integrity and implement opportunities to improve data cleanliness; Identify issues and perform detailed root cause analysis
• Lead and inspire a high-performing team of talented individuals driving strategic initiatives, fostering collaboration and ensuring alignment

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 1,001-5,000 employees