Sr. Director, Pipeline Velocity & Growth (Business Development)

AutoStore System•San Jose, CA

7d•Hybrid

About The Position

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.

Requirements

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
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

Responsibilities

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
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