Head of Pipeline Strategy

San Francisco, California
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As Head of Pipeline Strategy, you will play a key role within the Revenue Operations team at Scale, working closely with leadership and internal customers as we accelerate our go-to-market capabilities. Working with Sales and Marketing, you will help develop world-class demand generation programs that deliver pipeline growth at best-in-class levels. You will support a unified sales and marketing effort to reach the common goal of acquiring more qualified leads, adding qualified pipeline and closing business. 

Job Description
Reporting to the Head of Revenue Operations, you are responsible for building early stage pipeline and guiding Scale’s pipeline development strategy. You will oversee the SDR team and demand gen, including key events and account-based marketing.

What you'll do:

  • Lead the strategy and execution of pipeline generation with a focus on data-driven decisions and optimizations for generating qualified sales pipeline across multiple geographies and segments
  • Manage top-of-the-funnel nurture programs to accelerate prospect movement through the funnel for various personas 
  • Track and report on performance metrics (Leads, MQLs, Opps, Closed Won deals, etc.), using this data to continually optimize campaign performance 
  • Responsible for managing the SDR Team  
  • Identify and create specific content to support SDR enablement and engagement
  • Work closely with the sales team to deliver account-based marketing campaigns
  • Own marketing technologies, processes and systems, including database management, segmentation, analytics, data cleansing, account research, etc.
  • Provide data and insights, as a leading indicator of the company’s growth objectives 


  • Minimum 10+ years of Pipeline/Demand Gen management experience - strategy, tactics, programs and Martech alignment
  • 6+ years of leading sales development teams, including SDR enablement programs, with a proven level of high-performance
  • Skilled at streamlining reporting and optimizing processes for all demand generation activities
  • Hire, enable, support, and grow the SDR team
  • Monitor and analyze performance against pipeline goals and continually make and implement recommendations for ongoing growth
  • Communicate with key stakeholders on an ongoing basis regarding pipeline performance results, current initiatives, and course corrections being taken

Functional skills:

  • Works through others, enjoys coaching and developing teams
  • Adapts coaching style based on the individual
  • Identifies individual and team skill gaps, developmental areas, and opportunities (e.g., training, targeted assignments, etc.) to advance individual and team capability
  • Analytical, with a constant focus on metrics, measurement, and optimization
  • A deep understanding of B2B sales, marketing processes and dependencies
  • Effective interpersonal skills

Preferred knowledge and experience:

  • Demonstrated knowledge of, and experience with, marketing and sales technologies like Salesforce, Marketo, Outreach, Google Adwords, ABM, Lead Routing and more
About Us:
At Scale, our mission is to accelerate the development of Machine Learning and AI applications across multiple markets. Our first product is a suite of APIs that allow AI teams to generate high-quality ground truth data. Our customers include OpenAI, Zoox, Lyft, Pinterest, Airbnb, nuTonomy, and many more.

Scale AI is an equal opportunity employer. We aim for every person at Scale to feel like they matter, belong, and can be their authentic selves so they can do their best work. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Scale AI is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's EEO poster and EEO poster supplement for additional information.

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