Senior Director, Pipeline Strategy

September 19, 2026

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Job Description:

Own pipeline generation targets and outcomes across all segments
Set strategic direction on market segments, intent signals, and system optimization tradeoffs
Run weekly performance reviews covering fit, persona alignment, cadences, and meeting efficacy
Partner with the Global VP of Sales Development to design and launch organization-wide SDR initiatives
Optimize inbound and intent systems, including chat strategy, lead routing, intent data, and automated cadences
Equip regional and segment leaders with enablement content and lead scoring models
Chair cross-functional governance to prioritize tests and eliminate low-ROI channels
Oversee AI tool training and calibration for manager and rep needs
Operationalize top SDR strategies into playbooks for Account Executives to self-source pipeline
Align with Revenue Operations, Demand Generation, Product Marketing, Enablement, Sales, and Marketing
Report to the VP, Global Sales Development

Requirements:

15+ years leading Sales Development, Revenue Operations, or Pipeline Strategy in B2B SaaS or high-growth environments
Deep fluency with intent platforms (e.g., 6sense), SDR engagement technology (e.g., Salesloft), conversational AI/chat tools, and CRM architecture (Salesforce)
Track record of using data—including account tiering, persona fit, and engagement metrics—to make strategic pivots that grow pipeline output
Exceptional communication skills and ability to align SDR, Sales Leadership, and Marketing around shared goals
Eligible for remote work within the United States, in locations where Smartsheet has a legal entity

Benefits:

Employer subsidized medical/vision and dental coverage for full-time employees
401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
Monthly stipend to support your work and productivity
Flexible Time Away Program, plus Sick Time Off
Smartsheet-sponsored life insurance, short-term, and long-term disability plans
12 paid holidays per year
Up to 24 weeks of Parental Leave
Personal paid Volunteer Day
Opportunities for professional growth and development including access to Udemy online courses
Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
Teleworking options from any registered location in the U.S. (role specific)
Market competitive incentive opportunity

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