Head of Pipeline Strategy

About the role

Sigma Computing is on the lookout for a Head of Pipeline Strategy to bolster and refine the internal mechanisms that empower our go-to-market teams in cultivating sales pipelines. This pivotal role will oversee the analytical framework that drives our sales efforts, focusing on total addressable market (TAM) and serviceable available market (SAM) assessments, signal detection, and performance analysis. You will work closely with various teams, including Sales, Business Development, Marketing, and Product, while reporting directly to the Global Manager of GTM Enablement. This position offers flexibility, allowing you to be based in either San Francisco or New York.

Key facts

What you'll do

• Lead the processes for TAM and SAM profiling, identifying critical signals to ensure our strategies are directed at the right accounts, personas, and buying signals, which will have a direct influence on pipeline growth and annual recurring revenue (ARR).
• Serve as the analytical backbone for our go-to-market strategies, assessing message effectiveness, conversion rates, and sales representative performance to guide necessary strategy adjustments.
• Analyze the effectiveness of various programs and campaigns through comprehensive reporting, leveraging insights to refine our strategies continuously rather than just documenting outcomes.
• Create and manage a Pipeline Generation program in partnership with Sales, Business Development, Marketing, and Product, developing field resources tailored for specific use cases and industry sectors.
• Harness data and market insights to identify timely opportunities for go-to-market initiatives.
• Supervise cross-functional projects to bring together the essential elements for a successful pipeline program.
• Collaborate with subject matter experts to devise new sales strategies for emerging product lines, along with the necessary materials such as presentations, outreach sequences, discovery questions, and call scripts.
• Foster a culture of data-driven decision-making within the organization, ensuring that all teams understand the importance of analytics in shaping sales strategies.
• Conduct regular training sessions for the sales team to ensure they are equipped with the latest insights and strategies to maximize their effectiveness.
• Monitor industry trends and competitor activities to keep our strategies relevant and competitive.

Requirements

• A strong analytical mindset with a demonstrated ability to manage TAM and SAM assessments, signal identification, and performance evaluation, using data to substantiate the effectiveness of strategies.
• Proven experience as a program manager, successfully coordinating efforts across Sales, Marketing, and Product to achieve shared goals.
• At least 7 years of experience in sales enablement, revenue operations, go-to-market engineering, marketing, or related fields, ideally involving complex technical sales processes.
• Proficient in AI, data analytics, and the technology stack used in go-to-market strategies.
• A bachelor's degree in Business, Marketing, or a related field is preferred.
• Exceptional problem-solving skills and the ability to think strategically about sales initiatives.

Nice to have

• Experience with sales enablement tools and analytics platforms.
• Strong interpersonal and communication skills, with the ability to collaborate effectively across teams.
• A background in project management and leading cross-functional teams.
• Familiarity with emerging technologies and trends in the sales landscape.

Skills & tools

• Proficiency in data analysis and visualization tools.
• Familiarity with CRM systems and sales enablement software.
• Strong organizational skills and attention to detail.
• Ability to work independently and manage multiple projects simultaneously.

Practical notes

• Occasional travel may be necessary between offices located in San Francisco, New York, London, and Sydney, as well as for attending conferences and workshops.
• The base salary for this role ranges from $180,000 to $200,000 per year, complemented by additional variable pay, stock options, and a comprehensive benefits package that supports your well-being and professional growth.

Joining Sigma Computing means stepping into a vital role that will influence the sales trajectory of our organization. If you are prepared to lead transformative initiatives and elevate sales performance, we eagerly anticipate your application.