Sr Director, Pipeline Strategy & Analytics

About the role:

The Sr. Director, Pipeline Strategy & Analytics owns the metrics, systems, and strategy behind Starburst's pipeline, from generation through conversion, ensuring the company builds more pipeline, of higher quality, with clear visibility into what is working and what is not. Reporting to the VP of Revenue Operations, this role is the analytical authority on all pipeline metrics and marketing ROI, partnering closely with Marketing, Sales, and Finance to connect spend to sourced pipeline to closed revenue. The Sr. Director sets the measurement framework for pipeline throughput and quality, leads the marketing budget and ROI tracking process, and serves as the organization's thought leader on the technology and AI that increasingly drive modern demand generation and go-to-market operations. This is a highly technical, data-first leadership role that turns disparate go-to-market data into decisions leadership can act on, and it builds and leads a team responsible for pipeline analytics, reporting infrastructure, and the tooling and process that power the SDR and pipeline-generation motion.

As a Sr. Director, Pipeline Strategy & Analytics at Starburst you will: 

• Own all pipeline metrics end to end, from lead and MQL through opportunity creation, conversion, and closed revenue, and establish the single source of truth leadership uses to run the business.
• Define and drive the strategy to increase pipeline throughput and generate higher-quality pipeline, pinpointing the conversion bottlenecks and source-level quality signals that most affect revenue.
• Own marketing budget tracking and ROI measurement, connecting spend by program and channel to sourced pipeline and closed-won revenue, and guide reallocation toward the highest-returning investments.
• Build and maintain the reporting, dashboards, and attribution models that give Marketing, Sales, and Finance a shared, trusted view of pipeline health and marketing performance.
• Serve as the organization's thought leader on marketing and go-to-market technology and AI, evaluating and introducing tools that improve pipeline generation, efficiency, and measurement.
• Partner with Sales and Revenue Operations on funnel definitions, stage conversion, and forecasting inputs so pipeline data is consistent and reliable across the go-to-market motion.
• Oversee the SDR technology stack and operating process, including sales-engagement and dialer tooling, lead routing and follow-up SLAs, and the workflows that drive SDR productivity and consistent, high-quality pipeline generation.
• Translate complex go-to-market data into clear narratives and recommendations for senior leadership, including board- and executive-level reporting on pipeline and marketing ROI.
• Own the accuracy of marketing and pipeline data across Salesforce, marketing automation, and adjacent RevOps systems, in partnership with Business Applications.
• Lead, mentor, and develop a team responsible for pipeline analytics, marketing operations, and reporting, building a high-judgment, data-first operating model that scales with the business.

Some of the things we look for:

• 10+ years of experience in marketing operations, revenue operations, pipeline analytics, or go-to-market strategy, including experience owning pipeline metrics and marketing ROI for a B2B SaaS business.
• People management experience, with a track record of leading, mentoring, and developing a high-performing analytical team.
• Deeply technical and analytical, with hands-on fluency in SQL, BI tools (Tableau, Looker, or similar), Salesforce, and marketing automation platforms (Marketo, HubSpot, or similar).
• Strong command of pipeline and funnel mechanics, multi-touch attribution, and marketing ROI measurement, with the judgment to separate signal from noise.
• Demonstrated ability to increase pipeline throughput and quality through data-driven process, measurement, and cross-functional influence.
• Working knowledge of the modern marketing and go-to-market technology landscape, including applied AI, and a track record of evaluating and adopting tools that improve efficiency and measurement.
• Hands-on experience owning SDR and sales-engagement tooling and process (Outreach, Salesloft, or similar), lead routing, and the metrics that drive SDR productivity and pipeline generation.
• Exceptional communication and stakeholder management skills, with the ability to influence senior leaders across Marketing, Sales, Finance, and Operations.
• Preferred: experience with consumption-based business models, data modeling or engineering, and building analytics or reporting infrastructure from the ground up.
• Ability to Travel: This role will require 25% in-person travel for purposes including but not limited to new hire onboarding, team and department offsites, customer engagements, and other company events. Actual travel expectations may vary by role and business needs.

Where could this role be based?

• This role is based in our Boston office or open to US-based remote candidates.