Head of Pipeline Transformation and Engineering

Agiloft, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Agiloft, Inc. is seeking a senior leader to shift SDR from traditional roles into pipeline engineering, focusing on AI-forward automation and governance of the outbound funnel.

You will own outcomes across the SDR team and collaborate with Marketing, RevOps, and Field Sales to scale pipeline. In this role you will build MQL models, implement AI-enabled workflows, and expand ABM plays while measuring performance and improving lead quality.

Qualifications

• 5–8+ years in B2B pipeline development, sales development, revenue marketing, or GTM operations.
• 2–3+ years of people leadership.
• Experience transforming or rebuilding a pipeline development function — not only managing an existing SDR team.
• Hands-on fluency with AI and automation in a GTM context, including the ability to build workflows, evaluate tools, and train a team.
• Strong understanding of lead scoring, routing, SLAs, funnel governance, SDR performance metrics, and pipeline reporting.
• Experience building outbound or ABM motions using intent data, behavioral signals, account context, and personalized sequencing.
• Strong cross-functional partner to Marketing, Sales, RevOps, Marketing Ops, Product Marketing, Demand Gen, Field Marketing, and ABM.

Responsibilities

• Build and run a tiered MQL model prioritizing leads by fit, intent, engagement, and readiness for human follow-up.
• Partner with Marketing Ops and RevOps on lead scoring, routing, follow-up SLAs, dispositioning, recycling, and funnel reporting.
• Create dashboards and operating cadences that make lead flow, conversion, aging, leakage, and pipeline quality visible and actionable.
• Operationalize AI across SDR workflows including research, enrichment, personalization, sequence creation, prioritization, and lower-tier nurture.
• Automate lower-value manual work so SDRs can focus on prioritized accounts and MQLs with stronger context and personalization.
• Evaluate and improve the GTM tech stack including sales engagement, intent, enrichment, AI prospecting, and performance-management tools.
• Build a signal-based outbound motion that can scale to contribute 20–30% of pipeline, using account fit, intent, buying signals, and campaign context.
• Align SDR activity to ABM plays, priority accounts, buying committee coverage, events, and campaign follow-up.
• Test, measure, and throttle outbound capacity based on account priority, conversion rates, message performance, and pipeline contribution.
• Expand SDR playbooks into sales plays actioned by field sales — enabling AEs to build and own their own pipeline channel.
• Create a closed-loop feedback system for Marketing on lead quality, message resonance, campaign performance, conversion barriers, and reasons for non-conversion.
• Translate SDR learning into clear recommendations for targeting, messaging, content, nurture, campaigns, and sales readiness.
• Lead the team through the move into Marketing setting new expectations for collaboration, AI fluency, accountability, experimentation, and performance.
• Partner with sales enablement and sales operations on guided prospecting for field sales.
• Other duties as assigned.

Skills

B2B pipeline

Sales development

AI automation

GTM operations

Cross-functional partner

Lead scoring

Job description

As the most trusted global leader in data-first contract lifecycle management (CLM) software, Agiloft helps organizations manage the end-to-end process of proposing, negotiating, signing, and leveraging contracts using our flexible Data-first Agreement Platform (DAP). With contract data as the foundation, customers quickly and collaboratively reach agreement and leverage contract visibility to thrive with competitive advantage. Employing powerful, pragmatic artificial intelligence as a legal force multiplier, and robust integration capabilities as a data liberator, organizations around the world trust Agiloft’s certified implementers to deliver connected, intelligent, and autonomous solutions across the entire contract lifecycle.

Top analysts like Gartner, Forrester, and IDC agree, all showing Agiloft as a leader in the CLM space. Our no code platform is easily managed and administered by business users, which is why Agiloft is the contract you keep: nearly a full 100% of new customers are satisfied with their initial implementations, and some 97% of customers renew every year. Ours is a growing, vibrant, successful company that is at the forefront of a market that is becoming a must-have for all organizations.

We believe that the way to build the strongest, most vibrant place to work is to bring in individuals from all walks of life, and to support them in bringing their authentic selves to their day, every day. Our working philosophy is that “EX = CX”: when employee experience is excellent, so is customer experience. We support multiple Employee Resource Groups (ERGs), and offer a working environment that supports healthy work/life balance, including floating holidays and a quarterly, no-questions-asked wellness day.

Position Overview

This is not a traditional SDR leadership role. It is a deliberate shift toward pipeline engineering, a highly technical, AI-forward function focused on architecting a modern, automated pipeline engine, governing funnel performance, and expanding outbound capability across both the SDR team and field sales. The ideal candidate has hands-on experience building with AI and GTM technology, owns outcomes rather than activities, and brings a builder mentality to every process gap they encounter.

Job Responsibilities

Pipeline Operations & SLA Discipline

• Build and run a tiered MQL model that prioritizes leads by fit, intent, engagement, and readiness for human follow-up.
• Partner with Marketing Ops and RevOps on lead scoring, routing, follow-up SLAs, dispositioning, recycling, and funnel reporting.
• Create dashboards and operating cadences that make lead flow, conversion, aging, leakage, and pipeline quality visible and actionable.

AI, Automation & GTM Technology

• Operationalize AI across SDR workflows including research, enrichment, personalization, sequence creation, prioritization, and lower-tier nurture.
• Automate lower-value manual work so SDRs can focus on prioritized accounts and MQLs with stronger context and personalization.
• Evaluate and improve the GTM tech stack including sales engagement, intent, enrichment, AI prospecting, and performance-management tools.

Outbound, Sales-Led & ABM Pipeline Creation

• Build a signal-based outbound motion that can scale to contribute 20–30% of pipeline, using account fit, intent, buying signals, and campaign context.
• Align SDR activity to ABM plays, priority accounts, buying committee coverage, events, and campaign follow-up.
• Test, measure, and throttle outbound capacity based on account priority, conversion rates, message performance, and pipeline contribution.
• Expand SDR playbooks into sales plays actioned by field sales — enabling AEs to build and own their own pipeline channel.

Marketing Feedback Loop & Team Leadership

• Create a closed-loop feedback system for Marketing on lead quality, message resonance, campaign performance, conversion barriers, and reasons for non-conversion.
• Translate SDR learning into clear recommendations for targeting, messaging, content, nurture, campaigns, and sales readiness.
• Lead the team through the move into Marketing setting new expectations for collaboration, AI fluency, accountability, experimentation, and performance.
• Partner with sales enablement and sales operations on guided prospecting for field sales.
• Other duties as assigned

Required Qualifications

• 5–8+ years in B2B pipeline development, sales development, revenue marketing, or GTM operations, with 2–3+ years of people leadership.
• Experience transforming or rebuilding a pipeline development function — not only managing an existing SDR team.
• Hands-on fluency with AI and automation in a GTM context, including the ability to build workflows, evaluate tools, and train a team.
• Strong understanding of lead scoring, routing, SLAs, funnel governance, SDR performance metrics, and pipeline reporting.
• Experience building outbound or ABM motions using intent data, behavioral signals, account context, and personalized sequencing.
• Strong cross-functional partner to Marketing, Sales, RevOps, Marketing Ops, Product Marketing, Demand Gen, Field Marketing, and ABM.

Background checks will be conducted on an ongoing basis every 3 years or as needed for individuals in this role.

Ensuring a diverse and inclusive workplace is our priority. We are committed to an environment of acceptance where you are free to bring your full self to work. All employment decisions at Agiloft are based on business needs, job requirements, and individual qualifications without regard to race, color, religion or belief, national or social ethnic origin, sex, age, sexual orientation, gender identity and/or expression, parental status, marital status, Veteran status, or any other status protected by the laws or regulations in the locations where we operate. If you have a need that requires accommodation during the recruiting process, please let us know by contacting Director, Talent Acquisition, Brad Toothman at [e-mail].

Applicants from underrepresented groups such as minorities, veterans, or individuals with disabilities encouraged to apply.

Applications will be reviewed as submitted. There will be no application deadline for this opportunity.