Sr Director, Pipeline Strategy & Analytics

Starburst; Boston (MA); Remote; USD 220,000 - 260,000; Full time

Job summary

Starburst is seeking a Sr. Director of Pipeline Strategy & Analytics to own pipeline metrics and marketing ROI across all GTM channels. You will lead a data-first team, define measurement frameworks, and partner with Marketing, Sales, and Finance to connect spend to sourced pipeline and revenue.

The role emphasizes building reporting infrastructure, SDR tooling oversight, and executive-level storytelling. Travel up to 25% may be required as the business grows.

Qualifications

• 10+ years in marketing operations, revenue operations, pipeline analytics, or go-to-market strategy for a B2B SaaS business.
• Leadership experience with mentoring and developing analytical teams.
• Fluency in SQL and BI tools; strong knowledge of Salesforce and marketing automation platforms.
• Deep understanding of pipeline mechanics, attribution, and marketing ROI measurement.
• Proven ability to improve pipeline throughput and quality through data-driven initiatives.
• Experience with SDR tooling and go-to-market technology, plus ability to translate data into executive narratives.

Responsibilities

• Own all pipeline metrics end to end from lead to closed revenue; establish a single source of truth for leadership.
• Define strategies to increase pipeline throughput and quality, identifying bottlenecks and signals.
• Lead marketing budget tracking and ROI measurement; allocate spend to high-return programs.
• Build and maintain reporting and attribution models for Marketing, Sales, and Finance.
• Champion technology choices for marketing and GTM, including AI-driven tools and analytics.
• Collaborate with Sales and Revenue Operations on funnel definitions and forecasting inputs.
• Oversee SDR technology stacks, lead routing, and workflow SLAs to sustain high-quality pipeline generation.
• Translate complex data into clear recommendations for senior leadership and board reporting.

Skills

SQL

BI tools (Tableau/Looker)

Salesforce

Marketing automation (Marketo/HubSpot)

Tools

Tableau

Looker

Salesforce

Marketo

HubSpot

Job description

About Starburst

Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in. Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence. Learn more at starburst.ai .

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.

Starburst is dedicated to maintaining fair and equitable compensation practices. The salary range provided for this role reflects the minimum and maximum targets for candidates across all U.S. locations and could be inclusive of variable compensation, such as commission or bonus. All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering. Actual compensation packages are determined based on relevant skills, experience, education and training, and specific work location. For more information, connect with the recruiting team or Hiring Manager during the process as they can provide more detailed information about the salary range.

Pay Range

$220,000 - $260,000 USD

Build your career at Starburst

All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we're empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry – and the future.

Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more.

We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up authentically.

Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state
or local laws.