Pipeline Strategy Manager

Summary

Join Grafana Labs as the Pipeline Strategy Manager and serve as a trusted advisor on pipeline generation, overseeing various channels and programs to exceed pipeline and revenue goals. This new role requires building programs from scratch, thriving in a high-growth environment, and blending data analysis, playbook development, and cross-functional orchestration. You will build a key function in a growing company, partnering with senior leaders. The ideal candidate is a self-starter with success in ambiguous global initiatives and multi-layered stakeholder management. This position offers the opportunity to shape a key function within a growing, innovative company and provides direct exposure to senior leadership.

Requirements

• 2+ years of experience in developing, managing, and scaling pipeline programs in collaboration with sales, marketing, and partner organizations
• Ability to lead and align diverse, cross-functional teams, ensuring collaboration and shared goals
• Experience using data and analytics to assess pipeline health, identify gaps, and inform program development
• Strong ability to balance long-term strategic planning with immediate tactical execution, prioritizing high-impact initiatives
• Excellent communication skills, capable of distilling complex ideas into simple, actionable plans for various audiences
• Demonstrated ability to manage multiple projects simultaneously, meet deadlines, and drive measurable results
• Experience working closely with sales and marketing teams, with a strong understanding of their unique workflows
• Self-starter with initiative, able to work autonomously and execute with minimal supervision

Responsibilities

• Develop and implement a unified, data-driven pipeline program, aligning SDR, AE, Marketing, and Partner teams to meet pipeline targets
• Establish and monitor KPIs to measure the success of GTM tools and processes, iterating to drive continuous improvement
• Identify pipeline gaps and design targeted, scalable programs to address business and partner needs
• Collaborate with Sales Enablement and cross-functional teams to implement new tools and processes, ensuring minimal disruption to sellers
• Prioritize high-impact campaigns and programs, cutting through the noise to focus on initiatives that yield the highest ROI
• Deliver actionable pipeline insights to SDR and Sales Leaders, providing visibility and enabling data-informed decision-making
• Create and manage playbooks for inbound/outbound sales plays, ensuring alignment with sales strategies
• Partner with Product Marketing and Demand Generation to craft and refine SDR/AE messaging, leveraging performance metrics to optimize effectiveness

Benefits

• Equity
• Bonus (if applicable)