Head of Pipeline

Description

Sprout Social is looking to hire a Head of Pipeline for the Sales & Success team.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including General Mills, Make-a-wish Foundation, Honda and Edelman. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

The Head of Pipeline is responsible for leading and optimizing the end-to-end pipeline process to drive scalable revenue growth. This role requires a strategic leader who excels in cross-functional collaboration and has a strong track record in people management, ensuring teams are aligned, empowered, and executing effectively.

• Leadership & Team Management: Build, mentor, and manage a high-performing team focused on pipeline generation and acceleration.
• Pipeline Strategy & Execution: Develop and oversee data-driven programs to drive pipeline creation and movement.
• Cross-Functional Collaboration: Partner with Revenue, Revenue Enablement, Marketing, Product, and GTM teams for seamless pipeline execution.
• Process Optimization: Identify and address pipeline bottlenecks to improve efficiency and impact.
• Technology & Tools: Leverage and optimize AI, CRM, intent, and automation tools for pipeline creation and visibility.
• Performance Measurement: Own pipeline dashboards, track success metrics, and drive accountability across teams.

What you’ll bring

We’re looking for a leader to optimize the end-to-end pipeline process to drive scalable revenue growth while managing a high-performing team and collaborating cross-functionally across the business. This candidate will leverage technology to improve visibility, track success metrics, and ensure continuous process innovation for long-term business impact.

The minimum qualifications for this role include:

• 7+ years in pipeline management, revenue operations, or sales strategy with proven leadership experience.
• Strong people management skills, with a track record of coaching and scaling teams.
• Deep understanding of B2B SaaS sales and pipeline generation strategies.
• Proficiency with CRM platforms (Salesforce preferred) and automation tools.

Preferred qualifications for this role include:

• Strong analytical mindset with experience in pipeline forecasting and reporting.
• Exceptional cross-functional collaboration and communication skills.

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Establish relationships with key stakeholders across Sales, Marketing, and Revenue Operations.
• Audit current pipeline processes, tools, and data quality.
• Define initial quick wins and immediate process optimizations.
• Set up a regular cadence for reporting and team alignment.

Within 3 months, you’ll start hitting your stride by:

• Define Sprout’s revenue pipeline strategy and begin to drive implementation of new programs while measuring the success of the entire pipeline operation.
• Take ownership of major initiatives already in flight, including among others, data integrity & assurance, and key reporting infrastructure buildouts.
• Implement early process improvements based on initial findings.
• Develop a comprehensive pipeline strategy with clear leading KPIs.
• Align cross-functional teams on pipeline generation and acceleration initiatives.

Within 6 months, you’ll be making a clear impact through:

• Show measurable improvements in pipeline creation and velocity.
• Launch and refine pipeline acceleration programs.
• Ensure strong adoption of forecasting and reporting tools.
• Build and scale a high-performing team, optimizing workflows for maximum efficiency.

Within 12 months, you’ll make this role your own by:

• Demonstrate sustained pipeline growth and consistent attainment of pipeline goals.
• Expand and refine pipeline strategies based on data-driven insights and market changes.
• Strengthen cross-functional alignment, ensuring seamless collaboration between Sales, Marketing, and Revenue Operations.
• Establish a repeatable and scalable pipeline management frame