Senior Manager, Pipeline and BDR Operations

Why work at Nebius
Nebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field.

Where we work
Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 800 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team.

The role

We are seeking an experienced and analytically driven Senior Manager, Pipeline & BDR Operations who will also partner closely with the Marketing organization on top-of-funnel performance. This role owns the end-to-end pipeline engine across all sources—Partners, BDR/SDR, Startup, and AE-sourced—and drives the operational strategy, process governance, and analytics that power predictable pipeline creation and progression. 

The ideal candidate is a hands-on operator with strong quantitative skills, experience scaling BDR and top-of-funnel motions, and the ability to build reliable self-serve analytics. 

You’re welcome to work remotely from Europe or the United States (East Coast preferred)

Your responsibilities will include: 

Pipeline Management & Governance 

• Own pipeline tracking, health assessment, and data integrity across all GTM sources: Partner-sourced, BDR-sourced, Startup/Program-sourced, and AE-sourced.
• Establish and maintain a unified pipeline framework with clear definitions, SLAs, and compliance processes.
• Drive weekly, monthly, and quarterly pipeline reviews with Sales and cross-functional leadership.
• Identify pipeline risks, gaps, and opportunities, providing actionable recommendations for GTM teams. 

BDR and Startup Operations 

• Serve as the operational partner for the BDR and Startup organizations, driving efficiency, productivity, and performance.
• Build and maintain robust reporting on KPIs including activity volumes, productivity metrics, capacity modeling, coverage rules, and attainment.
• Define and optimize workflows such as lead routing, sequencing, prioritization, and handoff processes to AEs.
• Partner with BDR and Startup leadership on territory design, capacity planning, headcount justification, and performance management.
• Develop dashboards and scorecards to provide real-time visibility into BDR effectiveness and pipeline contribution.
• Support onboarding and ongoing enablement with insights into performance drivers and best practices. 

Marketing Collaboration & Top-of-Funnel Analytics 

• Partner closely with Marketing Operations and Demand Gen teams to align on top-of-funnel metrics, definitions, and data standards.
• Build shared reporting for leads, MQLs, SQLs, handoff SLAs, conversion rates, and attribution across all inbound and program sources.
• Ensure seamless operational alignment between Marketing, BDR, and Sales on lead flow, scoring models, routing logic, and follow-up best practices.
• Provide insights that improve campaign performance, targeting strategy, and inbound pipeline creation. 

Analytics, Reporting & Insights 

• Build automated, self-serve dashboards that provide visibility into pipeline, pipeline generation source performance, and top-of-funnel health.
• Develop forecasting models across all pipeline sources, including coverage analysis, conversion modeling, velocity insights, and cohort analysis.
• Conduct deep-dive analyses to uncover trends, inefficiencies, and opportunities across the end-to-end funnel.
• Partner with GTM leadership to establish pipeline targets, capacity plans, and scenario-based models. 

Operational Strategy & Process Optimization 

• Improve and scale pipeline creat