Sr. Director, Pipeline Strategy
At Smartsheet, we believe that growth starts with pipeline. We're building a pipeline engine that scales, and we're looking for an experienced leader to own the strategy that powers it. As the Senior Director of Pipeline Strategy, you will serve as the strategic force behind our pipeline generation machine, setting the direction that determines how we source, accelerate, and convert opportunities across the business.
In this role, you will be accountable for pipeline outcomes, not just operational uptime. You will own the direction-setting, system calibration, and growth strategy that fuel pipeline, with responsibility for the coverage and quality of sourced pipeline that feeds our global sales targets. This includes directing the strategy behind our inbound and outbound cadences, chat strategies, routing mechanisms, and intent data to shape our overall sales approach. You will also act as a key liaison to the broader Sales organization, translating winning SDR tactics into actionable playbooks that help Account Executives (AEs) accelerate self-sourced pipeline.
This role reports to the VP, Global Sales Development and is eligible for remote work within the United States, in locations where Smartsheet has a legal entity.
You Will:
Own pipeline generation targets and outcomes across all segments
Set strategic direction on which market segments, intent signals, and tradeoffs the system optimizes for
Run weekly performance reviews (fit, persona alignment, cadences, meeting efficacy) to drive data-backed adjustments
Partner with the Global VP of Sales Development to design and launch org-wide SDR initiatives
Optimize inbound/intent systems — chat strategy, lead routing, intent data, automated cadences
Keep regional/segment leaders equipped with enablement content and lead scoring models
Chair cross-functional governance to prioritize tests and cut low-ROI channels
Oversee AI tool training/calibration to match manager and rep needs
Identify top SDR strategies and operationalize them into playbooks AEs can use to self-source pipeline
Align end-to-end with Revenue Operations, Demand Gen, Product Marketing, Enablement, Sales, and Marketing
You Have:
15+ years leading Sales Development, Revenue Operations, or Pipeline Strategy in B2B SaaS or high-growth environments
Deep fluency with intent platforms (e.g., 6sense), SDR engagement tech (e.g., Salesloft), conversational AI/chat tools, and CRM architecture (Salesforce)
A track record of using data — account tiering, persona fit, engagement metrics — to make strategic pivots that grow pipeline output
Exceptional communication skills and a proven ability to align SDR, Sales Leadership, and Marketing around shared goals
Current US Perks & Benefits:
Employer subsidized medical/vision and dental coverage for full-time employees
401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
Monthly stipend to support your work and productivity
Flexible Time Away Program, plus Sick Time Off
US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
US employees receive 12 paid holidays per year
Up to 24 weeks of Parental Leave
Personal paid Volunteer Day to support our community
Opportunities for professional growth and development including access to Udemy online courses
Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
Teleworking options from any registered location in the U.S. (role specific)
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.
US Base Salary Pay Range
$132,500—$157,500 USD