Nebius Group

Senior Manager, Pipeline and BDR Operations

Nebius Group

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $180,000 - $275,000 per year

Job Level

Senior

Tech Stack

SQLTableau

About the role

  • 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.
  • 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.
  • 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.
  • 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.
  • Improve and scale pipeline creation motions across Partnerships, BDR, Marketing, Startup Programs, and Sales.
  • Collaborate with cross-functional Ops teams (Sales Ops, Marketing Ops, Partner Ops) to unify processes, improve data flow, and enhance tooling.
  • Own the operational roadmap for pipeline processes, including automation, lead management, funnel tracking, and reporting enhancements.
  • Translate business requirements into structured data, workflows, and visualizations.
  • Support Sales Enablement and Partnerships with insights and reporting needed to improve productivity and conversion.

Requirements

  • 6–10+ years in Revenue Operations, Sales Operations, BDR Operations, Marketing Operations, or related analytics roles.
  • Proven experience managing multi-source pipeline engines and supporting top-of-funnel motions.
  • Hands-on operational experience with BDR organizations and inbound/outbound funnel dynamics.
  • Advanced analytical skills with proficiency in SQL, Tableau or similar BI tools, CRM systems
  • Strong understanding of SaaS GTM funnels, pipeline forecasting, attribution, and conversion modeling.
  • Excellent communication and stakeholder management skills.
  • Experience supporting distributed GTM teams across multiple time zones.
Benefits
  • Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
  • 401(k) plan: Up to 4% company match with immediate vesting.
  • Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
  • Remote work reimbursement: Up to $85/month for mobile and internet.
  • Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
SQLTableaupipeline forecastingattribution modelingconversion modelingdata integrityKPI reportingcapacity planninglead managementworkflow optimization
Soft skills
communicationstakeholder managementanalytical skillscollaborationproblem-solvingefficiency improvementperformance managementdata-driven decision makingcross-functional leadershiptraining and enablement