Optimize Pipeline Generation Programs

Own the performance of Sonatype’s pipeline generation partners across regions, campaigns, and sales segments.

Set clear weekly, monthly, and quarterly expectations for qualified meetings, opportunity creation, pipeline generation, follow-up speed, activity quality, and conversion rates.

Run weekly performance reviews, campaign standups, goal setting and SLA tracking with pipeline generation partners and marketing counterparts.

Hold sales and partners accountable to quotas, quality standards, messaging, follow-up expectations, and data hygiene requirements.

Identify performance gaps quickly and drive corrective action through, process improvements, targeting changes, or partner escalation.

Drive Inbound and Outbound Pipeline Generation

Partner with Marketing and Sales to convert inbound demand into qualified pipeline through timely, personalized follow-up.

Build and manage outbound programs targeting priority accounts, personas, buying groups, and use cases.

Collaborate with Product Marketing, Field Marketing, Performance Marketing, Marketing Operations, and Sales to ensure pipeline generation programs are aligned to clear ICPs, relevant personas, compelling messaging, campaign priorities, and timely business triggers across inbound and outbound motions.

Evaluate which accounts, personas, messages, offers, and channels generate the strongest meeting and pipeline outcomes.

Modernize Execution with AI and Automation

Test AI, agentic workflows, automation platforms, enrichment tools, intent data, personalization tools, and outbound sequencing technologies to improve external partner productivity and conversion.

Design experiments to improve account research, buyer identification, message personalization, lead scoring, call preparation, meeting booking, nurture, and re-engagement.

Develop workflows that leverage and extend Sonatype’s GTM systems, including Salesforce, HubSpot, and Gong.

Improve Messaging, Targeting, and Conversion

Partner with Marketing to translate Sonatype’s positioning into effective pipeline generation messaging, outreach frameworks, engagement strategies, and persona-specific campaign guidance across inbound and outbound programs.

Analyze conversion by persona, account type, segment, campaign, use case, channel, and sales team to identify what is working and what needs to change.

Create feedback loops between Sales, Marketing, Product Marketing, Campaigns, and external pipeline generation partners so market insights and field learnings continuously improve targeting, messaging, and engagement strategies.

Manage Metrics, Reporting, and Cadence

Own reporting and performance analysis across pipeline generation programs, including inbound, outbound, account-based, and partner-supported motions.

Track core metrics including speed-to-lead, meetings booked, meeting acceptance, meeting show rates, opportunity conversion, pipeline created, pipeline quality, and pipeline progression.

Use data to decide where to double down, where to cut effort, and where to redesign the motion.

Within the first 90 days, this person will have:

• Established a clear operating cadence and performance scorecard.

• Created visibility into weekly and quarterly pipeline generation performance across meetings, opportunities, conversion, and pipeline outcomes.

• Improved alignment between Marketing, Sales, and pipeline generation partners teams on ICP, personas, messaging, and campaign priorities.

• Launched initial AI-enabled experiments to improve outreach personalization, lead follow-up, account research, or nurture.

• Addressed major performance, process, partner, or data quality issues.

Within 6–12 months, this person will have:

• Improved pipeline generation and conversion across inbound, outbound, and account-based programs.

• Developed scalable, data-driven pipeline generation programs leveraging AI-enabled workflows, automation, and coordinated execution across Marketing, Sales, and external partners.

• Improved conversion from inquiry to meeting, meeting to opportunity, and opportunity to qualified pipeline.

• Developed AI-assisted workflows that improve speed, personalization, operational efficiency, and buyer engagement across pipeline generation programs.

• Built a consistent feedback loop between Sales, Marketing, Product Marketing, and external partner execution.

• 5+ years of experience in B2B SaaS growth marketing, demand generation, revenue marketing, GTM operations, pipeline generation, sales development operations, or related revenue growth functions.

• Experience supporting pipeline generation, revenue programs, demand generation, sales development operations, GTM program management, and/or external pipeline generation partnerships.

• Strong understanding of pipeline generation across inbound follow-up, outbound prospecting, ABM, campaign follow-up, nurture, and sales handoff.

• Demonstrated ability to manage toward revenue outcomes, not just activity metrics.

• Experience partnering with Sales on account priorities, personas, outreach strategy, meeting qualification, and pipeline expectations.

• Strong analytical skills and comfort working with funnel metrics, conversion data, Salesforce reports, campaign performance, and pipeline attribution.

• Hands-on experience with GTM systems such as Salesforce, HubSpot, Gong, sales engagement platforms, enrichment tools, intent data, AI research tools, or outbound automation platforms.

• Track record of experimentation, iteration, and using data to improve conversion.

• Strong communication skills, including writing clear briefs, performance summaries, campaign instructions, and executive updates.

• High ownership mentality, strong operational discipline, and comfort holding internal and external teams accountable.

• Experience in cybersecurity, developer tools, DevOps, infrastructure software, open source, software supply chain, or enterprise SaaS.

• Experience marketing or selling to security, application development, DevOps, platform engineering, or IT leadership personas.

• Experience managing global pipeline generation programs across North America, EMEA, and/or APAC.

• Experience building AI-assisted workflows for sales development, account research, lead scoring, outreach personalization, follow-up, or nurture.

• Familiarity with tools such as Outreach, Salesloft, Apollo, Clay, ZoomInfo, 6sense, Demandbase, Qualified, Chili Piper, Mutiny, Lavender, Regie.ai, ChatGPT, Perplexity, or similar GTM AI tools.

• Experience in high-growth or private equity-backed environments.