Senior Manager, Pipeline and BDR Operations

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Nebius Group

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AI • Enterprise • SaaS

Nebius Group is building one of the world’s leading AI infrastructure companies, focusing on providing the necessary compute, storage, and tools for developers in the AI space. Based in Europe and listed on Nasdaq, Nebius has a global presence with R&D centers across Europe, North America, and Israel. The company's primary offering is an AI-centric cloud platform designed for intensive AI workloads, complemented by various other businesses involved in generative AI development, edtech, and autonomous technology.

1001 - 5000 employees

🏢 Enterprise

☁️ SaaS

📋 Description

• 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.