Principal, Revenue Operations & GTM Execution

Pipeline & Lead Management

• Own the MQL to opportunity handoff process — ensuring leads are routed correctly, followed up on promptly, and that no lead goes unactioned.
• Partner with marketing to define and maintain lead quality standards, MQL definitions, and conversion benchmarks; hold both sides accountable to agreed service levels.
• Monitor pipeline generation against targets on a weekly basis; identify gaps and hold teams accountable to commitments.
• Serve as the primary point of escalation when pipeline generation is at risk — proactively surfacing issues to Sales Leadership before they become forecast problems.
• Partner with the Director, Forecasting & Revenue Analytics to ensure top-of-funnel metrics connect to pipeline and bookings forecasts.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

Outsourced SDR Management

• Own the relationship with the organization’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPI