Head of Pipeline

Description

Sprout Social is looking to hire a Head of Pipeline for the Sales & Success team.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including General Mills, Make-a-wish Foundation, Honda and Edelman. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

The Head of Pipeline is responsible for leading and optimizing the end-to-end pipeline process to drive scalable revenue growth. This role requires a strategic leader who excels in cross-functional collaboration and has a strong track record in people management, ensuring teams are aligned, empowered, and executing effectively.

• Leadership & Team Management: Build, mentor, and manage a high-performing team focused on pipeline generation and acceleration.
• Pipeline Strategy & Execution: Develop and oversee data-driven programs to drive pipeline creation and movement.
• Cross-Functional Collaboration: Partner with Revenue, Revenue Enablement, Marketing, Product, and GTM teams for seamless pipeline execution.
• Process Optimization: Identify and address pipeline bottlenecks to improve efficiency and impact.
• Technology & Tools: Leverage and optimize AI, CRM, intent, and automation tools for pipeline creation and visibility.
• Performance Measurement: Own pipeline dashboards, track success metrics, and drive accountability across teams.

What you’ll bring

We’re looking for a leader to optimize the end-to-end pipeline process to drive scalable revenue growth while managing a high-performing team and collaborating cross-functionally across the business. This candidate will leverage technology to improve visibility, track success metrics, and ensure continuous process innovation for long-term business impact.

The minimum qualifications for this role include:

• 7+ years in pipeline management, revenue operations, or sales strategy with proven leadership experience.
• Strong people management skills, with a track record of coaching and scaling teams.
• Deep understanding of B2B SaaS sales and pipeline generation strategies.
• Proficiency with CRM platforms (Salesforce preferred) and automation tools.

Preferred qualifications for this role include:

• Strong analytical mindset with experience in pipeline forecasting and reporting.
• Exceptional cross-functional collaboration and communication skills.

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Establish relationships with key stakeholders across Sales, Marketing, and Revenue Operations.
• Audit current pipeline processes, tools, and data quality.
• Define initial quick wins and immediate process optimizations.
• Set up a regular cadence for reporting and team alignment.

Within 3 months, you’ll start hitting your stride by:

• Define Sprout’s revenue pipeline strategy and begin to drive implementation of new programs while measuring the success of the entire pipeline operation.
• Take ownership of major initiatives already in flight, including among others, data integrity & assurance, and key reporting infrastructure buildouts.
• Implement early process improvements based on initial findings.
• Develop a comprehensive pipeline strategy with clear leading KPIs.
• Align cross-functional teams on pipeline generation and acceleration initiatives.

Within 6 months, you’ll be making a clear impact through:

• Show measurable improvements in pipeline creation and velocity.
• Launch and refine pipeline acceleration programs.
• Ensure strong adoption of forecasting and reporting tools.
• Build and scale a high-performing team, optimizing workflows for maximum efficiency.

Within 12 months, you’ll make this role your own by:

• Demonstrate sustained pipeline growth and consistent attainment of pipeline goals.
• Expand and refine pipeline strategies based on data-driven insights and market changes.
• Strengthen cross-functional alignment, ensuring seamless collaboration between Sales, Marketing, and Revenue Operations.
• Establish a repeatable and scalable pipeline management framework for long-term success.
• Drive ongoing process innovation and operational excellence to enhance pipeline efficiency and impact.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program 

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity, and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient, and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

This role’s minimum On Target Earnings (“OTE”) is $195,300 USD annually. OTE is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. 

These ranges were determined by a market-based compensation approach. We used data from multiple sources, including, but not limited to, trusted third-party compensation sources to set equitable, consistent and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at accommodations@sproutsocial.com. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation). 

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster  (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement. 

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software, Inc., and Crosschq, Inc., cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controller’s behalf. Accordingly, if you are located outside of the United States, by clicking “Submit Application” on this site, you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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