Director, Pipeline Generation - AMS

Tricentis

Tricentis

Austin, TX, USA
Posted on Tuesday, June 18, 2024

Director, Pipeline Generation - AMS:

  • Responsible for leading the creation, implementation, and measurement of outbound sales pipeline generation campaigns.
  • Develop a repeatable PG playbook that includes tactics, activities, avenues, required enablement materials, and outbound sales collateral utilized in campaigns.
  • Responsible for defining programmatic sales campaigns in accordance with quarterly objectives for the business at the geo, product, initiative, and market segment levels.
  • Responsible for prescribing both inputs to the Sales and BDR organizations (expected activities) and expected outputs in the form of opportunities and pipeline. Works with Sales and BDR leaders to get alignment on needs and desired outcomes.
  • This role works cross-functionally to maximize the impact and to build pipeline, including:
    • Sales, BDR, Enablement, Product Marketing, Partner Marketing, Field Marketing, Digital Demand Gen, Growth Acceleration, Revenue Operations, etc.

Key Relationships and Interactions:

  • Sales Enablement & PMM and Partner Mktg
    • Inform of requirements based on the quarterly pipeline generation calendar that is allocated across various applications, product lines, events, product releases, etc. Work with them to ensure appropriate sales collateral is available and enablement is complete prior to campaign execution.
    • Convey sales pipeline program campaign results to build a “pipe gen playbook” of best practices that can be repeated and scaled with minimal effort.
  • Sales & BDR:
    • Prescribe expected activities around pipeline generation in accordance with the quarterly pipeline generation calendar that they build and maintain
    • Work in coordination with the Enablement and PMM teams to ensure team is enabled and has collateral required to support outbound sales campaigns
  • Growth Acceleration
    • Work with the growth acceleration team to identify product adoption and utilization trends that can be capitalized on by the sales organization and incorporate into quarterly program calendar .
    • Identify opportunities for “next product” based on usage trends
  • Field Marketing
    • Work with regional field marketing team(s) to determine how to maximize the impact of the field marketing calendar by determining required sales outbound efforts and outputs to maximize the value and return on field events.
    • Create bi-directional visibility into sales pipeline generation calendar to align Field Marketing efforts to sales campaigns and true up areas that require support.
  • Digital Marketing
    • Work with digital marketing team to align sales efforts to digital marketing programs.
    • Work with regional field marketing team(s) to determine how to maximize the impact of the field marketing calendar by determining required sales outbound efforts and outputs to maximize the value and return on field
    • Create bi-directional visibility into sales pipeline generation calendar to align digital efforts to other campaigns
  • BI&A
    • Work with the BI&A team to map required sales activities to revenue funnel and generate pipeline in accordance with each vector
    • Identify gaps in performance to ensure sales efforts and activities are allocated to opportunity areas to achieve PG goals


Minimum Qualifications:

  • Minimum of 10 years of experience in B2B demand generation working collaboratively with business development leaders, marketing, sales enablement, and partner marketing
  • Previous experience in a high-growth SaaS environment.
  • Proven experience successfully meeting sales targets.
  • Strong track record of building out programmatic sales campaigns with quarterly objectives for specific products and geographies.
  • Experience partnering with the various marketing teams to maximize the return on digital and field marketing events
  • Knowledge of best practices around pipeline and demand generation
  • Must have excellent communication and program management skills to work effectively across multiple business units.

Tricentis Core Values:

Knowing what we need to achieve and how to achieve it is important. Tricentis core values define our ways of working and the behaviors we model that create an enjoyable and successful Tricentis life.

  • Demonstrate Self-Awareness: Own your strengths and limitations.
  • Finish What We Start: Do what we say we are going to do.
  • Move Fast: Create momentum and efficiency.
  • Run Towards Change: Challenge the status quo.
  • Serve Our Customers & Communities: Create a positive experience with each interaction.
  • Solve Problems Together: We win or lose as one team.
  • Think Big & Believe: Set extraordinary goals and believe you can achieve them.

Why You’ll Love Working at Tricentis:

  • Market conform salary + success-oriented bonus.
  • Supportive and engaged leadership team.
  • Career path and professional and personal development.
  • 401(k) plan, full benefits package available.
  • Company paid Disability and Life Insurance.
  • Hybrid work environment.
  • Our commitment to diversity and inclusion runs deep. We actively seek out those with different perspectives and consciously take steps to ensure everyone has a voice.
  • We’re a global company! Potential to visit one of our many offices around the world including in Austria, Australia, Belgium, Denmark, Germany, India, Netherlands, Singapore, Switzerland, Poland, United States, and the UK.

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, or protected veteran.