Senior Manager, Pipeline and BDR Operations at Nebius

Reims, Grand Est, United States -

Full Time

Start Date

Immediate

Expiry Date

09 Mar, 26

Salary

275000.0

Posted On

09 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Pipeline Management, BDR Operations, Analytics, SQL, Tableau, CRM Systems, SaaS, Forecasting, Data Integrity, Reporting, Collaboration, Performance Management, Process Optimization, Stakeholder Management, Lead Generation, Capacity Planning

Industry

technology;Information and Internet

Description

Why work at Nebius Nebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field. Where we work Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 800 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team. The role We are seeking an experienced and analytically driven Senior Manager, Pipeline & BDR Operations who will also partner closely with the Marketing organization on top-of-funnel performance. This role owns the end-to-end pipeline engine across all sources—Partners, BDR/SDR, Startup, and AE-sourced—and drives the operational strategy, process governance, and analytics that power predictable pipeline creation and progression. The ideal candidate is a hands-on operator with strong quantitative skills, experience scaling BDR and top-of-funnel motions, and the ability to build reliable self-serve analytics. You’re welcome to work remotely from Europe or the United States (East Coast preferred) Your responsibilities will include: Pipeline Management & Governance 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. BDR and Startup Operations 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. Marketing Collaboration & Top-of-Funnel Analytics 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. Analytics, Reporting & Insights 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. Operational Strategy & Process Optimization 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. We expect you to have: 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. Key employee benefits in the US: 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. Compensation We offer competitive US compensation packages between $180k and $275k OTE (On Target Earnings) + equity, based on experience. For EU-based candidates, salaries are aligned to the local market. What we offer Competitive salary and comprehensive benefits package. Opportunities for professional growth within Nebius. Flexible working arrangements. A dynamic and collaborative work environment that values initiative and innovation. We’re growing and expanding our products every day. If you’re up to the challenge and are excited about AI and ML as much as we are, join us!

Responsibilities

The Senior Manager will own the end-to-end pipeline engine across all sources and drive the operational strategy, process governance, and analytics for predictable pipeline creation. Responsibilities include managing pipeline health, collaborating with BDR and Marketing teams, and developing reporting and insights.