Head of Revenue Development & Pipeline

Requirements

• 6-12+ years of experience in SaaS sales development, demand generation, or revenue operations
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• Proven experience building and scaling SDR/BDR or revenue development teams in enterprise or high-ACV environments
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• Experience with communications around highly technical products and/or services marketed to lay audiences
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• Strong understanding of complex B2B buying processes and multi-stakeholder sales cycles
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• Demonstrated ability to partner effectively with both Sales and Marketing leadership
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• Analytical mindset with experience using data to drive decisions and improvements
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• Deep familiarity with CRM systems (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Salesloft)

• Build and lead a modern revenue development function that converts market interest and target accounts into high-quality, multi-threaded sales opportunities
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• This role sits at the intersection of sales and marketing and is responsible for building a scalable, data-driven engine that transforms demand into qualified pipeline
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• As the first Revenue Development hire, you will build and lead a specialized team of your choosing, spanning inbound conversion, account development, and targeted programs, while partnering closely with Sales, Marketing, and Rev Ops
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• Own top-of-funnel conversion from MQL to qualified opportunity
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• Deliver predictable, high-quality pipeline to the sales organization
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• Define and enforce SLAs across marketing and sales
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• Hire, coach, and scale a high-performing Revenue Development team
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• Establish role specialization, performance standards, and career paths
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• Partner with Marketing to translate campaigns into effective account-level execution
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• Build strong alignment with AEs to ensure high-quality handoffs and follow-through
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• Oversee targeted outreach programs, ABM-style plays, and workshops
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• Drive ongoing experimentation in messaging, channels, and engagement strategies
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• Own funnel analytics and continuously improve conversion rates and pipeline quality
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• The Director of Revenue Development reports to the VP of Marketing at KNIME, with dotted line reporting to KNIME's Sr. VP Revenue
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• What Success Looks Like:
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• Consistent delivery of high-quality, sales-accepted pipeline
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• Strong trust and alignment between Sales and Marketing
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• Clear visibility into funnel performance and conversion drivers
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• A disciplined, data-driven team that continuously improves results
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• Meaningful contribution to revenue growth and predictability