Head of Pipeline Transformation and Engineering

As the most trusted global leader in data-first contract lifecycle management (CLM) software, Agiloft helps organizations manage the end-to-end process of proposing, negotiating, signing, and leveraging contracts using our flexible Data-first Agreement Platform (DAP). With contract data as the foundation, customers quickly and collaboratively reach agreement and leverage contract visibility to thrive with competitive advantage. Employing powerful, pragmatic artificial intelligence as a legal force multiplier, and robust integration capabilities as a data liberator, organizations around the world trust Agiloft ’s certified implementers to deliver connected, intelligent, and autonomous solutions across the entire contract lifecycle.
Top analysts like Gartner, Forrester, and IDC agree, all showing Agiloft as a leader in the CLM space. Our no code platform is easily managed and administered by business users, which is why Agiloft is the contract you keep: nearly a full 100% of new customers are satisfied with their initial implementations, and some 97% of customers renew every year. Ours is a growing, vibrant, successful company that is at the forefront of a market that is becoming a must-have for all organizations.
We believe that the way to build the strongest, most vibrant place to work is to bring in individuals from all walks of life, and to support them in bringing their authentic selves to their day, every day. Our working philosophy is that “EX = CX”: when employee experience is excellent, so is customer experience. We support multiple Employee Resource Groups (ERGs), and offer a working environment that supports healthy work/life balance, including floating holidays and a quarterly, no-questions-asked wellness day.
Position Overview

This is not a traditional SDR leadership role. It is a deliberate shift toward pipeline engineering, a highly technical, AI-forward function focused on architecting a modern, automated pipeline engine, governing funnel performance, and expanding outbound capability across both the SDR team and field sales. The ideal candidate has hands-on experience building with AI and GTM technology, owns outcomes rather than activities, and brings a builder mentality to every process gap they encounter.

Job Responsibilities

Pipeline Operations & SLA Discipline

- Build and run a tiered MQL model that prioritizes leads by fit, intent, engagement, and readiness for human follow-up.

- Partner with Marketing Ops and RevOps on lead scoring, routing, follow-up SLAs, dispositioning, recycling, and funnel reporting.

- Create dashboards and operating cadences that make lead flow, conversion, aging, leakage, and pipeline quality visible and actionable.

AI, Automation & GTM Technology

- Operationalize AI across SDR workflows including research, enrichment, personalization, sequence creation, prioritization, and lower-tier nurture.

- Automate lower-value manual work so SDRs can focus on prioritized accounts and MQLs with stronger context and personalization.

- Evaluate and improve the GTM tech stack including sales engagement, intent, enrichment, AI prospecting, and performance-management tools.

Outbound, Sales-Led & ABM Pipeline Creation

- Build a signal-based outbound motion that can scale to contribute 20–30% of pipeline, using account fit, intent, buying signals, and campaign context.

- Align SDR activity to ABM plays, priority accounts, buying committee coverage, events, and campaign follow-up.

- Test, measure, and throttle outbound capacity based on account priority, conversion rates, message performance, and pipeline contribution.

- Expand SDR playbooks into sales plays actioned by field sales — enabling AEs to build and own their own pipeline channel.

Marketing Feedback Loop & Team Leadership

- Create a closed-loop feedback system for Marketing on lead quality, message resonance, campaign performance, conversion barriers, and reasons for non-conversion.

- Translate SDR learning into cl