Director, Pipeline & Growth Operations

ABOUT THE TEAM

The Corporate Planning & Operations team builds and defines how the company plans, forecasts, and makes operational decisions, turning strategy into day-to-day execution.

We sit at the center of the business and take on high-impact, often ambiguous problems that directly affect growth, efficiency, and how the business scales. That means deep-dive analysis, process re-design, and building pragmatic solutions that make the company run better.

We work closely with senior leaders, move quickly, and focus on outcomes. This is a team for people who like solving hard problems, building and iterating, and leaving things better than they found them.

ABOUT THE JOB

As Director of Pipeline & Growth Operations, you will own the operating system behind our growth engine.

You will report directly to the Head of Revenue & Corporate Planning and lead the sub-team responsible for pipeline and ACV forecasting, deal intelligence, CRM and tooling, sales enablement, and the core processes that enable Business Development to consistently win. You will translate complex data and contract dynamics into clear, actionable recommendations for the C-Suite.

This role requires strong judgement, executive presence, and the ability to operate comfortably in the details while shaping strategy. You will manage and grow the team while taking full ownership of the function day-to-day.

WHAT YOU’LL DO

• Own pipeline and ACV forecasting methodology, accuracy and reporting across in-year and long-range plans
• Develop a deep understanding of individual deals and the government contracting process to proactively surface risks, timing shifts, and potential upside opportunities
• Partner closely with Business Development, Strategy, FP&A, and Analytics to turn data into clear, decision-oriented insights for leadership
• Lead monthly executive reporting and present directly to the C-Suite on performance, risks, and priorities
• Work with our Stats team to strengthen predictive models and forecasting rigor
• Own the Salesforce tech stack, improving process design, data quality, and adoption
• Design and lead sales enablement initiatives that improve BD efficiency and execution
• Hire, develop, and manage a high-performing Revenue Operations team
• Identify gaps, remove friction, and continuously improve how we operate

REQUIRED QUALIFICATIONS

• 10+ years of experience in Business Operations, Strategy, Revenue Operations, Consulting, or similar analytical operating roles
• Experience leading functions in complex B2B or government/defense contracting environments
• Experience owning forecasting processes and operational planning
• Track record of partnering directly with senior executives and influencing decisions
• Proven ability to lead cross-functional initiatives from problem definition through to execution
• Excellent written and verbal communication skills, with comfort presenting regularly to C-Suite
• Experience building and managing high-performing teams
• Ownership mindset with a bias towards action
• Ability to operate independently in ambiguity and make sound judgement calls
• Eligible to obtain and maintain an active U.S. Secret security clearance

PREFERRED QUALIFICATIONS

• Experience in defense tech, aerospace, or government contracting environments
• Experience with Salesforce or similar CRM systems
• Experience scaling operations in a high-growth company
• Experience with predictive analytics or advanced data tooling