Director, Pipeline Development

About Wunderkind Wunderkind is a performance marketing solution that uses AI and data to help brands acquire and retain customers through personalised one-to-one messaging across websites, email, text and advertising.

Founded in 2010, the company focuses on helping brands build stronger customer relationships through personalised, automated and scalable digital experiences.

The Role Wunderkind is seeking a strategic and commercially minded Director, Pipeline Development to own the company's U.S. pipeline strategy and drive the growth, execution and efficiency of its North American outbound demand generation engine.

The role will oversee the Business Development Associate (BDA) and Concierge teams and manage a department of 10 professionals, including BDAs, Senior BDAs and a Concierge Manager.

The successful candidate will combine operational discipline with AI-driven workflows, with a focus on generating high-value pipeline rather than relying on volume-based activity metrics.

Key Responsibilities Pipeline Strategy & U.S. Market Ownership

• Define and execute the end-to-end U.S. pipeline strategy.
• Optimise pipeline performance across account tiers to drive predictable revenue.
• Oversee allocation and redistribution of the Total Addressable Market (TAM) among BDAs and Senior BDAs.
• Align account assignments with target segments.
• Manage and scale compensation and variable quota plans.
• Align individual targets with Sales Accepted Opportunities (SAOs) and gross revenue targets.

Team Leadership & Operations

• Lead and develop a 10-person function comprising BDAs, Senior BDAs, a Pipeline Creation Manager and a Concierge Manager.
• Standardise recruitment, interviewing and onboarding workflows.
• Develop structured training playbooks and behavioural competency frameworks.
• Build a scalable pod-leader structure using player-coaches.
• Manage team output, performance tracking and career progression.

Concierge & Partner Strategy

• Architect and oversee the Concierge function.
• Focus specialised resources on high-cost, high-return Tier 1 and Tier 2 strategic accounts.
• Establish performance benchmarks for the partner programme.
• Hold the team accountable for partner-acquisition targets.
• Revitalise external advisor relationships and manage partner networks.
• Increase warm introductions and improve lead-to-close conversion.

Cross-Functional Collaboration & AI

• Strengthen collaboration between the Pipeline organisation and broader New Business sales teams.
• Ensure a seamless handoff from SQL/SAO stages through Closed-Won revenue.
• Champion AI-assisted workflows using LLMs and predictive research agents.
• Enable highly tailored and personalised outreach at scale.
• Partner with Finance and RevOps to audit commercial decision-making and manage fixed On-Target Earnings (OTE) budgets.
• Validate pipeline health against the company's $20M+ growth targets.

Qualifications

• 8+ years of relevant experience in sales development, pipeline operations or commercial business development management.
• Experience within a fast-growing B2B SaaS or MarTech environment.
• Strong understanding of incentive compensation modelling, commercial budgeting and variable sales plan design.
• Experience partnering with Finance and RevOps on commercial planning.
• Advanced knowledge of CRM and sales acceleration platforms, including Salesforce, HubSpot and LinkedIn Sales Navigator.
• Experience integrating generative AI tools such as Gemini or Claude into research, personalisation and prospecting workflows.
• Strong executive presence and ability to lead structured professional evaluations.
• Ability to operate within fiscal constraints while maintaining team morale.
• Experience leading teams through organisational change and rapid scaling.

Compensation $120,000–$140,000 base salary + variable incentives Actual compensation will vary based on factors including skill set, depth of experience, applicable certifications and geographic work location.

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