About the Role
The Sales Pipeline Lead ensures deals progress efficiently by stepping in when necessary, coaching account executives in real time, and maintaining pipeline integrity to drive better outcomes and long-term team growth.
Responsibilities
- Track activity in Pipedrive across all three sales teams every day.
- Spot opportunities that are delayed, past expected timelines, or lacking recent engagement.
- Respond the same day—never delay action.
- Step in personally when deals are not progressing.
- Reach out directly to potential clients to restart conversations.
- Reposition the core value message when needed.
- Handle objections that account executives were unable to resolve.
- Join sales calls to provide additional perspective or senior-level presence.
- Ensure account executives maintain consistent follow-up schedules.
- Verify every qualified opportunity has a clear next step and recent contact.
- Immediately flag any deal untouched by an account executive for over 48 hours.
- Identify deals with inaccurate scoping before they are finalized.
- Review opportunities nearing closure to confirm proper plan alignment and realistic expectations.
- Intervene proactively if discrepancies are found—before deals close.
- Collaborate with the Solutions Expert to re-engage uncertain prospects.
- For interested but unconvinced leads, arrange early work samples or demonstrations to illustrate real-world collaboration.
- Generate weekly reports on pipeline health and performance metrics.
- Provide leadership with insights on conversion rates by stage and representative, deal speed, recoveries, losses, and recurring pipeline issues.
- Detect recurring problems in the sales process and suggest improvements.
- Guide account executives through better deal handling in real time.
- Deliver coaching during active deals, not in formal training sessions.
- After rescuing a deal, review the situation with the account executive and outline better approaches for the future.
- Aim to reduce dependency on your involvement by building team capability over time.
Compensation
Competitive salary with performance-based incentives
Work Arrangement
Hybrid work model with flexibility based on role needs
Team
Part of a high-velocity sales organization focused on continuous improvement and accountability
Responsibilities
- Monitor Pipedrive daily across all three sales squads.
- Identify deals that are stalling, aging past expected timelines, or missing recent activity.
- Take action the same day — not next week.
- Personally intervene on stalling deals.
- Call prospects directly to re-engage.
- Re-frame the value proposition.
- Address objections the AE couldn't overcome.
- Join AE calls when a second voice or senior presence could move the deal forward.
- Hold AEs accountable for follow-up cadence.
- Every qualified deal should have a defined next step and a recent touchpoint.
- If an AE has a deal sitting untouched for 48+ hours, you flag it immediately and ensure action is taken.
- Catch incorrectly scoped deals before they close.
- Review deals approaching close to verify the prospect is on the right plan, the expectations are set correctly, and the deal won't create problems post-sale.
- If something is off, intervene before it closes — not after.
- Coordinate with the Solutions Expert to warm hesitant prospects.
- When a prospect is interested but not yet convinced, arrange pre-close work extraction or other value demonstrations that show them what working with Wing actually looks like.
- Run weekly pipeline health reports.
- Report to leadership on conversion rates by stage and by AE, deal velocity, deals rescued, deals lost and why, and patterns in pipeline fall-through.
- Identify systemic issues and recommend fixes.
- Coach AEs on deal management.
- This is not classroom training — it's in-the-moment coaching.
- After you rescue a deal, walk the AE through what happened and what they should do differently next time.
- Your goal is to make yourself less needed over time.
Not available for this position
