Pipeline Analytics Lead, Marketing Analytics & Operations (Americas)

Job Description:

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About The Role

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We’re looking for an experienced and driven Pipeline Analytics Lead to join Shopify's Pipeline Generation team. In this pivotal role, you will analyze, optimize, and deliver insights into our sales pipeline across segments including Mid Market, Large Accounts, Global Accounts, Enterprise, B2B, and Cross-sell. As a strategic leader on our team, you will leverage advanced analytics, and AI to deliver insights and recommendations that fuel pipeline growth.

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At Shopify, we thrive in ambiguity and chaos. We love to roll up our sleeves and get things done quickly, collaboratively, and intelligently. You will define and own methodologies to identify critical pipeline gaps, leverage AI to create scalable pipeline acceleration tactics, and partner closely with Marketing, Sales, Data Science, and Business Operations teams to drive impactful outcomes.

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Responsibilities

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• Own and develop analytics models to deeply assess pipeline health, optimize conversion rates, and reduce cycle time across the entire sales pipeline (MQL → SAL → CW).
• Leverage SQL, Python, AI-powered tools, and other analytical methodologies to uncover insights, define key KPIs and create actionable dashboards and executive-level reporting to monitor pipeline performance.
• Drive pipeline forecasting and actionable recommendations by examining metrics such as MQLs, SALs, SQLs, conversion rates, and pipeline velocity.
• Provide strategic recommendations that address identified pipeline & funnel risks and escalate actionable insights to executive stakeholders.
• Partner across Marketing (including Cross-sell, Lifecycle Marketing, Outbound, ABM), Sales, and Partner Development teams to identify, implement, and evaluate strategic growth initiatives.
• Play a pivotal role driving AI alignment across pipeline operations and campaign effectiveness analysis.
• Communicate findings, insights, and recommendations clearly and effectively across weekly, monthly, and quarterly business reviews with cross-functional stakeholders and senior leadership.

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Qualifications

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• Highly experienced in B2B analytics with significant experience establishing and evolving analytics frameworks, pipeline optimization techniques, and data-driven decision-making within marketing-sales pipeline environments.
• Proficiency with Business Intelligence (BI) tools, Looker Studio + BigQuery preferred
• Advanced proficiency in SQL; proven ability to manage complex data extracts, perform rigorous analysis, and derive clear, impactful insights.
• Experience in Python or other scripting languages; familiarity with analytics automation and AI-driven analytical tools strongly preferred.
• Strong experience working with B2B marketing-sales teams and understanding core pipeline metrics (MQLs, SALs, CW conversion, etc.).
• History of effectively communicating complex analytical insights to diverse stakeholders while influencing strategic business decisions.
• Ability to thrive comfortably in chaos, ambiguity, and an exceptionally fast-moving work environment.
• Growth mindset and an innate eagerness to continuously learn, experiment, and leverage new technologies and methods.
• Exceptional attention to detail, organizational skills and the capability to manage multiple analytical projects end-to-end.
• Proven track record in data analytics, management consulting, business intelligence, FP&A, operations analytics, or similar fields.
• Experience in tech, fintech, or SaaS business models preferred.

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Bonus Points

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• Experienced implementing AI or machine learning models in a marketing and sales pipeline context
• Experience with Salesforce reporting and data infrastructure
• Experience juggling multiple high-impact projects
• Experience identifying opportunities and rallying teams behind building a solution

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About Shopify

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Opportunity is not evenly distributed. Shopify puts independence within reach for anyone with a dream to start a business. We propel entrepreneurs and enterprises to scale the heights of their potential. Since 2006, we’ve grown to over 8,300 employees and generated over $1 trillion in sales for millions of merchants in 175 countries.

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This is life-defining work that directly impacts people’s lives as much as it transforms your own. This is putting the power of the few in the hands of the many, is a future with more voices rather than fewer, and is creating more choices instead of an elite option.

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About You

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Moving at our pace brings a lot of change, complexity, and ambiguity—and a little bit of chaos. Shopifolk thrive on that and are comfortable being uncomfortable. That means Shopify is not the right place for everyone.

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Before you apply, consider if you can:

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• Care deeply about what you do and about making commerce better for everyone
• Excel by seeking professional and personal hypergrowth
• Keep up with an unrelenting pace (the week, not the quarter)
• Be resilient and resourceful in face of ambiguity and thrive on (rather than endure) change
• Bring critical thought and opinion
• Use AI tools reflexively as part of your fundamental workflow
• Embrace differences and disagreement to get shit done and move forward
• Work digital-first for your daily work