Application for Senior Manager, Pipeline Operations at Tines

I build the pipeline systems that power revenue at scale.

8+ years architecting the workflows behind lead routing, scoring, enrichment, and opportunity creation for high-growth SaaS. Ready to build Tines' pipeline engine from the ground up.

See My 90-Day PlanView Experience
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2h → 3m
Lead Routing
66%
Cycle Acceleration
150+
Workflows Shipped
$200K+
Annual Savings
Why Drew for Tines

Pipeline architecture is what I do. Here's the proof.

2 hrs → 3 min

Lead Routing, Redesigned

Rebuilt an entire lead routing architecture from a 2-hour manual process to a 3-minute automated workflow. Engineered scoring logic balancing demographic, firmographic, and behavioral signals to route leads to the right rep, instantly.

66% Faster

Sales Cycle Acceleration

Designed end-to-end pipeline workflows that compressed sales cycles by 66%. Built attribution models and executive dashboards tracking marketing influence across the full buyer journey.

150+ in 12 Weeks

Operational Velocity

Shipped 150+ automated workflows across lead lifecycle, enrichment, and opportunity creation in just 12 weeks. Built systems that let teams move at speed without sacrificing data integrity.

$200K+ Saved

Systems That Scale

Architected enterprise integrations spanning AWS PrivateLink, Boomi, and NetSuite, driving $200K+ in annual savings. Built infrastructure designed for SOC2, HIPAA, and PCI compliance from day one.

Experience

From dialing phones at IBM to architecting pipeline systems at scale.

Oct 2025 — Present01

Founder & Principal Consultant

Revelate Operations

Boutique GTM Operations consultancy serving Series B+ SaaS companies ($10-50M ARR), delivering revenue infrastructure and sales enablement systems.

  • Architected revenue operations infrastructure for multiple Series B SaaS clients, delivering brownfield Salesforce redesigns that modernize systems without $500K+ rebuild costs
  • Engineered AI-powered data reconciliation automation projected to eliminate $200K+ annual manual reconciliation costs for financial services client
  • Designed sales enablement systems including playbooks, content repositories, and training programs reducing rep ramp time by 40%
  • Deployed AgentForce AI agents for automated case routing and customer service workflows, reducing manual triage time 70%
  • Created pipeline management frameworks and revenue forecasting models enabling predictable growth planning
Jul 2022 — Oct 202502

Senior GTM & Revenue Operations Engineer

Bevi

Strategic partner to Sales, Customer Success, Finance, and Product leadership at $100M+ Series C smart water technology company during critical growth phase.

  • Accelerated sales velocity 66% through CRM modernization and workflow automation, directly impacting pipeline conversion rates
  • Engineered HubSpot-Salesforce integration with intelligent routing logic that collapsed lead assignment from 2+ hours to 3 minutes
  • Delivered 100% project completion rate across 50+ implementations while reducing operational backlog 46%
  • Generated $200K+ documented annual operational savings through workflow automation and process optimization
  • Architected enterprise GTM ecosystem integrating HubSpot, ZoomInfo, Salesloft, Apollo.io, NetSuite, and Zendesk
  • Designed territory assignment, quote generation, and renewal workflows that compressed quote-to-close cycles
  • Spearheaded data governance initiative reducing account redundancy 13%, enabling downstream AI and analytics capabilities
  • Automated executive reporting using scheduled flows and API integrations, freeing 10+ hours weekly for leadership
Nov 2020 — Dec 202303

GTM Systems Architect

DraftSales

GTM technology architecture and implementation services for multiple B2B SaaS clients, run concurrently with Bevi role.

  • Architected scalable CRM workflows optimizing sales and marketing automation across diverse technology stacks
  • Designed integrations connecting Salesforce to marketing automation platforms, customer data sources, and sales engagement tools
  • Partnered with engineering teams to integrate revenue systems with product backends via REST APIs and webhooks
  • Developed training materials and documentation enabling client teams to maintain systems independently
Jun 2018 — Jul 202204

BDR → Sales Ops → Manager, GTM Systems

Reveneer

Progressive career spanning business development to systems architecture leadership at Salesforce consulting firm. Promoted three times in four years.

  • Established strategic partnerships with Salesforce, Salesloft, and ZoomInfo to enhance GTM integration capabilities
  • Architected CRM workflows and system infrastructure for Fortune 500 clients from ground up
  • Designed pipeline management, forecasting, and data governance processes as Sales Operations Manager
  • Built pattern recognition across 150+ companies' revenue operations challenges — learning what scales and what breaks
  • Recruited and developed team members — the same team-building muscle this Tines role requires
201805

Business Development Representative

IBM

Enterprise sales development for cloud and AI solutions at global scale.

  • Learned how enterprise leads flow, how SDR organizations operate at scale, and what pipeline infrastructure actually needs to look like from the front lines
  • Developed deep understanding of how marketing-to-sales handoffs succeed or fail — experience that directly informs pipeline architecture decisions
Case Studies

Pipeline systems I've built. Results that shipped.

3-Minute Pipeline: Rebuilding Lead Routing for Speed

Lead routing was a 2-hour manual process. Reps were losing deals to competitors who responded faster. Mapped the entire lead lifecycle end-to-end, designed automated routing logic with firmographic and behavioral scoring, and built SLA monitoring for real-time visibility.

2 hrs → 3 min routing · 66% faster cycles

150 Workflows in 90 Days: Scaling Pipeline Automation

Operations team was drowning in manual processes. Audited every pipeline touchpoint, prioritized by revenue impact, and shipped 150+ automated workflows covering enrichment, scoring, opportunity creation, and SLA alerts.

150+ workflows · $200K+ annual savings

Building the CRM from Zero: Pipeline at Scale

No CRM, no pipeline infrastructure, no reporting — every lead tracked in spreadsheets. Designed and implemented the full Salesforce environment from scratch: pipeline workflows, routing rules, scoring models, and dashboards.

Zero → Full CRM · promoted IC → Manager

Enterprise Integration: Connecting Pipeline Data

Pipeline data lived in silos across Salesforce, NetSuite, and custom apps. Architected enterprise integrations using AWS PrivateLink and Boomi for a single source of truth — maintained SOC2, HIPAA, and PCI compliance throughout.

Unified data · SOC2/HIPAA/PCI compliant

What I'll Build

The 90-Day Pipeline Operations Playbook

A clear plan for standing up Tines' pipeline operations function — from audit to architecture to hiring.

Phase 1
30

Listen, Map, Diagnose

  • Deep-dive into current pipeline architecture: lead sources, routing logic, scoring, enrichment, attribution
  • Map every handoff between Marketing, SDR, PLG, and Sales — find where leads leak or slow down
  • Audit the full tech stack: Salesforce config, marketing automation, enrichment tools, analytics
  • Baseline every metric: MQL-to-SQL conversion, speed-to-lead, pipeline velocity, channel attribution
  • Build relationships with stakeholders across Marketing, Sales, PLG, and Data
Phase 2
60

Architect and Ship

  • Redesign lead routing for speed-to-lead optimization — response time is a competitive weapon
  • Implement lead scoring tuned to Tines' ICP: enterprise security teams, IT ops, product usage signals
  • Build the attribution model connecting marketing spend to pipeline and revenue
  • Stand up executive dashboards: pipeline health, funnels, velocity trends, forecast accuracy
  • Design the PLG-to-Sales handoff — product signals flowing into pipeline scoring
Phase 3
90

Scale and Hire

  • Recruit first team member — analytical systems builder with marketing ops depth
  • Document every workflow, SLA, and process for a function that runs on systems, not institutional knowledge
  • Launch pipeline planning and capacity modeling for the next quarter
  • Use Tines' own platform internally — Agents, MCP support, AI workflows powering internal ops
  • Dogfooding as product feedback: understanding Tines by running operations on it
Tech Stack

Tools I bring to the table.

Pipeline Infrastructure
  • Salesforce Sales Cloud
  • Salesforce Data Cloud
  • AgentForce AI
  • NetSuite ERP
  • CPQ
Analytics & Attribution
  • Executive Dashboards
  • Attribution Modeling
  • Pipeline Forecasting
  • SOC2 / HIPAA / PCI
Automation & Integration
  • Workato / Zapier / Tray / Boomi
  • AWS PrivateLink
  • Azure AD / SAML / SSO
  • 150+ Production Workflows
AI & Development
  • Claude / GPT / Gemini / Llama
  • AgentForce AI
  • TypeScript / Next.js
  • PostgreSQL

Let's build the pipeline that powers Tines' next chapter.

Tines powers a billion automated actions every week for the world's most important workflows. The pipeline that feeds that growth deserves the same level of engineering. I'm ready to bring that to Tines.

drew@revelateops.comLinkedInGitHub

Simple systems. Fast execution. Sound architecture. That's how I build.