Sr. GTM Operations Manager- Marketing

Pendo's Data & GTM Intelligence org exists to make the revenue organization faster, smarter, and more effective. We sit at the intersection of data, AI, and GTM execution. We hold ourselves accountable to whether the teams we support are getting measurable, lasting value from our work.

This role owns the operational foundation for Pendo's Marketing organization: process design, planning cycles, and strategic partnership with Marketing leadership. You stay close to the business - deeply embedded in the Marketing org, with a point of view on where process, data, or AI could unlock better outcomes. You also serve as the Marketing pod lead, the coordination point for Applied AI, Business Systems, and Data work that touches your function.

You operate with significant autonomy. You identify what is broken, design the solution, and bring stakeholders along. The best person for this role has strong customer engineering domain knowledge, sharp analytical instincts, and genuine enthusiasm for rebuilding operations around AI.

What this looks like day-to-day

• Own core Marketing operational work: campaign operations governance, pipeline modeling, and process architecture. 
• Own the MOps process layer: lead processing logic, lead source and source detail hierarchy, audience and nurture processors, demand processing workflows, and campaign naming and governance standards. 
• Design and improve the full campaign-to-pipeline workflow, from lead creation and routing through SLA governance and MQL processing. 
• Partner with Analytics to translate data into clear, actionable recommendations for Marketing leadership.
• Stay deeply embedded in the Marketing org. Decompose how work actually gets done: map the full activity chain behind a campaign, a content workflow, and identify where process gaps, not tool gaps, are costing pipeline.
• Define what good looks like for data quality and lead flow, surface issues, and work with Business Systems to fix them upstream. You are accountable for the accuracy of what Marketing leadership sees.
• Act as the Marketing pod lead: serve as the coordination point between Marketing and the Business Operations functions (Applied AI, Data Platform, Systems).
• Come with an AI first mindset: Identify the automatable microtasks in Marketing workflows and bring a clear AI vision on where agent assisted solutions would have the most impact. Define where humans stay in the loop: on judgment, brand, and external-facing decisions, and where execution can be handed off.
• Contribute to org-wide GTM Ops initiatives alongside the broader team. 

Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.

You're a builder, not a maintainer.

You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great leaders don't just manage delivery — they operate as strategic owners, setting direction, influencing decisions across the org, and making the teams around them better.

You're AI-curious — genuinely.

You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything: how you evaluate new tooling, how you think about governance, how you build platforms that let others do the same. We want someone who sees AI as a multiplier, not a shortcut — and who understands what it actually takes to make AI safe and reliable at company scale.

• 5+ years of experience in Revenue Operations, Marketing Operations, or GTM Operations within a B2B SaaS environment. 2+ years Marketing Ops ideal.
• Deep familiarity with demand gen motions: you understand pipeline attribution, lead scoring, funnel conversion, and how Marketing programs actually run day to day.
• Hands-on MOps experience: you have owned lead processing logic, nurture programs, source/source detail hierarchies, and demand processing workflows, not just managed them from a distance.
• Proven ability to own and improve core ops work: campaign operations, and process architecture, with limited oversight.
• Workflow thinking: you can decompose how marketing work actually gets done, map it to its underlying systems, and identify where process redesign (not just new tooling) would unlock better outcomes.
• Comfortable in BI tools, and able to build reporting that drives decisions rather than just documents activity.
• Salesforce and MAP proficiency: you have worked inside Marketo, HubSpot, Pardot, Customer.io or similar at a process level: smart campaigns, routing logic, and data standards.
• Ability to identify where AI or automation would meaningfully improve a process, articulate it clearly to technical partners, and define the human-in-the-loop checkpoints that make adoption stick.
• Ability to work cross-functionally with Business Systems, Data, and Applied AI teams. You define requirements clearly, hold partners accountable, and drive adoption without direct authority.
• Exposure to Claude, n8n, Lovable or similar AI and automation tooling.

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech.

Pendo core values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.

Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.

Benefits: Highly competitive, employer-heavy coverage (including $0 premium options), strong 401(k) match, equity, and flexible time off.

Compensation: Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected salary range for this role to be performed in:
- North Carolina is $135,000 - $165,000
- New York is $150,000 - $180,000

EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: [email protected]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.