Sr. GTM Operations Manager- Marketing

Pendo•Raleigh, NC

3d•$135,000 - $180,000•Hybrid

About The Position

The Data & GTM Intelligence org at Pendo aims to enhance the speed, intelligence, and effectiveness of the revenue organization by operating at the intersection of data, AI, and GTM execution. This role is responsible for the operational foundation of Pendo's Marketing organization, focusing on process design, planning cycles, and strategic collaboration with Marketing leadership. The position requires deep integration within the Marketing organization to identify opportunities for process, data, or AI to drive improved outcomes. The role also serves as the Marketing pod lead, coordinating efforts across Applied AI, Business Systems, and Data initiatives impacting the function. The individual will operate with significant autonomy, identifying issues, designing solutions, and engaging stakeholders. Ideal candidates possess strong customer engineering domain knowledge, sharp analytical skills, and a passion for leveraging AI to transform operations.

Requirements

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.

Nice To Haves

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.

Responsibilities

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.