Sr. GTM Operations Manager- Marketing

Pendo•Raleigh, NY

2d•Hybrid

About The Position

The Data & GTM Intelligence org at Pendo aims to enhance the revenue organization's speed, intelligence, and effectiveness 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 individual will be deeply embedded within the Marketing organization, identifying opportunities for improvement through process, data, or AI. This role also serves as the Marketing pod lead, coordinating efforts in Applied AI, Business Systems, and Data that impact the marketing function. The position offers significant autonomy, requiring the individual to identify issues, design solutions, and gain stakeholder buy-in. Ideal candidates possess strong customer engineering domain knowledge, sharp analytical skills, and a passion for leveraging AI to optimize operations.

Requirements

5+ years of experience in Revenue Operations, Marketing Operations, or GTM Operations within a B2B SaaS environment.
2+ years of Marketing Ops experience is ideal.
Deep familiarity with demand gen motions, including pipeline attribution, lead scoring, funnel conversion, and day-to-day Marketing program execution.
Hands-on MOps experience owning lead processing logic, nurture programs, source/source detail hierarchies, and demand processing workflows.
Proven ability to own and improve core ops work (campaign operations, process architecture) with limited oversight.
Workflow thinking: ability to decompose marketing work, map it to systems, and identify opportunities for process redesign.
Comfortable using BI tools and building reporting that drives decisions.
Salesforce and MAP proficiency (Marketo, HubSpot, Pardot, Customer.io or similar) at a process level (smart campaigns, routing logic, data standards).
Ability to identify AI or automation improvements, articulate them to technical partners, and define human-in-the-loop checkpoints.
Ability to work cross-functionally with Business Systems, Data, and Applied AI teams, defining requirements, holding partners accountable, and driving adoption without direct authority.
Exposure to AI and automation tooling such as Claude, n8n, or Lovable.

Nice To Haves

Strong customer engineering domain knowledge.
Sharp analytical instincts.
Genuine enthusiasm for rebuilding operations around AI.
A builder mentality, energized by defining new paths.
Proactive approach to identifying gaps and driving solutions.
Strategic ownership, setting direction and influencing across the org.
AI-curiosity and a mindset of rewiring work around AI tools.
Understanding of making 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 to decompose how work actually gets done, map the full activity chain behind a campaign or content workflow, and identify process gaps impacting pipeline.
Define data quality and lead flow standards, surface issues, and collaborate with Business Systems to resolve them.
Act as the Marketing pod lead, coordinating between Marketing and Business Operations functions (Applied AI, Data Platform, Systems).
Identify automatable microtasks in Marketing workflows and develop an AI vision for agent-assisted solutions.
Define where human involvement is necessary (judgment, brand, external-facing decisions) versus where execution can be automated.
Contribute to org-wide GTM Ops initiatives.