Sr. GTM Operations Manager- Marketing Raleigh, NC or New York, NY

About the role

Pendo's Data & GTM Intelligence org supports the revenue organization by making it faster, smarter, and more effective. This role focuses on the operational foundation for Pendo's Marketing organization, including process design, planning cycles, and strategic partnerships with Marketing leadership.

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).
• Contribute to org-wide GTM Ops initiatives alongside the broader team.

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.

Qualifications

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.

Skills

• AI-curious: genuinely see AI as a multiplier, not a shortcut, and understand what it actually takes to make AI safe and reliable at company scale.

Benefits

• Highly competitive, employer-heavy coverage (including $0 premium options)
• Strong 401(k) match
• Equity
• Flexible time off

Pay

• North Carolina: $135,000 - $165,000
• New York: $150,000 - $180,000

Schedule

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