Sr. GTM Operations Manager- Marketing

Pendo is hiring a Sr. GTM Operations Manager - Marketing to architect and optimize the operational infrastructure that powers our Marketing organization. Based in Raleigh, NC or New York, NY, this full-time role places you at the strategic center of how marketing campaigns, lead flow, and revenue systems connect and scale.

What This Role Involves

This position combines hands-on operational expertise with strategic leadership. You'll design, build, and continuously refine the systems and processes that help the Marketing team run faster, smarter campaigns. You're not maintaining existing frameworks — you're reimagining them. Working directly with Marketing leadership and cross-functional partners in Data and Applied AI, you'll identify where process redesign, smarter automation, and AI-assisted workflows can unlock measurable improvements in pipeline and revenue outcomes. This role grants considerable independence: you spot operational gaps, develop solutions, and drive adoption across the organization without waiting for direction.

Your Responsibilities

• Design and own the marketing operations foundation: campaign governance, demand processing workflows, lead scoring and routing, nurture programs, and naming/data standards that ensure data quality and pipeline visibility.
• Build and evolve the complete lead lifecycle from creation through MQL processing, SLA compliance, and handoff to Sales, reducing cycle time and process friction.
• Map how marketing work actually flows — from campaign conception through execution to conversion — and identify process bottlenecks that technology alone won't solve.
• Partner with the Analytics function to translate operational data into clear, prioritized insights and recommendations for Marketing leadership and the broader revenue team.
• Lead the Marketing operational pod, serving as the central coordination point for Applied AI, Business Systems, and Data initiatives that affect your function.
• Evaluate marketing automation platforms (Marketo, HubSpot, Pardot, Customer.io, etc.) and demand generation tooling at both a technical and process level.
• Identify automation and AI opportunities in marketing workflows and work with technical partners to define where human judgment and brand ownership remain essential.

Who We're Looking For

You bring 5+ years of hands-on Revenue Operations, Marketing Operations, or GTM Operations experience in B2B SaaS — ideally 2+ years in Marketing Operations. You understand demand generation: pipeline attribution, lead scoring, funnel conversion, and how marketing programs execute day to day. You've owned MOps work (lead processing, nurture workflows, source hierarchies, automation logic) rather than supervised it remotely.

You're a builder: energized by undefined challenges, you shape solutions and drive them with minimal direction. You have strong workflow thinking — decomposing complex processes, mapping them to systems, and identifying where redesign creates impact. You're comfortable with BI tools and can build decision-driving reports. You have hands-on experience with Salesforce and marketing automation platforms (Marketo, HubSpot, Pardot, Customer.io, etc.), and you articulate technical requirements clearly to engineers. You see AI and automation as force multipliers, not shortcuts — understanding the governance and human-in-the-loop checkpoints that make intelligent systems reliable at scale.

About the Company

Pendo was founded in 2013 by product managers who built the company they'd always wanted: a platform that helps organizations understand and improve how people experience software. Our mission is to improve society's relationship with the software we all use. We operate as a hybrid culture with a 3-day-per-week in-office expectation. We offer competitive health coverage (including $0 premium options), strong 401(k) matching, equity participation, and flexible time off. Salary ranges for this role are $135,000–$165,000 in North Carolina and $150,000–$180,000 in New York, based on experience and location-specific market rates.

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