Sr. GTM Operations Manager

About the role

This position leads the operational backbone of Pendo's Marketing organization, covering process design, planning cycles, and strategic collaboration with Marketing leadership. You will serve as the Marketing pod lead, coordinating work across Applied AI, Business Systems, and Data teams. The role requires significant independence to identify problems, build solutions, and bring stakeholders on board.

Key facts

What you'll do

• Run core Marketing operations including campaign governance, pipeline modeling, and process architecture
• Manage the MOps process layer: lead processing logic, lead source hierarchies, audience and nurture processors, demand workflows, and campaign naming standards
• Build and refine the full campaign-to-pipeline workflow from lead creation and routing through SLA governance and MQL processing
• Work with Analytics to turn data into clear, actionable guidance for Marketing leadership
• Map how marketing work actually happens, tracing the full activity chain behind campaigns and content workflows to find process gaps affecting pipeline
• Set standards for data quality and lead flow, surface problems, and coordinate with Business Systems on upstream fixes
• Coordinate between Marketing and Business Operations functions including Applied AI, Data Platform, and Systems teams
• Spot automatable microtasks in Marketing workflows and define where AI-assisted solutions would have the greatest impact
• Determine where human judgment should remain in the loop for brand and external-facing decisions versus where execution can be automated
• Contribute to broader GTM Ops projects across the organization

Requirements

• 5+ years in Revenue Operations, Marketing Operations, or GTM Operations within B2B SaaS; 2+ years in Marketing Ops preferred
• Strong understanding of demand gen motions: pipeline attribution, lead scoring, funnel conversion, and daily Marketing program execution
• Hands-on MOps work: direct ownership of lead processing logic, nurture programs, source/source detail hierarchies, and demand processing workflows
• Track record of owning and improving campaign operations and process architecture with minimal oversight
• Ability to break down how marketing work gets done, map it to underlying systems, and identify where process changes would improve outcomes
• Proficiency with BI tools and ability to create reporting that drives decisions rather than just documents activity
• Salesforce and MAP experience at a process level: smart campaigns, routing logic, and data standards in Marketo, HubSpot, Pardot, Customer.io, or similar platforms
• Skill in identifying where AI or automation would meaningfully improve processes, communicating this to technical partners, and defining human-in-the-loop checkpoints
• Ability to work cross-functionally with Business Systems, Data, and Applied AI teams, defining requirements clearly and driving adoption without direct authority

Nice to have

• Experience with Claude, n8n, Lovable, or similar AI and automation tools

Skills & tools

• Salesforce
• Marketo, HubSpot, Pardot, Customer.io, or comparable marketing automation platforms
• BI and reporting tools
• AI and automation platforms (Claude, n8n, Lovable)

Practical notes

• Salary range for North Carolina: $135,000 to $165,000
• Salary range for New York: $150,000 to $180,000
• Benefits include employer-heavy health coverage with $0 premium options, strong 401(k) match, equity, and flexible time off
• Accommodation requests can be sent to accommodation@pendo.io