Sr. GTM Operations Manager- Marketing
PendoRaleigh, North Carolina, United States · Posted 1 month agoDescription
The team + the role
Pendo's Data & GTM Intelligence org exists to make the revenue organization faster, smarter, and more effective. We sit at the intersection of data, AI, and GTM execution. We hold ourselves accountable to whether the teams we support are getting measurable, lasting value from our work.
This role owns the operational foundation for Pendo's Marketing organization: process design, planning cycles, and strategic partnership with Marketing leadership. You stay close to the business - deeply embedded in the Marketing org, with a point of view on where process, data, or AI could unlock better outcomes. You also serve as the Marketing pod lead, the coordination point for Applied AI, Business Systems, and Data work that touches your function.
You operate with significant autonomy. You identify what is broken, design the solution, and bring stakeholders along. The best person for this role has strong customer engineering domain knowledge, sharp analytical instincts, and genuine enthusiasm for rebuilding operations around AI.
What this looks like day-to-day
- 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.
Who you are
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.
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.
Must-haves
- 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.
About Pendo
Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech.
Pendo core values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.
Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.
Benefits: Highly competitive, employer-heavy coverage (including $0 premium options), strong 401(k) match, equity, and flexible time off.
Compensation: Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.
The expected salary range for this role to be performed in:
- North Carolina is $135,000 - $165,000
- New York is $150,000 - $180,000
EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.
Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
Similar jobs
Est. 150,000 USD
The team + the role Pendo's Data & GTM Intelligence org exists to make the revenue organization faster, smarter, and more effective. We sit at the intersection of data, AI, and GTM execution. We hold ourselves accoun…
Est. 202,500 USD
The Team + The Role Pendo's People team connects business strategy to the people systems, decisions, and leadership practices that help the company scale. The team partners across the business to build an organization th…
Est. 160,000 USD
The Team + The Role Pendo's Product Marketing team translates what we build into why it matters. The team works at the intersection of product, revenue, and marketing, owning the narratives, positioning, and go-to-market…
Est. 205,000 USD
The Team + The Role Pendo is rebuilding for the AI era, with new products, new buyers, and new ways to deliver value to customers. The Customer Growth and Lifecycle function sits at the center of that shift, helping turn…
Est. 178,829 USD
The Team + The Role Pendo’s Customer Engineering team is the technical backbone of the company’s pre- and post-sales customer motion. The team supports growth by bringing technical ownership across the full customer life…
Est. 83,500 USD
The Team + The Role Pendo's Business Development team fuels our go-to-market motion. The team is often the first point of contact for companies that may become Pendo's next customers, and it plays a critical role in buil…
Est. 162,500 USD
Sr. Product Manager, Analytics The team + the role Pendo is the AI-powered analytics and adoption platform for builders. The Product team builds the tools that help software teams understand how their products are used,…
Est. 222,650 USD
The Team + The Role Software is being written faster than ever, and AI coding agents are accelerating how teams build and ship. Novus is Pendo's answer to what happens after software ships: helping fast-moving teams unde…
Est. 167,500 USD
The Team + The Role Pendo is the AI-powered analytics and adoption platform for builders. It connects a portfolio of apps and agents, bought and built, to user success and business outcomes. The Product team builds the t…
Est. 170,000 USD
The Team + The Role Pendo’s Commercial Sales organization drives revenue growth across growth-stage and SMB customer segments. The team helps customers understand, adopt, and expand the value they get from Pendo while cr…
Est. 217,567 USD
The Team + The Role Pendo’s Customer Engineering team is the technical backbone of the pre- and post-sales customer motion. The team brings together work that has historically sat across Customer Success, Technical Accou…
Est. 131,500 USD
The Team + The Role Mind the Product Training helps organizations build better products by connecting them with product management expertise, training, and advisory services. Through a network of trainers and product lea…
Est. 142,500 USD
The Team + The Role The Core team builds features and platform capabilities that power critical areas of the Pendo product experience. The team supports high-stakes customer use cases, shapes how systems evolve over time…
Est. 153,700 USD
The Team + The Role Pendo’s Professional Services team is part of the broader Strategy & Transformation organization. The team helps customers transform how they operate, not just how they use Pendo, through technica…
Est. 112,500 USD
The Team + The Role Pendo’s Business Systems team keeps the company running smoothly across our global office footprint. The team owns the systems, infrastructure, automations, and day-to-day support that help Pendonauts…
Est. 119,500 USD
Software Engineer, Full Stack The Team + The Role Pendo spent a decade helping companies understand how people use their software. Agents are the next surface, and this team builds the product for it: customers install P…
Est. 160,000 USD
Lead, Center of Excellence The team + the role The Pendo Center of Excellence (CoE) sets the standard for how Pendo uses Pendo. We bring together in-app and email engagement, Product Operations, and growth strategy to en…
Est. 112,500 USD
The Team + The Role Pendo’s Technical Support Engineers are the diagnostic and strategic layer between customers and the product. This small, global team sits within Engineering and partners daily with Product, Engineeri…
Est. 215,000 USD
The Team + The Role Pendo’s Commercial Sales organization drives revenue growth by helping Mid-Market customers understand, adopt, and expand the value they get from Pendo. The team partners closely with customers and in…
Est. 262,500 USD
The Team + The Role Our Emerging Team is focused on building AI Products for our product experience (PX) platform. We build from the ground up to explore, prototype, and ship AI-native experiences that change how softwar…
Est. 312,500 USD
The Team + The Role Our Emerging Team is focused on building AI Products for our product experience (PX) platform. We build from the ground up to explore, prototype, and ship AI-native experiences that change how softwar…
Est. 250,000 USD
The Team + The Role The Pendo for Agents team builds Pendo's AI and agent product area, a large greenfield surface where much of the architecture is being defined as the team builds. This team operates at the center of a…
Est. 157,500 USD
The Team + The Role The Product Design team at Pendo works closely with senior product leaders and sits at the center of product strategy and delivery. The team operates close to both the problem and the build, using LLM…
Est. 69,000 GBP
Sr. Software Engineer The Team + The Role Pendo's engineering teams build the product experiences that help customers understand, improve, and act on product usage data. This team is focused on AI-powered features that t…
About the Team This team builds an AI-native predictive analytics platform that embeds ML and AI-driven insights directly into production Go-To-Market workflows — powering real-time decisions at scale. The team owns the…
Est. 120,000 GBP
The Team + The Role The Senior Director, Demand Generation EMEA is a senior, hands-on leadership role owning Pendo's marketing pipeline across the region — UK, DACH, France, Nordics, and the Netherlands. This is a rare o…
Est. 80,000 EUR
The Team + The Role Pendo is hiring a Senior Account Executive for our Commercial Sales team in Munich, Germany to drive new business across our the DACH region to target prospect accounts. This role is built for high-pe…
Est. 171,000 USD
Backed by leading Silicon Valley investors, Peregrine helps public safety organizations, state and local and governments, federal agencies, and private-sector institutions address society’s challenges with unprecedented…
Est. 129,000 USD
Backed by leading Silicon Valley investors, Peregrine helps public safety organizations, state and local and governments, federal agencies, and private-sector institutions address society’s challenges with unprecedented…
Est. 110,000 USD
About Ping Identity: At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our custome…