Sr. GTM Operations Manager- Marketing

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.