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About the Role

This role owns the operational foundation for Pendo's Marketing organization, focusing on process design, planning cycles, and strategic partnership with Marketing leadership. You will be deeply embedded in the Marketing org, identifying opportunities for process, data, or AI to drive better outcomes. You will also serve as the Marketing pod lead, coordinating efforts across Applied AI, Business Systems, and Data.

Responsibilities

Own core Marketing operational work: campaign operations governance, pipeline modeling, and process architecture.
Own the MOps process layer, including 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.
Decompose how work actually gets done within the Marketing org, mapping the full activity chain behind a campaign or content workflow to identify process gaps impacting pipeline.
Define data quality and lead flow standards, surface issues, and collaborate with Business Systems to resolve them upstream.
Act as the Marketing pod lead, coordinating between Marketing and Business Operations functions (Applied AI, Data Platform, Systems).
Identify automatable microtasks in Marketing workflows and define an AI vision for agent-assisted solutions, specifying human-in-the-loop checkpoints for judgment, brand, and external-facing decisions.
Contribute to org-wide GTM Ops initiatives.

Requirements

5+ years of experience in Revenue Operations, Marketing Operations, or GTM Operations within a B2B SaaS environment.
2+ years of Marketing Ops experience is ideal.
Deep familiarity with demand gen motions, including pipeline attribution, lead scoring, funnel conversion, and daily Marketing program operations.
Hands-on MOps experience owning lead processing logic, nurture programs, source/source detail hierarchies, and demand processing workflows.
Proven ability to own and improve core ops work such as campaign operations and process architecture with limited oversight.
Workflow thinking: ability to decompose marketing work, map it to underlying systems, and identify opportunities for process redesign.
Comfortable using BI tools and building reporting that drives decisions.
Salesforce and MAP proficiency, with experience in Marketo, HubSpot, Pardot, Customer.io, or similar at a process level.
Ability to identify where AI or automation can improve a process, articulate this to technical partners, and define human-in-the-loop checkpoints.
Ability to work cross-functionally with Business Systems, Data, and Applied AI teams, defining requirements, holding partners accountable, and driving adoption without direct authority.
Exposure to AI and automation tooling such as Claude, n8n, or Lovable.

Skills

Process Design
Planning Cycles
Strategic Partnership
AI
Data Analysis
Campaign Operations Governance
Pipeline Modeling
Process Architecture
Lead Processing Logic
Lead Source and Source Detail Hierarchy
Audience and Nurture Processors
Demand Processing Workflows
Campaign Naming and Governance Standards
Campaign-to-Pipeline Workflow Design
SLA Governance
MQL Processing
Data Translation
Actionable Recommendations
Data Quality Definition
Lead Flow Management
AI Vision Definition
Automation Identification
Human-in-the-Loop Checkpoint Definition
Cross-functional Collaboration
Requirement Definition
Accountability Management
Adoption Driving
BI Tools
Reporting
Salesforce
Marketing Automation Platforms (MAP)
Marketo
HubSpot
Pardot
Customer.io
Claude
n8n
Lovable

Location

North Carolina
New York

Work Type

Hybrid
Remote

Experience Level

5+ years of experience in Revenue Operations, Marketing Operations, or GTM Operations
2+ years Marketing Ops experience

Salary/Compensations

$135,000 - $165,000 (North Carolina)
$150,000 - $180,000 (New York)

Benefits

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

About the Company

Pendo was founded in 2013 by former product managers who aimed to build a simple way to understand and improve product success.
Our mission is to improve society's experience with software.
We are one of the fastest-growing startups, supported by leading 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.

Equal Opportunity

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.
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.