[Hiring] Senior Marketing Operations Manager @PandaDoc

Role Description

PandaDoc is looking for a Senior Marketing Operations Manager to own the systems, scoring, and lifecycle infrastructure that power our marketing-driven growth. You'll sit within our centralized Revenue Operations team, report to the Director of Marketing Operations, and partner daily with Marketing, Sales, Data, and Product.

Here's what makes this role different from generic MarOps roles: PandaDoc runs two growth motions simultaneously, a high-volume PLG engine and a sales-assisted motion serving mid-market and enterprise buyers. Getting the interplay between these right, the scoring, the routing, the lifecycle architecture, is one of the highest-leverage areas in our go-to-market.

You'll be hands-on: building in HubSpot and Salesforce, writing scoring models, designing experiments, and shipping AI-assisted workflows. You'll also be strategic: shaping how we instrument our funnel so that pricing, packaging, and GTM architecture decisions are grounded in clean data rather than confounded experiments.

What You'll Do

• Funnel & Lead Lifecycle:
  • Own the end-to-end lifecycle (Lead → MQL → PQL → SQL → Pipeline) across both PLG and sales-assisted motions.
  • Define and enforce stage definitions, SLAs, and handoff processes.
  • Improve MQL → SQL and PQL → Opportunity conversion rates.
  • Incorporate product usage signals, free-to-paid behavior, and account-level firmographic data into lifecycle and routing frameworks.
  • Identify and resolve funnel breakdowns through data, root-cause analysis, and well-designed experimentation.
• Experimentation:
  • Partner with Data Science to design the methodology for marketing and funnel experiments.
  • Ensure that pricing, packaging, and campaign experiments can answer the questions they're designed to answer.
  • Build the instrumentation to measure changes in funnel performance.
• Martech & Systems:
  • Own and optimize our marketing tech stack: HubSpot, Salesforce, ZoomInfo, Clearbit, and attribution tooling.
  • Build and maintain workflows, automations, and integrations with strong data quality and governance practices.
  • Ship AI-assisted workflows in production.
  • Partner closely with GTM Engineering and Data Engineering on warehouse-native integrations and activation layers.
• Scoring, Segmentation & Routing:
  • Build multi-dimensional lead and PQL scoring models.
  • Design segmentation frameworks for targeted campaigns and lifecycle programs.
  • Maintain and evolve routing logic aligned to our GTM structure.
• Reporting & Insights:
  • Build and maintain dashboards covering funnel conversion, speed-to-lead, campaign performance, and multi-touch attribution.
  • Surface actionable insights and optimization opportunities to Marketing, Sales, and leadership.
  • Create the reporting infrastructure for evaluating GTM experiments and pricing decisions.
• Cross-functional partnership:
  • Improve lead follow-up, acceptance rates, and SLA adherence with Sales.
  • Co-own funnel instrumentation, attribution methodology, and product usage data pipelines with Data.
  • Participate in pricing, packaging, and GTM architecture discussions with Product & GTM Strategy.

Qualifications

• 5+ years in Marketing Operations, Revenue Operations, or GTM Systems in a high-growth SaaS environment.
• Strong hands-on experience with HubSpot and Salesforce.
• Proven track record building lead lifecycle, scoring, and routing systems.
• Experience building or deploying at least one AI/ML-powered workflow in production.
• Strong analytical skills; SQL proficiency preferred.
• Builder mentality; drives work forward without waiting for permission.

Requirements

• Strong analytical skills.
• Experience with AI/ML-powered workflows.
• Ability to drive work forward without waiting for permission.
• Empathy to earn trust across teams.

Benefits

• Employees may be able to purchase company stock (or receive annual bonuses).
• Employees (and their families) may enroll in the company's medical, dental, vision, short & long term disability, life insurance, FSA and 401k plans.
• Employees will receive 13.34+ hours of paid time off per month, 6 self-care days, birthday PTO day, and 12 company paid holidays off per year.

Company Description

PandaDoc empowers more than 60,000 growing organizations to thrive by taking the work out of document workflow. PandaDoc provides an all-in-one document workflow automation platform that helps fast scaling teams accelerate the ability to create, manage, and sign digital documents including proposals, quotes, contracts, and more.

We're known for our work-life balance, kind co-workers, & creative virtual team-bonding events. We retain our talent by upholding our values of integrity & transparency.