Senior Marketing Operations Manager at Pandadoc

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, with particular focus on the boundary between them: when does a self-serve user become a sales opportunity, and how do we route them without destroying unit economics or rep efficiency? • Define and enforce stage definitions, SLAs, and handoff processes. Improve MQL → SQL and PQL → Opportunity conversion rates with a clear-eyed view of which conversions actually create value vs. shift buyers between channels. • 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: clean control groups, incrementality measurement, and experiment designs that produce learnable results. Partner with Data and Marketing to ensure that pricing, packaging, and campaign experiments can actually answer the questions they're designed to answer, before they launch. Build the instrumentation to measure whether changes in funnel performance reflect real behavior change vs. channel shifting or selection effects. 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: LLM-based enrichment, predictive scoring, intelligent routing. This isn't aspirational; we expect you building and deploying these in your first quarter. • 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 using firmographic, behavioral, and product usage signals, with the explicit goal of separating self-serve converters from sales-ready accounts so we allocate rep capacity where it actually creates incremental revenue. • Design segmentation frameworks for targeted campaigns, lifecycle programs, and territory-aligned routing. • Maintain and evolve routing logic aligned to our GTM structure (territory, segment, product line) as the org scales. 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, not just "what happened" but "what should we do differently." • Create the reporting infrastructure that lets the team evaluate GTM experiments and pricing decisions with confidence. Cross-functional partnership • Sales: Improve lead follow-up, acceptance rates, and SLA adherence. Ensure marketing programs are calibrated to sales capacity and coverage, not just lead volume targets. • Data: This is a primary relationship, not a side quest. You'll co-own funnel instrumentation, attribution methodology, and the product usage data pipelines that feed scoring and lifecycle models with our VP of Data and her team. • Product & GTM Strategy: Participate in pricing, packaging, and GTM architecture discussions. The best MarOps work happens when the person building the funnel infrastructure has context on the strategic decisions that reshape it. What We're Looking For • 5+ years in Marketing Operations, Revenue Operations, or GTM Systems in a high-growth SaaS environment running both PLG and sales-assisted motions (not one or the other; both, ideally at the same time with the same product). • Strong hands-on experience with HubSpot and Salesforce: workflows, automation, custom objects, reporting. You can build it yourself, not just spec it. • Proven track record building lead lifecycle, scoring, and routing systems, specifically in environments where PLG and sales-assisted motions compete for the same customers. • Has built or deployed at least one AI/ML-powered workflow in production: predictive scoring, LLM-based enrichment, intelligent routing, or equivalent. We're not looking for "strong curiosity"; we need someone who's shipped it. • Strong analytical skills. SQL proficiency preferred; at minimum, you can frame questions precisely enough that your data partners can run with them. • You’re a builder, not a spec writer. You drive work forward without waiting for permission, you're direct when something isn't working, and you close the gap between what you build and the impact it creates. You're curious enough to learn the business context behind the systems you own, empathetic enough to earn trust across Sales, Data, and Marketing, and scrappy enough to ship before it's perfect. You bring energy and intellectual curiosity to the work, not just competence What Success Looks Like • PQL scoring that actually segments value: You've built a scoring model that meaningfully separates self-serve converters from sales-ready accounts, so reps focus on opportunities where outreach creates incremental revenue rather than intercepting buyers who would have converted organically. • Funnel instrumentation you can trust: The team can measure whether a pricing or packaging experiment changed real buyer behavior or just shifted the same buyers between channels. No more unlearnable experiments. • Measurably faster and tighter handoffs: Speed-to-lead and SLA adherence have improved across segments, with clear dashboards that Sales trusts and acts on. • AI workflows in production: At least two AI-assisted workflows (enrichment, scoring, or routing) are live, reducing manual effort and demonstrably improving accuracy over rule-based approaches. • A system the team can build on: Well-documented lifecycle definitions, routing logic, scoring models, and experiment frameworks that don't live in your head. The broader Rev Ops and Marketing team can extend your work without reverse-engineering it. The annual OTE is up to 150-180k Company Overview: 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. For more information, please visit [Upgrade to PRO to see link] Company Culture: We're known for our work-life balance, kind co-workers, & creative virtual team-bonding events. And although our Pandas are located across the globe, we stay connected with the help of technology and ensure that everyone on our team feels, well, like a team. Pandas work best when they're happy. We retain our talent by upholding our values of integrity & transparency, and selling a product that changes the lives of our customers. Check out our LinkedIn to learn more. 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 also 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. PandaDoc is an Equal Opportunity Employer. We are committed to equal treatment of all employees without regard to race, national origin, religion, gender, age, sexual orientation, veteran status, physical or mental disability or other basis protected by law. Application Deadline: 4/29/2026