Senior Product Manager, CRM & GTM Systems

Sobre el puesto

<div class="content-intro">GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI">Co-create the future with us</a> as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.</div>An Overview about the Role We're looking for a Senior Product Manager to own the Lead-to-Opportunity (L2O) domain within our Salesforce and GTM technology ecosystem. This role sits at the intersection of marketing operations, sales process, and technology owning the roadmap for how leads are captured, scored, routed, and converted into pipeline, and how our broader GTM tech stack supports that motion. This is a foundational hire one of the first product managers on a team actively transforming from a reactive BSA model into a proactive, roadmap-driven product organization. You'll be both an individual contributor driving your own domain and a mentor helping BSAs grow into product manager roles. You'll have direct influence over how we shape the team's future operating model. What You'll Do Internal Product Roadmap Ownership <ul> <li>Define, own, and maintain the multi-quarter internal product roadmap for the Lead-to-Opportunity domain covering lead capture, enrichment, scoring, routing, conversion, opportunity and the broader GTM technology stack integrated with Salesforce</li> <li>Translate business strategy from Marketing, Sales Development, RevOps, and GTM leadership into sequenced, prioritized system capabilities with clear outcomes and success metrics</li> <li>Define the domain's strategic priorities each quarter and half, balancing net-new capability delivery, stabilization, and technical debt reduction with transparent trade-off frameworks</li> <li>Drive quarterly planning ceremonies, partnering with Engineering Managers and BSAs to align capacity with roadmap commitments</li> <li>Own domain-level documentation: process maps, current-vs-future state lead lifecycle flows, and decision logs that keep stakeholders and the team aligned on scope and ownership</li> </ul> Stakeholder Partnership & Requirements Translation <ul> <li>Serve as the primary product voice for all L2O and GTM Systems initiatives, partnering closely with Marketing, Marketing Operations, SDR/BDR leadership, Sales, and RevOps</li> <li>Lead discovery, requirements workshops, and business process design sessions translating complex GTM and marketing operations requirements into actionable system specifications</li> <li>Own the decision layer between "what the business needs" and "what engineering builds," resolving ambiguity with structured frameworks and documented decisions</li> <li>Run structured stakeholder alignment sessions to surface trade-offs, build consensus, and drive open decisions to closure rather than letting them linger</li> <li>Represent the domain in cross-team planning and leadership reviews able to explain technical constraints to business stakeholders and business context to engineers</li> </ul> Team Mentorship & Capability Building <ul> <li>Act as a product craft mentor and senior thought partner for the BSA team, actively upskilling analysts in product thinking, requirements structuring, acceptance criteria definition, and roadmap communication</li> <li>Model and codify what "good" looks like reusable templates, rituals (backlog grooming, roadmap reviews), and a rubric BSAs can grow against</li> <li>Give BSAs increasing ownership over pieces of the roadmap as they develop, with regular feedback and structured check-ins</li> <li>Partner with leadership to evolve the team's operating model from project-execution-focused to product-thinking-led, raising the bar for how EntApps delivers business value</li> </ul> Program Strategy & Delivery Oversight <ul> <li>Lead initiatives end-to-end: discovery, requirements, prioritization, solution design review, UAT, launch, and post-launch measurement</li> <li>Write and maintain clear user stories, acceptance criteria, and lead-flow and data-flow diagrams that engineering and admins can build against without ambiguity</li> <li>Manage a healthy, well-groomed backlog intake requests from Marketing and Sales Development, triage by impact and effort, and defend prioritization decisions to stakeholders</li> <li>Define success metrics per initiative (lead response time, routing accuracy, lead-to-opportunity conversion rate, data quality, SDR/BDR adoption) and report on outcomes, not just delivery</li> <li>Identify and de-risk dependencies across adjacent domains campaign operations, data enrichment vendors, opportunity handoff to sales before they block delivery</li> <li>Own UAT strategy and acceptance criteria in collaboration with BSAs, ensuring system changes meet business requirements before production release</li> </ul> Systems Architecture Collaboration <ul> <li>Partner with Enterprise Architects and Engineering Managers on Salesforce and MarTech integration design marketing automation platform to Salesforce sync, data enrichment pipelines, lead scoring and routing engines, ensuring choices hold up to governance, scale, and future roadmap needs</li> <li>Bring informed opinions on GTM platform architecture trade-offs based on deep domain knowledge</li> <li>Stay current on platform roadmaps for Salesforce Sales Cloud and connected MarTech tools, identifying opportunities to leverage native capabilities before custom builds</li> <li>Maintain domain-level R&R clarity, who owns what across US/India technical managers, BSAs, and adjacent pods and update as team and scope evolve</li> <li>Ability to engage deeply with engineering and architecture teams on API design, data modeling, and integration patterns.</li> </ul> What You'll Bring <ul> <li>7+ years in Salesforce product management, business systems analysis, or Marketing/Revenue Operations technology roles, with demonstrated growth into product ownership</li> <li>Strong working knowledge of Lead-to-Opportunity processes; lead capture, scoring, routing, and conversion and how they connect marketing execution to sales pipeline</li> <li>Hands-on familiarity with the GTM technology stack: Salesforce Sales Cloud plus marketing automation platforms (Marketo, HubSpot, or Pardot), lead scoring and routing tools, and data enrichment or intent providers</li> <li>Good Understanding of quoting process </li> <li>Demonstrated ability to own and communicate multi-quarter internal product roadmaps to senior business and technology stakeholders</li> <li>Proven experience leading initiatives end-to-end with multipl