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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
- 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
- Translate business strategy from Marketing, Sales Development, RevOps, and GTM leadership into sequenced, prioritized system capabilities with clear outcomes and success metrics
- 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
- Drive quarterly planning ceremonies, partnering with Engineering Managers and BSAs to align capacity with roadmap commitments
- 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
Stakeholder Partnership & Requirements Translation
- 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
- Lead discovery, requirements workshops, and business process design sessions translating complex GTM and marketing operations requirements into actionable system specifications
- Own the decision layer between "what the business needs" and "what engineering builds," resolving ambiguity with structured frameworks and documented decisions
- Run structured stakeholder alignment sessions to surface trade-offs, build consensus, and drive open decisions to closure rather than letting them linger
- Represent the domain in cross-team planning and leadership reviews able to explain technical constraints to business stakeholders and business context to engineers
Team Mentorship & Capability Building
- 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
- Model and codify what "good" looks like reusable templates, rituals (backlog grooming, roadmap reviews), and a rubric BSAs can grow against
- Give BSAs increasing ownership over pieces of the roadmap as they develop, with regular feedback and structured check-ins
- 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
Program Strategy & Delivery Oversight
- Lead initiatives end-to-end: discovery, requirements, prioritization, solution design review, UAT, launch, and post-launch measurement
- Write and maintain clear user stories, acceptance criteria, and lead-flow and data-flow diagrams that engineering and admins can build against without ambiguity
- Manage a healthy, well-groomed backlog intake requests from Marketing and Sales Development, triage by impact and effort, and defend prioritization decisions to stakeholders
- 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
- Identify and de-risk dependencies across adjacent domains campaign operations, data enrichment vendors, opportunity handoff to sales before they block delivery
- Own UAT strategy and acceptance criteria in collaboration with BSAs, ensuring system changes meet business requirements before production release
Systems Architecture Collaboration
- 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
- Bring informed opinions on GTM platform architecture trade-offs based on deep domain knowledge
- Stay current on platform roadmaps for Salesforce Sales Cloud and connected MarTech tools, identifying opportunities to leverage native capabilities before custom builds
- 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
- Ability to engage deeply with engineering and architecture teams on API design, data modeling, and integration patterns.
What You'll Bring
- 7+ years in Salesforce product management, business systems analysis, or Marketing/Revenue Operations technology roles, with demonstrated growth into product ownership
- Strong working knowledge of Lead-to-Opportunity processes; lead capture, scoring, routing, and conversion and how they connect marketing execution to sales pipeline
- 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
- Good Understanding of quoting process
- Demonstrated ability to own and communicate multi-quarter internal product roadmaps to senior business and technology stakeholders
- Proven experience leading initiatives end-to-end with multiple stakeholders and competing priorities, especially across Marketing and Sales
- Sufficient technical fluency to engage meaningfully with engineering on API design, data model decisions, and integration trade-offs — without needing to write code
- Experience mentoring or upskilling analysts and BSAs, you enjoy developing people, not just managing tickets
- Excellent written and verbal communication; able to represent technical trade-offs to non-technical executives and translate business asks into clear technical requirements
- Comfortable operating in ambiguity and driving structure where none exists
- Experience with AI-assisted development workflows, data governance and compliance for lead data, or prior people-management experience
About the Team
You'll be one of the first product managers on a team actively transforming from a reactive BSA function into a proactive, roadmap-driven product organization. The Lead-to-Opportunity domain sits at the top of GitLab's revenue funnel; the quality of data, routing, and conversion here affects every downstream system and every seller. Getting this right is not an IT problem; it's a revenue problem. You'll have direct influence over how we shape the team's future operating model and how the next generation of BSAs grows into product managers.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range$104,800—$176,400 USD
How GitLab Supports Full-Time Employees
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
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