Sr Product Manager, Pipeline Generation Systems

Cribl is a remote-first company focused on empowering employees and solving pressing data needs for IT and Security. They are seeking a talented Sr. Product Manager for Pipeline Generation Systems to drive AI innovation and improve lead capture and prioritization strategies across Marketing and Sales.

Responsibilities:

• Define and execute a compelling product vision and roadmap centered on how AI can materially increase pipeline, improve seller focus, and make GTM execution more intelligent across lead capture, prioritization, routing, attribution, and account-based motions
• Partner with Marketing, SDR, Sales, and RevOps stakeholders to identify high-value AI opportunities, facilitate tradeoff discussions, and translate business pain points into practical experiments, product requirements, and scalable delivery plans
• Drive roadmap investments that help Cribl identify, rank, and activate against the highest-value accounts through AI-assisted account scoring, richer account context, seller-facing insights, and scalable personalization workflows
• Own the product strategy for the data and workflow patterns that ensure leads and accounts are matched, normalized, enriched, and routed correctly, recognizing that strong AI outcomes depend on trustworthy underlying data and process design
• Partner with Marketing and RevOps leaders to improve how Cribl measures the impact of campaigns and demand programs, while also advancing more intelligent ways to connect engagement signals, campaign-member data, and opportunity creation
• Evaluate and operationalize external tools and internal capabilities that expand Cribl’s AI-enabled pipeline generation portfolio, including enrichment, hierarchy management, prioritization, orchestration, and personalization platforms, while ensuring sound governance and architectural fit
• Build strong relationships across Marketing, Sales Development, Revenue, Marketing and Revenue Operations teams, and technical teams, serving as a facilitator and product leader who can align stakeholders, clarify decisions, and move ambiguous initiatives toward measurable business outcomes
• Define the right KPIs, success criteria, and experiment frameworks for pipeline generation systems so Cribl can assess which enhancements are actually increasing pipeline quality, efficiency, and conversion
• Help Cribl adopt AI in practical, governed ways by balancing innovation with data quality, usability, operational readiness, and change management

Requirements:

• 5+ years of product management experience: Proven track record in product management within a B2B SaaS environment, ideally with meaningful ownership of internal systems, GTM systems, or revenue technology portfolios
• AI-forward product mindset: Demonstrated ability to spot where AI can create real business value, shape practical use cases, and distinguish between meaningful innovation and hype
• Pipeline Generation / GTM Systems domain knowledge: Strong understanding of demand generation, SDR workflows, lead management, attribution, enrichment, and account-based motions in a modern SaaS company
• Salesforce ecosystem fluency: Deep functional understanding of Salesforce and how it supports lead, contact, account, opportunity, campaign, and routing workflows across the GTM lifecycle
• Systems thinking and data quality orientation: You understand that pipeline generation systems only work when identity, matching, hierarchy, normalization, sync behavior, and routing are designed intentionally and governed well, and that these foundations are critical for effective AI
• Stakeholder facilitation and influence: Demonstrated ability to align and influence stakeholders across business and technical teams, facilitate productive decision-making, and move cross-functional initiatives forward when priorities differ
• Analytical and experimental mindset: Comfortable using metrics, experimentation, and operational data to frame problems, prioritize investments, assess impact, and determine whether AI-driven changes are actually improving pipeline outcomes
• Technical collaboration: Able to work effectively with engineering and systems teams, translating business requirements into product direction, implementation tradeoffs, and clear acceptance criteria
• Builder mentality: Comfortable stepping into ambiguity, shaping the first version of the strategy, and improving it through iteration, feedback, and measurable outcomes
• Communication & influence: Exceptional written and verbal communication skills, with the ability to make complex systems, AI concepts, and tradeoffs understandable to a wide range of audiences
• Experience with Salesforce Sales Cloud, Marketo and adjacent GTM tooling used for enrichment, routing, attribution, or orchestration
• Familiarity with tools and workflows supporting ABX, account prioritization, and personalized digital experiences
• Experience building, piloting, or scaling agentic workflows or AI-assisted business process automation in a GTM, operations, or enterprise systems context
• Comfort operating in a high-growth, remote-first B2B SaaS environment
• Curiosity about practical AI and automation opportunities in internal business systems
• Good jokes, or maybe better, bad jokes
• A love for goats