Senior Product Manager

GitLab is an intelligent orchestration platform for DevSecOps. The Senior Product Manager will own the Lead-to-Opportunity domain within GitLab's Salesforce and go-to-market technology ecosystem, leading roadmap strategy, stakeholder alignment, delivery oversight, systems architecture collaboration, and mentorship of business systems analysts.

Responsibilities:

• 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
• 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
• 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
• 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
• 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

Requirements:

• 5+ 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