Lead Product Manager, Salesforce, Sales Cloud, PRM

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of the Salesforce Lead-to-Opportunity and Partner Relationship Management (PRM) areas within the IT Business Applications team.

• Manage the complete lead lifecycle, which encompasses capture, enrichment, deduplication, scoring, qualification, routing, conversion, and recycling/nurture paths.

• Establish and oversee MQL, SAL, and SQL stage/status models, criteria, disposition reasons, routing logic, SLAs, and escalation processes.

• Oversee the marketing-to-sales transition, campaign attribution, marketing automation integration, MAP-to-CRM synchronization, inbound intake, and context transfer to Sales Development.

• Enhance speed-to-lead and lead-to-opportunity conversion via automation, data quality controls, and AI-assisted qualification.

• Manage PRM platform capabilities, including partner onboarding, tiering, provisioning, portal experience, deal registration, attribution, and partner performance reporting.

• Supervise account, contact, territory, opportunity management, forecasting capabilities, planning cycles, and CRM/reporting data reconciliation.

• Establish a minimum four-quarter rolling roadmap, construct investment business cases, define KPIs, and guide decisions between Salesforce and adjacent tools.

• Lead discovery, solution design, functional and high-level technical documentation, backlog prioritization, acceptance, release readiness, testing, UAT, deployment, and post-release validation.

• Direct an offshore Salesforce delivery team and coordinate cross-system impacts across marketing automation, data enrichment, CPQ, reporting, and data platforms.

• Provide guidance to Marketing Operations, Sales Development, Sales Operations, and Channel leadership.

• Facilitate discovery sessions, communicate trade-offs, negotiate scope, drive adoption and enablement, and mentor product owners.

⛳️ Requirements

• Over 10 years of IT or business systems experience throughout the complete software development lifecycle: analysis, design, development, testing, implementation, and documentation.

• More than 6 years of hands-on experience with Salesforce Sales Cloud, including configuration, data model, automation, and process design in a complex enterprise organization.

• In-depth, demonstrable expertise in top-of-funnel processes: lead capture, enrichment, scoring, routing and assignment, qualification, and conversion.

• Proven understanding of funnel stage frameworks, MQL, SAL, and SQL definitions, handoff criteria, SLAs, and accountable reporting.

• Direct experience managing the marketing-to-sales handoff, including integration with a marketing automation platform such as Marketo, Pardot/Account Engagement, HubSpot, or Eloqua, as well as lead-to-account matching.

• Over 3 years of hands-on experience with Partner Relationship Management, including deal registration, partner portals, and channel conflict rules.

• Practical experience delivering account management, territory management, and forecasting capabilities in Salesforce.

• Experience leading offshore or distributed Salesforce development teams through agile sprint delivery.

• Comprehensive understanding of go-to-market operating models across direct, channel, and co-sell motions.

• Strong knowledge of CRM data quality fundamentals: deduplication, enrichment, matching, hierarchy management, and downstream reporting implications.

• Capability to independently manage the roadmap, prioritization, and outcomes.

• Excellent skills in requirements gathering and documentation.

• Strong analytical judgment and familiarity with funnel metrics and conversion data.

• Communication skills suitable for executive engagement, with the ability to influence senior business stakeholders and collaborate with technical teams.

• Ability to prioritize and execute tasks amidst competing demands in a fast-paced, high-visibility environment.

• Interest in advancing Salesforce capabilities such as Data Cloud and AI-assisted selling and qualification.

• A Bachelor's degree (4-year) in a technical or business field is required.

• Salesforce certifications are highly preferred: Sales Cloud Consultant, Administrator, Platform App Builder; Experience Cloud or Marketing Cloud Account Engagement is a plus.

🏝️ Benefits

• Comprehensive health benefits.

• Professional development opportunities.

• Flexible work environment.

• Competitive salary and performance bonuses.