- Company Name
- Black Duck
- Job Title
- Principal Product Owner- Lead to Opportunity (L20)
- Job Description
-
**Job Title**
Principal Product Owner – Lead to Opportunity
**Role Summary**
Own the end‑to‑end product vision, strategy, and roadmap for the Lead to Opportunity (L2O) process, ensuring seamless alignment between marketing, sales, revenue operations, and IT. Drive data‑driven enhancements, automation, and process optimization to improve lead quality, accelerates sales cycles, and increases revenue growth.
**Expectations**
- Define and execute a long‑term product strategy that integrates with overall revenue and growth objectives.
- Prioritize and deliver product features that directly improve conversion rates, SDR effectiveness, and sales efficiency.
- Foster cross‑functional collaboration, maintain stakeholder alignment, and enforce rigorous KPIs across the funnel.
- Lead change management, training, and enablement for adoption of new tools and processes.
**Key Responsibilities**
1. Own product vision and strategy for the L2O funnel.
2. Manage the L2O roadmap, prioritizing enhancements for conversion, lead quality, and SDR performance.
3. Collaborate with SDR, BDR, Marketing Ops, Sales Ops, and RevOps to capture workflow insights and translate into product improvements.
4. Design and optimize lead scoring, routing, enrichment, and qualification criteria (MQL/SQL/SAL).
5. Integrate and oversee GTM tech stack: Salesforce, Marketo, ZoomInfo, Leadspace, Gong, Outreach, Salesloft, LinkedIn.
6. Define, track, and report on SDR KPIs: response time, first‑touch SLA, booked meetings, lead‑to‑SAL conversion, follow‑up efficiency.
7. Conduct stakeholder syncs, roadmap demos, and performance reviews.
8. Drive change management, training, and documentation for end‑user adoption.
9. Monitor industry trends and iterate on product to maintain competitive edge.
**Required Skills**
- Product management in RevOps, Sales/Marketing Ops, or GTM systems.
- Deep proficiency in Salesforce, Marketo (preferred), and sales engagement tools (Outreach, Salesloft, Gong).
- Experience designing lead scoring models, routing strategies, and multi‑stage funnel processes.
- Strong analytical skills with Tableau or equivalent reporting tools.
- Agile/Scrum mindset; comfortable using Jira, Confluence, or similar.
- Excellent communication, facilitation, stakeholder management, and consensus‑building.
- Proven track record of improving lead qualification, follow‑up workflows, and conversion metrics.
**Required Education & Certifications**
- Bachelor’s degree in Marketing, Business, Information Systems, or related field (advanced degree a plus).
- Relevant certifications such as Salesforce Certified Administrator, Marketing Cloud Expert, or Product Management credential are advantageous.