Senior Product Manager, CRM & GTM Systems

Gitlab; United States; Remote; USD 150,000 - 190,000; Full time

Job summary

GitLab is seeking a Senior Product Manager to own the Lead-to-Opportunity 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.

You’ll be both an individual contributor and a mentor, helping BSAs grow into product managers while shaping the team’s operating model toward product-thinking and impact across the

Qualifications

• 7+ years in Salesforce product management, business systems analysis, or Marketing/Revenue Operations technology roles.
• Strong working knowledge of Lead-to-Opportunity processes and how they connect marketing to sales pipeline.
• Hands-on familiarity with GTM tech stack: Salesforce Sales Cloud plus marketing automation platforms, lead scoring and routing tools, data enrichment.

Responsibilities

• Own the Lead-to-Opportunity domain roadmap, coordinating with Marketing, SDR/BDR, Sales, and RevOps.
• Translate business requirements into actionable system specifications and maintain acceptance criteria.
• Lead discovery, workshops, and design sessions to align stakeholders and drive decisions to closure.
• Mentor BSAs, upskill analysts in product thinking, and evolve the team’s operating model to a product-focused approach.
• Oversee end-to-end delivery: discovery, prioritization, design reviews, UAT, launch, and measurement.
• Stay current on Salesforce and MarTech integration patterns and governance for scalable GTM workflows.

Skills

Salesforce product management

GTM technology stack

Lead-to-Opportunity processes

API design

Mentoring BSAs

Stakeholder communication

Data governance

Tools

Salesforce Sales Cloud

Marketo

HubSpot

Pardot

Job description

Senior Product Manager, CRM & GTM Systems

Remote, United States

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our valuesand continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

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 theUnited 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.

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.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in GitLab’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

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