Senior Product Manager, Back Office (Lead to Contract)

Role Description

We're hiring a Product Manager to own the Lead-to-Contract experience end-to-end — from lead capture and qualification through opportunity management, quoting, contract negotiation, and execution. Salesforce is the core system. You'll partner closely with Enterprise Engineering, MDM, RevOps, Finance, Legal, and Sales to understand where the process breaks today, define the target-state workflows, and ship solutions that actually change how people work. This is a hybrid strategy-and-delivery role: you'll do real discovery to understand the problem space, own the backlog and prioritization, and drive adoption of what gets built.

What You Will Do

• Understand the real Lead-to-Contract process: map how Sales, Deal Desk, RevOps, and Legal actually work today — including the workarounds, manual handoffs, and data quality gaps nobody talks about. Identify the highest-friction points and quantify their cost.
• Define target-state workflows and data model for your domain in Salesforce: Decide how leads, opportunities, quotes, and contracts should flow, what automation should exist, and where human judgment is needed.
• Shape upstream decisions that affect downstream domains: Lead-to-Contract decisions — such as Product Catalog structure, account hierarchies, and contract data — flow directly into Order-to-Cash and other back-office areas. You'll own these foundational choices and coordinate with peer Product Managers to ensure they work across the full lifecycle.
• Own the Lead-to-Contract backlog: prioritize by business impact — cycle time, quote accuracy, manual intervention rates, compliance risk — not stakeholder volume. Make tradeoff decisions and communicate them clearly.
• Partner with MDM to represent Lead-to-Contract needs when enterprise-wide entity definitions (Account, Contact, Product) are being established. MDM owns the canonical model; you own how those entities behave within your domain's workflows.
• Bridge contract lifecycle and CRM: ensure CLM templates, clause libraries, approvals, and contract metadata map cleanly into Salesforce and support downstream quoting, amendments, renewals, and obligations tracking.
• Ship with clear requirements and success metrics: write PRDs and acceptance criteria, partner with Enterprise Engineering on delivery, coordinate cutovers, and measure adoption, data completeness, cycle times, and exception rates.
• Drive adoption: phased rollouts, training, feedback loops, and iteration. Define auditability requirements (access controls, approval chains, logging) for your domain; Enterprise Engineering and IT implement.
• Own domain governance: intake and prioritization for Lead-to-Contract change requests, release coordination with Enterprise Engineering, and documentation of workflows and integration touchpoints.
• Enable and communicate: run release notes, process change announcements, and roadmap updates to Sales, RevOps, Legal, and Finance; surface risks early and remove blockers.

Qualifications

• 3-6 years in product management, program management, or business systems at a company with meaningful operational complexity, multiple business lines, post-M&A integration, or rapid scaling.
• Hands-on Salesforce implementation experience (whether as a solution architect, consultant, or business systems lead).
• Understanding of how to decide what should be built and why.
• Experience working closely with Sales, Deal Desk, RevOps, or Legal to understand the business problems behind the requirements.
• Ability to assess what's native vs. custom, what's a lightweight configuration vs. a heavy lift, and where the platform's constraints should reshape the process.

Requirements

• Stakeholder navigator: Ability to balance conflicting priorities from Sales, Legal, Finance, and RevOps.
• Systems thinker: Ability to trace how a change to the quoting workflow affects downstream contracting and financial reporting.
• Change management mindset: Experience driving adoption of business systems changes.
• Discovery-oriented: Ability to dig beneath the surface to understand actual needs.
• Clear communicator & writer: Ability to produce PRDs, process diagrams, and release notes that reduce ambiguity.
• Organized operator: Ability to manage tight backlogs and timelines.

Benefits

• Estimated total cash compensation range for this role is: $170,000 - $200,000 USD.
• Commitment to a diverse team and high-performance culture.
• Equal Employment Opportunity employer.