Principal Product Owner- Lead to Opportunity (L2O)

We are seeking a Principal Product Owner – Lead to Opportunity (L2O) to lead the strategy, design, and continuous improvement of systems and processes that power our demand generation and sales pipeline. This critical role owns the end-to-end product vision for how leads are captured, qualified, and converted into high-quality opportunities—directly enabling revenue growth and go-to-market efficiency. 

As the L2O product leader, you will work at the intersection of Marketing, Sales, RevOps, and IT, aligning business goals with scalable, data-driven solutions. You will define the roadmap, drive cross-functional execution, and champion automation and visibility across the funnel. Your work will improve lead quality, accelerate sales cycles, and increase marketing and sales performance. 

This is a high-impact, cross-functional role for a strategic thinker and strong executor who thrives in solving complex GTM challenges through systems, data, and process optimization 

Key Responsibilities 

• Own the Lead to Opportunity (L2O) product vision and strategy, aligning funnel architecture with broader revenue and growth objectives. 

• Define and manage the L2O product roadmap, prioritizing enhancements that increase conversion rates, lead quality, SDR effectiveness, and overall sales efficiency. 

• Collaborate closely with SDR teams and leadership to understand prospecting workflows, lead handoff challenges, and qualification outcomes—translating feedback into product and process improvements. 

• Design and optimize lead scoring, routing logic, enrichment, and qualification criteria (e.g., MQL, SQL, SAL) to support SDR team performance and improve pipeline quality. 

• Integrate and manage tools across the GTM tech stack, including CRM (Salesforce), marketing automation (e.g., Marketo), enrichment platforms (e.g., ZoomInfo, Leadspace), and SDR engagement tools (e.g., Gong, LinkedIn, Zoominfo). 

• Define and monitor critical SDR-related KPIs such as lead response time, first-touch SLAs, meeting booked rates, lead-to-SAL conversion, and follow-up efficiency. 

• Collaborate with Marketing Ops, Sales Ops, and RevOps to ensure end-to-end data integrity, funnel visibility, SLA adherence, and feedback loop automation. 

• Conduct regular cross-functional business reviews and stakeholder syncs, socializing roadmap priorities, performance metrics, and best practices. 

• Drive change management and enablement initiatives, including end-user training, documentation, and stakeholder communication plans. 

• Stay ahead of industry trends in B2B lead management, SDR tooling, and sales enablement, continuously iterating to enhance productivity and funnel conversion. 

Qualifications 

• Bachelor’s degree in Marketing, Business, Information Systems, or a related field; advanced degree a plus. 

• 10+ years of experience in Product Management, RevOps, Sales/Marketing Operations, or GTM Systems roles—focused on lead lifecycle, SDR operations, or sales pipeline management. 

• Demonstrated success partnering with SDR/BDR teams, improving lead qualification, follow-up workflows, and meeting conversion through data and automation. 

• Deep experience with CRM platforms (Salesforce), marketing automation systems (Marketo preferred), and sales engagement tools such as Outreach, Salesloft, Gong, etc. 

• Proven ability to design and manage lead scoring models, routing strategies, and multi-stage funnel processes across marketing and sales. 

• Familiarity with reporting and analytics tools such as Tableau, Salesforce Reports/Dashboards, or equivalent to measure and optimize SDR performance. 

• Solid knowledge of Agile/Scrum product development methodologies and tools like Jira, Confluence, or similar. 

• Excellent communication, facilitation, and stakeholder management skills, with a strong ability to drive consensus and lead cross-functional initiatives 

The base salary range across the U.S. for this role is between $150,200-$225,300. In addition, this role may be eligible for commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.