Senior Product Manager, Back Office (Lead to Contract)

About the role

The Product Manager will 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 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 not just how to configure the platform, but how to decide what should be built and why.
• Knowledge of the platform and the business process.
• Experience implementing Salesforce solutions and 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 without needing Stakeholder navigator: Sales wants speed, Legal wants control, Finance wants auditability, RevOps wants data consistency.
• Systems thinker: ability to trace how a change to the quoting workflow affects downstream contracting, the handoff to Order-to-Cash, and financial reporting.
• Change management mindset: experience driving adoption of business systems changes — not just shipped a configuration, but actually getting people to change how they work.
• Discovery-oriented: ability to understand what stakeholders actually need, not just what they say they want.
• Clear communicator & writer: ability to write PRDs, process diagrams, and release notes that reduce ambiguity and drive alignment.
• Organized operator: ability to run tight backlogs and timelines; stakeholders trust you to land the release.

Qualifications

• Education: Bachelor's degree in Computer Science, Business Administration, or related field.
• Experience: 3-6 years in product management, program management, or business systems.
• Technical Skills: Hands-on Salesforce implementation experience.
• Domain Knowledge: Understanding of the Lead-to-Contract process, Salesforce, and the business processes it supports.
• Communication: Clear communication and writing skills.
• Organization: Ability to manage backlogs and timelines effectively.

Skills

• Product Management: Experience owning the Lead-to-Contract experience end-to-end.
• Process Mapping: Ability to map out real workflows and identify friction points.
• Target-State Workflows: Ability to define target-state workflows and data models in Salesforce.
• Upstream Decisions: Ability to shape upstream decisions that affect downstream domains.
• Backlog Management: Ability to prioritize and manage the Lead-to-Contract backlog.
• Tradeoff Decisions: Ability to make tradeoff decisions and communicate them clearly.
• Partnerships: Ability to partner with MDM to represent Lead-to-Contract needs.
• CRM Integration: Ability to bridge contract lifecycle and CRM.
• Requirements Writing: Ability to write clear requirements and success metrics.
• Adoption: Ability to drive adoption of new processes.
• Domain Governance: Ability to own domain governance and intake and prioritize change requests.
• Communication: Ability to enable and communicate effectively.

Benefits

Commensurate with experience.

Pay

$170,000—$200,000 USD

Schedule

Hybrid