Staff Product Manager, Sales Operations

Description

The company runs a digital marketplace that connects buyers, including Fortune 1000 companies, with global manufacturing capacity, and gives manufacturers tools to grow their business. It is listed on NASDAQ.

This Staff Product Manager role leads product strategy for sales technology and operations inside the Product Development team, reporting to the Senior Director of Sales and Marketing Product Management. You will work with the VP of Sales Operations, commercial leaders, and Salesforce engineers.

The goal is to rebuild the core sales tech stack into one revenue and account management system shaped around the company's customer segments and the different journeys within each. Each segment and buyer profile should get tools that match how it buys and how its reps sell, while cutting admin work so account executives can focus on growth.

You will set the two-year sales tech roadmap with sales leadership and ship high-value capabilities every quarter. You will receive open problems and target metrics, then turn them into a full roadmap and deliver it.

Much of the work spans Buyer Experience (Website), Pricing, Post-Order, and Marketing, and depends on influence rather than direct authority.

The role is based in Waltham, MA or North Bethesda, MD, on a hybrid schedule of 3 days per week in the office.

Responsibilities

• Learn each customer segment firsthand by talking to customers and shadowing reps. Define buyer profiles and journeys within each segment, check them against real conversations, and use them to set priorities.
• Modernize the CRM to support teams where several stakeholders share coverage. Build automated data pipelines for reporting and incentive tracking.
• Match tooling to how each segment evaluates, buys, and reorders. Use event-driven outreach that combines conversation intelligence and marketing tools to drive demand.
• For enterprise programs, build transaction infrastructure: e-procurement punchout connectors and sustainment catalogs. Create collaborative quote workbenches for reps handling complex recurring deals.
• Stream live production and fulfillment milestones into sales workflows. Set up automated exception alerts so account teams hear about likely delays early enough to act and keep clients.
• Turn leadership input into product requirements that improve sales productivity. Win cross-team engineering commitments by building consensus.
• Convert sales processes into structured specifications that AI systems can build and run, while leaving judgment with reps where it counts. Set up a governance model that sends tasks to the right models.

Requirements

• 10+ years of product management experience, with direct ownership of sales tech, revenue operations, CRM platforms, or B2B marketplace sales infrastructure.
• Experience supporting a B2B sales organization with a defined segmentation model, turning segments into tailored tooling, workflows, and data without forcing everything into one standard.
• Proven understanding of customer journeys across several buyer profiles, including technical and non-technical buyers and transactional and program-based buyers.
• Deep knowledge of Salesforce, including Sales Cloud, CPQ, complex opportunity models, object hierarchies, territory management, and enterprise integration patterns.
• Hands-on experience with sales engagement platforms (Outreach, Salesloft), conversation intelligence (Kaia, Gong), marketing automation (HubSpot), cloud data warehouses (Snowflake), and reverse ETL tools.
• Practical sense of how sales teams work: you understand quota pressure, balance automation with flexibility, and avoid rigid standard procedures.
• Works AI-first, with hands-on use of tools such as Claude and Cursor to speed up product discovery, spec writing, and delivery.
• Able to manage complex technical dependencies across disparate databases, legacy ERPs, and modern cloud platforms.
• Executive presence and influence, with a record of aligning senior commercial leaders (Chief Commercial Officer, VP Sales Ops) and technical leaders (CTO, VP Engineering) behind one strategy.
• Comfortable making high-stakes decisions under ambiguity, turning high-level business targets into concrete technical requirements and measurable milestones.
• Bachelor's degree in Computer Science, Engineering, Business, or a related technical field.

Conditions

Hybrid schedule: 3 days per week in the office, in Waltham, MA or North Bethesda, MD.

Estimated base salary for new hires is $180,000, $207,000 per year, plus bonus. Final pay depends on factors such as job-related skills, relevant experience, and location.

The company is an equal opportunity employer and considers all applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.

Benefits

• 401(k) match.
• Medical, dental, and vision insurance.
• Life and disability insurance.
• Paid time off, including vacation, sick leave, floating and fixed holidays, and maternity and bonding leave.
• Employee assistance program and other wellbeing resources.