Staff Product Manager, Sales Operations

Description

The company runs a digital marketplace that connects people with product ideas to manufacturers who can build them, and it serves buyers at Fortune 1000 companies.

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 to rebuild core sales tooling into one revenue and account management system. The system should follow the company's customer segmentation and the separate buying paths within each segment.

The goal is tooling that suits how each segment buys and how its reps sell, while removing admin work so account executives can focus on revenue.

You will define a two-year sales technology 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.

A large part of the work involves cross-functional projects with the Website buyer experience, Pricing, Post-Order, and Marketing teams. Success depends on handling ambiguity, getting executives to agree on strategy, and driving work across teams without formal authority.

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

Responsibilities

• Map customer journeys within each segment and define distinct buyer profiles. Check them through customer interviews and rep shadowing, and use the findings to set priorities.
• Modernize CRM infrastructure to support coverage models with several stakeholders per account. Build automated data pipelines for reporting and incentive tracking.
• Match tooling to how each segment evaluates, buys, and reorders. Run event-driven outreach that combines conversation intelligence and marketing tools. For enterprise programs, build e-procurement punchout connectors and sustainment catalogs, plus collaborative quote workbenches for complex recurring deals.
• Stream live production and fulfillment milestones into sales workflows. Set 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 consensus and engineering commitments across teams through influence rather than authority.
• Translate sales processes into structured specifications that AI systems can build and run, while keeping rep judgment where it counts. Create a governance framework that sends tasks to the right models.

Requirements

• At least 10 years of product management experience, including direct ownership of sales technology, revenue operations, CRM platforms, or B2B marketplace sales infrastructure.
• Experience supporting a B2B sales organization with a defined segmentation model and turning segments into tailored tools, workflows, and data without forcing everything into one standard.
• Proven understanding of customer journeys across several buyer types, 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 modern commercial tools: sales engagement platforms (Outreach, Salesloft), conversation intelligence (Kaia, Gong), marketing automation (HubSpot), cloud data warehouses (Snowflake), and reverse ETL tools.
• Practical understanding of how sales reps work. You respect quota pressure, balance automation with flexibility, and avoid rigid, over-engineered procedures.
• Working fluency with AI tools such as Claude and Cursor, and a record of using them to speed up product discovery, spec writing, and delivery.
• Systems thinking, with the ability to manage complex technical dependencies across separate databases, legacy ERPs, and modern cloud platforms.
• Executive presence and influence, with a record of getting senior commercial leaders (Chief Commercial Officer, VP Sales Ops) and technical leaders (CTO, VP Engineering) to agree on one strategy.
• Comfort making high-stakes decisions under ambiguity, and turning high-level business targets into technical requirements and measurable milestones.
• Bachelor's degree in Computer Science, Engineering, Business, or a related technical field.

Conditions

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

Estimated base salary for new hires is $180,000, $207,000 per year, plus bonus. Final pay depends on 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 status, 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.