Black Duck · 3 days ago
Principal Product Owner- Lead to Opportunity (L2O)
United States
Full-time
Remote
Senior Level, Lead/Staff
$150K/yr - $225K/yr
10+ years expBlack Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. They are seeking a Principal Product Owner to lead the strategy and design of systems that enhance demand generation and sales pipeline efficiency.
Cyber SecurityOpen SourceSoftware
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
Qualification
Required
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
Benefits
Commission
Competitive total rewards package
Company
Black Duck
Black Duck® meets the board-level risks of modern software with True Scale Application Security, ensuring uncompromised trust in software for the regulated, AI-powered world.
5001-10000 employees
H1B Sponsorship
Black Duck has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (15)
2024 (6)
Funding
Current Stage
Late StageTotal Funding
$82.5MKey Investors
N47General CatalystSplit Rock Partners
2024-10-01Private Equity
2024-05-06Acquired
2016-07-18Series Unknown
Leadership Team
Jason Schmitt
Chief Executive Officer
Roman Telerman
Chief Financial Officer
Recent News
Company data provided by crunchbase