Principal Product Owner- Lead to Opportunity (L2O)

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.

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.

Pay Range

$150,200 - $225,300 USD

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.