Lead Product Manager, Salesforce, Sales Cloud and PRM

At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions. The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us! We are seeking a Lead Product Manager to own the Salesforce Lead-to-Opportunity and Partner Relationship Management (PRM) domains within the IT Business Applications team. This is a senior individual contributor role for a true top-of-funnel expert, someone who has lived the mechanics of lead capture, scoring, routing, and conversion, who can speak fluently about MQL, SAL, and SQL definitions and the handoff points between them, and who understands what breaks when marketing-to-sales handoff is poorly designed. You will own the full path from first touch to qualified opportunity across both direct and partner-led motions: lead management and routing, marketing-to-sales handoff, account and territory management, deal registration and partner co-sell, and the data foundation that pipeline and forecasting depend on. You will set the roadmap for these domains, lead solution design, and direct an offshore Salesforce delivery team through execution. This role sits at the center of the go-to-market engine. You will partner daily with leaders across Marketing Operations, Sales Development, Sales Operations, and Channel, and your decisions will show up directly in conversion rates, speed-to-lead, partner-sourced pipeline, and forecast accuracy. Key Responsibilities Lead Management & Top-of-Funnel Process Own the end-to-end lead lifecycle in Salesforce: capture, enrichment, deduplication, scoring, qualification, routing, conversion, and recycling/nurture return paths Define and govern lead stage and status models, including MQL, SAL, and SQL definitions, entry and exit criteria, and the disposition reasons that make funnel reporting trustworthy Design and continuously tune lead routing and assignment logic, round robin, territory-based, account-based, and capacity-aware models, along with SLA enforcement and escalation for unworked leads Own the marketing-to-sales handoff: alignment with Marketing Operations on campaign attribution, Marketing Automation Platform, MAP-to-CRM sync, form and inbound channel intake, and clean transfer of context to Sales Development Improve speed-to-lead and lead-to-opportunity conversion through automation, data quality controls, and AI-assisted qualification where it delivers measurable value Define and drive lead-to-account matching and account-based motions, ensuring inbound demand lands with the right owner on the right account Partner Relationship Management & Channel Own the PRM platform and the partner-facing experience: partner onboarding, tiering, user provisioning, and portal capability Design and own the deal registration process end to end, submission, validation, approval, expiry, renewal, and channel conflict resolution rules Enable partner-sourced and partner-influenced pipeline tracking with clean attribution across direct, reseller, distributor, and co-sell motions Partner with Channel Sales and Partner Marketing on MDF, incentive, co-marketing, and partner performance reporting capabilities Align partner and direct territory, account ownership, and crediting rules so both motions can operate without contention Account, Territory & Forecasting Own account and contact management standards: hierarchy design, account segmentation, ownership rules, data stewardship, and enrichment strategy Own territory management, territory model design, assignment rules, quota alignment, and the annual and mid-year planning and realignment cycles Own opportunity management standards including stage definitions, exit criteria, required fields, and pipeline hygiene controls Deliver forecasting capability in Salesforce: forecast categories, roll-up hierarchies, submission and commit workflows, adjustments, and forecast accuracy reporting Partner with Sales Operations and Finance to ensure pipeline, bookings, and forecast data reconcile across CRM and reporting systems Product Strategy & Roadmap Own a minimum four-quarter rolling roadmap for the Lead-to-Opportunity and PRM domains, sequenced with functional leadership Build business cases for significant investments, quantifying impact on conversion, cycle time, pipeline coverage, and partner revenue Define and report on domain KPIs, speed-to-lead, MQL-to-SAL-to-SQL conversion, routing SLA compliance, deal registration cycle time, partner-sourced pipeline, forecast accuracy, and CRM data quality Provide strategic guidance on process design and technology footprint, including evaluation of Salesforce native capability versus AppExchange or adjacent GTM tooling Contribute to CRM platform architecture and governance decisions alongside the Director and peer product managers Delivery & Execution Lead discovery and design for new capabilities, producing functional and high-level technical design documents for the offshore delivery team Work closely with offshore Salesforce development teams across sprint cycles, owning backlog priority, story quality, and acceptance Coordinate cross-system impacts across marketing automation, data enrichment, CPQ, and downstream reporting and data platforms Own release