Principal Technical Product Manager – Salesforce (Capture Management & Competitive Intelligence)

Job Description SummaryThe Principal Technical Product Manager – Salesforce is a senior leader responsible for defining and delivering the digital capabilities that power capture management across the opportunity lifecycle. This role owns the strategy, multi-year roadmap, and execution of Salesforce-based products that enable teams to identify, qualify, pursue, and win opportunities more effectively. A key focus area will be building out competitive intelligence capabilities integrated into capture workflows to improve win rate and decision quality.

Job Description

Responsibilities for this role include the following:

1. Product Strategy & Roadmap (Capture Management)

• Define the vision and strategy for capture management products, covering lead identification, qualification, pursuit, proposal support, approvals, and handoff to pricing and execution.
• Develop and maintain a multi-year roadmap that uses Salesforce as the primary platform (e.g., Sales Cloud, Experience Cloud, CPQ, CRM Analytics) to support capture workflows, governance, and reporting.
• Align roadmap with business outcomes, including improved win rate, increased pipeline quality, shorter capture cycles, and higher forecast accuracy.

2. Competitive Intelligence Capabilities

• Design and deliver competitive intelligence (CI) features within Salesforce: competitor profiles, deal-level battlecards, win/loss tracking, trend analysis, and alerts.
• Integrate CI into capture workflows, ensuring insights are delivered in context (e.g., account, opportunity, quote, or bid review screens).
• Establish metrics to measure CI impact on win rates, pricing decisions, and qualification quality.

3. Stakeholder & Customer Partnership

• Act as the voice of capture management users (capture managers, sales teams, proposal teams, finance, leadership), running ongoing discovery and feedback sessions.
• Facilitate prioritization forums with senior stakeholders to balance strategic initiatives, compliance needs, and near-term delivery.
• Communicate product progress and value through clear roadmaps, demos, and outcome-based reporting.

4. Technical Product Leadership

• Translate business needs into clear epics, features, and user stories with well-defined acceptance criteria, focusing on capture management and CI use cases.
• Guide technical design and architecture on Salesforce, including data model design, Flows, Apex, Lightning components, and integrations with ERP, pricing tools, content repositories, and data/CI platforms.
• Ensure solutions are scalable, secure, and maintainable, adhering to enterprise architecture standards, data governance, and audit requirements.
• Champion analytics and telemetry, enabling robust reporting and dashboards for pipeline health, capture performance, and CI effectiveness.

5. Risk, Compliance & Data Stewardship

• Ensure adherence to data privacy, export control, and regulatory requirements, especially for sensitive opportunity and competitor data.
• Implement robust role-based access and auditability for capture and CI data within Salesforce.
• Promote data quality and governance for accounts, opportunities, competitors, and pipeline data, including integration with MDM and enterprise data platforms.

6. Leadership & Vendor Management

• Mentor other product managers and analysts, strengthening product discovery, roadmap management, and value tracking skills.
• Manage relationships with implementation partners, ISVs, and CI/data providers, defining clear scopes, SLAs, and success measures.
• Promote a culture of continuous improvement using FLIGHT DECK, user-centric design, and outcome-based decision-making.

Minimum Qualifications:

• Bachelor’s degree from accredited university or college with minimum of 10 years of professional experience OR Associates degree with minimum of 13 years of professional experience OR High School Diploma with minimum of 15 years of professional experience
• Minimum 7 years of professional experience in Technical Product Management
• Note: Military experience is equivalent to professional experience

Eligibility Requirement:

• Legal authorization to work in the U.S. is required.  We will not sponsor individuals for employment visas, now or in the future, for this job.

Desired Qualifications:

• Experience: 10+ years in product management or closely related roles delivering enterprise digital products, including at least 5+ years working with Salesforce as a primary platform.
• Domain expertise: Background in capture management, sales operations, business development, or bid/proposal environments, preferably in complex B2B or regulated markets.
• Salesforce skills: Strong familiarity with Salesforce Sales Cloud (required), with additional experience in Experience Cloud, CPQ, and CRM Analytics considered a plus. Solid understanding of the Salesforce data model, configuration, Flows, Apex, and integrations.
• Technical acumen: Hands-on experience with integrations (APIs, middleware), data platforms, and analytics tools such as CRM Analytics, Tableau, or Power BI. Able to engage deeply and credibly with architects and engineers.
• Competitive intelligence: Demonstrated exposure to, or ownership of, CI capabilities such as competitor profiling, win/loss analysis, battlecards, and CI data sources is strongly preferred.
• Ways of working: Proven experience working in Agile environments (Scrum/Kanban), with strong skills in backlog management, roadmap creation, and tracking value realization.
• Soft skills: Excellent communication and stakeholder management skills, with the ability to influence executives and drive alignment across business and technical teams. Skilled at translating between business needs and technical solutions.
• Education & certifications: Bachelor’s degree in Business, Computer Science, Engineering, Information Systems, or a related field; an advanced degree is a plus. Salesforce certifications (e.g., Administrator, Sales Cloud Consultant, Platform App Builder, CPQ) and product/agile certifications (e.g., CSPO, PSPO) are highly desirable.

This role requires access to U.S. export-controlled information. Therefore, employment will be contingent upon the ability to prove that you meet the status of a U.S. Person as one of the following: U.S. lawful permanent resident, U.S. Citizen, have been granted asylee or refugee status (i.e., a protected individual under the Immigration and Naturalization Act, 8 U.S.C. 1324b(a)(3)).

Additional Information