Product Manager- PQL

We are looking for a product manager that will help our demand gen funnel evolve into a product-led experience for target users. Specifically, you will help implement a growth strategy for GitHub’s core products based on leads defined by product usage, or product qualified leads (PQLs). You will work across Growth, Sales, Operations, and Product teams to (1) own implementation for new PQL models across GitHub’s core products and (2) present findings, performance, and prepare strategy recommendations regularly for senior directors and above.

The ideal candidate will have strong experience with operations, growth marketing, and data analysis. You will be a leader on our Marketing team and have significant experience building revenue-focused programs and operations and leading through influence.

Responsibilities:

• Work across teams and organizations (Growth, Sales, Product, Operations) to build a shared program for PQLs.
• Help understand and identify customer engagement goals that lead to product conversion, engagement, and expansion.
• Align with Sales teams and leadership on PQL scoring and management and best outreach strategy for sales-led PQL follow up.
• Partner with Growth Marketing and Product for on best automated engagement strategy for PQLs best suited for self-serve.
• Launch and optimize ongoing experiments, programs, and pipeline funnel performance.
• Be accountable for key PQL performance indicators that show impact of your experiments and programs.

Qualifications:

• At least 5 years experience in Marketing Operations, Demand Marketing, Product Management or some combination.
• 3+ years of B2B product-led growth experience.
• A track record of leveraging product usage data to inform demand funnel (e.g. PQL), including deep understanding of how customers use products and best way to follow up with customers based on usage data.
• Demonstrated ability to align with Sales on successful prospect/customer follow up, including lead routing and optimization.
• Understanding of B2B marketing automation and measurement systems. Familiar with Salesforce, Marketo and/or Eloqua, and the marketing and sales funnel.
• A track record of scaling strategies and experiments that drive revenue.
• Strong interpersonal skills and the ability to influence and motivate people at all levels across a broad variety of job functions, building highly collaborative cross-functional relationships.

Preferred Qualifications: 

• Experience working in an Agile, fast-paced team environment with frequent customer contact
• Qualitative research experience
• Collecting and evaluating customer feedback; shaping web experiences based off findings
• A/B web testing