Principal Product Manager

Job Requisition ID # 26WD95174

Position Overview Autodesk's GTM Tech organization is hiring a Principal Product Manager to own the strategy, vision, and execution of the Opportunity Lifecycle & Sales End-to-End product area — the backbone of how Autodesk's global sales force moves deals from creation through qualification, quoting, order handoff, fulfillment, and closed-loop updates.

The opportunity lifecycle capabilities exist and are actively used by sellers worldwide. What makes this role critical right now is the next evolution: defining the 0 → 1 vision for AI-assisted seller guidance, driving operational scale through automation, and raising the bar on workflow integrity, data trust, and governance across complex multi-system transaction paths. You will operate as the subject-matter expert (SME) for Opportunity Management and the connective tissue across multiple product groups — guiding lifecycle PMs (who each own scope by capability area) toward end-to-end coherence without direct authority. You will shape how these PMs work through a product operating model that emphasizes outcome-driven PRDs, measurable success criteria, and continuous product health monitoring. Your stakeholder surface area extends up to VP level across Sales Strategy, Sales Leadership, Sales Ops, Enablement, Deal Desk, Engineering, UX, and Data.

The right person for this role is a systems thinker who thrives in ambiguity, understands full deal lifecycle while zooming into governance edge cases, and communicates with the clarity and credibility needed to influence decisions they don't directly make.

Responsibilities Strategy & Roadmap:

• Own the long-term product vision and roadmap for Opportunity Lifecycle and Sales End-to-End workflow integrity in Salesforce Sales Cloud, aligned to Autodesk's GTM strategy and process standards.
• Define and prioritize scalable GTM process capabilities across the full opportunity arc: creation, progression, quoting/order handoff, fulfillment, and closed-loop updates.
• Identify and frame the highest-leverage problems through discovery with sales roles, ops, enablement, and field leadership — converting insights into clear PRDs, user stories, acceptance criteria, and success metrics with end-to-end traceability.

End-to-End Integrity & Governance

• Own Sales End-to-End handoff integrity across Opportunity, Quote, Order, Fulfillment, and closed-loop updates — ensuring minimal breakpoints, clear system-of-record boundaries, and reliable data flow even when adjacent teams own their systems (CPQ, Order Management, Fulfillment).
• Drive governance and resolution patterns for complex deal scenarios that commonly break processes, including:
• Split / merge / clone opportunities
• Ownership, team, and role changes mid-deal
• Post-quote edits and safe-change windows
• New purchase, amendment, expansion, and renewal-related opportunity behaviors
• Define and enforce closed-loop integrity so that deal outcomes reliably propagate back to the opportunity record — manually and through automation

AI-Assisted Guidance & Automation (0 → 1)

• Define the vision and phased roadmap for AI-assisted seller experiences: "next best action" recommendations, in-context help, and guided updates — prioritizing reliability, explainability, and trust.
• Design and scale automation (validations, guided flows, prompts, defaults) that reduces manual work, prevents invalid states, and improves cycle time.
• Establish measurement frameworks for AI-assisted capabilities: adoption, task completion, seller satisfaction, error rates, and business impact.

Cross-PM Influence

• Model and reinforce the product operating model: outcome-driven PRDs (WHY/WHAT, not HOW), measurable success criteria with baselines and targets, telemetry-first launches, and non-functional requirements as first-class specifications.
• Drive continuous product health monitoring — ensuring every capability area has adoption, reliability, data quality, and business outcome metrics that are tracked and reviewed on cadence.

Stakeholder Influence & Communication

• Influence decisions as the Opportunity Lifecycle SME — recommend best practices, propose tradeoffs, and guide stakeholder decisions through clear narratives and data-backed reasoning, up to VP level
• Build alignment through structured interlocks, demos, and decision logs across Sales Strategy, Sales Leaders/Managers/Reps, Sales Ops, Enablement, Deal Desk,, Engineering, UX, and Data
• Drive release readiness, enablement, and adoption plans; measure impact and iterate

Minimum Qualifications

• 5+ years of product management experience in enterprise systems, internal tools, or GTM platforms, with demonstrated ownership of CRM process capabilities at scale
• SME-level experience in Opportunity lifecycle management in a complex B2B sales environment — including process design, governance, workflow integrity, and adoption across global sales roles
• Working knowledge of:
• Salesforce Sales Cloud Core (data and functional models)
• Salesforce Sales Performance Management (SPM)
• Sales engagement platforms (e.g., HVS, Groove)
• Pipeline management and sales forecasting fundamentals
• Strong product craft: ability to write clear, outcome-driven PRDs; define rigorous acceptance criteria; manage cross-team dependencies; and deliver end-to-end outcomes with measurable success criteria
• Exceptional communication skills — verbal, visual, and written — including strong demo skills and the ability to persuade diverse stakeholders (Sales leadership, Ops, Enablement, Engineering) up to VP level
• Fluency with AI tools to accelerate analysis, synthesis, documentation, and workflow design — while maintaining high standards of accuracy and critical judgment

Preferred Qualifications

• Experience driving Opportunity lifecycle capabilities across global sales roles and geographies, including support for change management and enablement at scale
• Familiarity with quote-to-order ecosystem handoffs (CPQ and downstream systems) and common failure modes that impact opportunity integrity and closed-loop accuracy
• Strong analytics capability (BI tools and/or SQL) to define and monitor adoption, data quality, cycle time, and workflow error rates — and to hold teams accountable to measurable outcomes
• Experience defining AI-assisted selling experiences (nudges, prompts, in-context help, agent-based workflows) from 0 → 1, with emphasis on reliability, explainability, and measurable business impact
• Demonstrated ability to lead multi-program roadmaps and guide multiple PMs toward end-to-end coherence — operating as a technical/product leader through influence rather than direct authority
• Experience establishing or operating within a product operating model that emphasizes outcome-driven specifications, telemetry-first launches, non-functional requirements, and continuous product health monitoring

The Ideal Candidate

• The ideal candidate for this role is not just a strong PM, they are the kind of PM who makes the entire product group better
• Systems thinker. You naturally hold the full deal lifecycle in your head — from lead qualification to closed-loop fulfillment updates — and can zoom into any edge case without losing the thread. You see interdependencies before they become incidents
• Thrives in ambiguity. You don't wait for a brief. You define the problem, frame the options, propose a path, and move — adjusting as you learn. Greenfield mandates (like defining an AI guidance vision from scratch) energize you
• Influence without authority. You've guided PMs, shaped engineering decisions, and aligned VP-level stakeholders — not because you managed them, but because your reasoning was clear, your data was credible, and your recommendations were sound
• Product craft is your identity. You write PRDs that engineers want to read. Your acceptance criteria are unambiguous. You define success metrics before you define features. You've internalized the discipline of WHY/WHAT over HOW
• Data and ops orientation. You think in adoption curves, error rates, cycle times, and reconciliation tolerances. You've built (or demanded) dashboards that make product health visible — and you review them regularly, not just at launch
• Deep enterprise GTM / SalesTech fluency. You've lived inside the complexity of B2B sales processes — deal exceptions, multi-system handoffs, global role variations, governance models. You don't need a glossary for CPQ, SPM, or ACV
• AI-literate and trust-aware. You're excited about AI-assisted experiences but grounded about what earns seller trust: reliability first, then speed, then delight. You understand that an AI recommendation sellers can't explain to their manager is worse than no recommendation
• Executive communicator. You can run a demo for a VP, write a one-pager that lands a decision, and translate field pain into strategic priorities — all in the same week
• Self-driven and accountable. You set your own quality bar. You don't need to be told to monitor what you shipped, to document your decisions, or to close the loop with stakeholders. Ownership is not a value you perform — it's how you operate

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