Director, Product Marketing, Enterprise

This is a fully remote position, open to applicants in Arizona, +31 more locations.

📋 Description

• Take charge of product marketing for the Enterprise segment, focusing on new-logo acquisition, expansion within existing customers, retention, and product adoption.

• Report directly to the Chief Marketing Officer (CMO).

• Lead the development of positioning, messaging, product launches, and enablement strategies to boost pipeline, bookings, retention, and adoption.

• Become the authority on Enterprise buyers by conducting customer interviews, advisory board meetings, and analyzing call data.

• Integrate buyer insights into the product roadmap, messaging strategies, and pricing models.

• Formulate positioning that emphasizes the “one forecast, one platform” value proposition.

• Collaborate with the Product team to establish credible messaging surrounding AI and data-driven decision-making.

• Equip Sales and demand generation teams with buyer-specific value propositions, compelling business cases, and strategies for market displacement.

• Assist Sales teams with Requests for Proposals (RFPs).

• Develop cross-sell narratives for inventory, forecasting, tip payout, and payroll modules.

• Construct renewal value proofs and adoption programs in collaboration with Customer Success.

• Manage competitive strategies, which include creating battlecards, conducting win/loss interviews, and establishing displacement and defense strategies, along with objection handling.

• Partner with Product teams on launches and contribute to the product roadmap.

• Generate messaging frameworks, product content, demo videos, sales presentations, one-pagers, web pages, case studies, value reports, and thought leadership content.

• Mentor and develop a senior account-based marketing manager and a senior customer marketing manager.

• Conduct interviews with 15+ Enterprise customers and engage with the entire Enterprise go-to-market team within the first 90 days.

• Produce updated competitive battlecards and a concise one-page Enterprise value narrative.

• Set up regular reviews of win/loss metrics and churn reasons.

• Enhance the new-logo and expansion pipeline, increase bookings, improve retention and adoption rates, and boost competitive win rates.

⛳️ Requirements

• Minimum of 8 years in B2B SaaS product marketing, specifically with enterprise or mid-market buyers involved in multi-stakeholder deals.

• Proven experience in modifying win rates or retention through competitive efforts, supported by quantifiable results.

• Capability to analyze win/loss, call, and usage data to prioritize initiatives.

• Excellent writing skills, with the ability to convert feature lists into compelling business cases suited for COO or CFO audiences.

• Experience in crafting successful RFP responses.

• Proficiency in creating messaging, product content, sales presentations, and web content.

• Ability to write scripts and develop storyboards for demo videos.

• Experience managing individuals with skill sets that differ from your own.

• Established credibility with Sales and Customer Success teams, including participation in calls and refinement of pitches.

• Preferred experience in restaurant, hospitality, retail, or other multi-location operations.

• Preferred background in workforce management, HCM, inventory, or fintech product marketing.

• Experience in marketing AI or analytics products with demonstrated, measurable outcomes is preferred.

• Must reside in one of the following states: Arizona, California, Colorado, Connecticut, District of Columbia, Florida, Georgia, Idaho, Illinois, Indiana, Louisiana, Massachusetts, Maryland, Maine, Michigan, Minnesota, Mississippi, North Carolina, Nebraska, New Jersey, New Mexico, Nevada, New York, Ohio, Oklahoma, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, or Washington.

🏝️ Benefits

• Unlimited paid time off (PTO).

• Comprehensive Medical, Dental, and Vision Insurance.

• 401k matching program.

• Parental leave.

• Provision of laptop and necessary equipment.