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About the Role

We are seeking a Director of Product Marketing to lead product marketing for Otter and manage go-to-market strategies for our product suite, including POS, payments, analytics, and special projects. This leadership role involves owning positioning, messaging, GTM strategy, launch execution, and post-launch growth, ensuring seamless collaboration between Product, Sales, Customer Success, and Marketing. You will be accountable for business outcomes such as adoption, revenue, and retention across various markets and segments, and will build and lead the Product Marketing Management (PMM) team.

Responsibilities

Own the positioning and messaging framework for Otter's product suite, ensuring it is differentiated, addresses operator pain points, and is consistent across markets, segments, and touchpoints.
Lead go-to-market strategy for Otter as a business line, including strategic planning, launch strategy, sales enablement, and post-launch growth programs, while owning success metrics.
Set growth and retention targets and develop quarterly marketing plans across the customer lifecycle, collaborating with Growth and Lifecycle teams to drive activation, adoption, MAU, and upsell.
Build, manage, and develop a high-performing PMM team, establishing vision, operating principles, and plans for individual success.
Own pricing and packaging strategy in collaboration with Product and Finance.
Embody the voice of the customer by conducting segmentation and user research, translating needs into opportunities that influence product strategy and roadmap.
Develop sales enablement materials such as pitch decks, one-pagers, battlecards, demo narratives, and objection handling, and facilitate sales knowledge transfer.
Own competitive intelligence for restaurant tech and leverage it to create positioning and enablement that drives deal wins.
Develop buyer and user personas across segments, from independent operators to enterprise and multi-unit clients, tailoring messaging accordingly.
Partner cross-functionally with Product, Sales, CS, and Marketing to achieve shared go-to-market objectives and sales targets.
Establish measurement frameworks to provide leadership with confidence in GTM decisions, analyzing funnel, adoption, and revenue impact, and reporting results honestly.

Requirements

9+ years in product marketing or a related field, with at least 3 years of experience building and leading product marketing teams.
Mastery of foundational product marketing skills including positioning, messaging, segmentation, launches, and enablement.
Proven track record of owning go-to-market strategies for a product line or portfolio and achieving business metrics (adoption, revenue, retention).
Experience building, managing, and developing a high-performing team of managers and individual contributors.
Demonstrated cross-functional leadership, aligning Product, Sales, CS, and Marketing towards shared GTM objectives and sales targets.
Strong analytical skills, including segment sizing, funnel analysis, experiment design, and data-driven impact measurement.
Excellent writing and storytelling abilities, capable of translating complex products into easily understandable narratives for busy operators.
Comfort operating in complex, ambiguous, fast-growing environments with evolving scope.
Experience in B2B and/or B2C marketing.
Restaurant tech, fintech or embedded payments, POS, or marketplace experience is a plus.
Experience marketing to SMBs, operators, enterprise, and multi-unit buyers is a plus.
Experience owning pricing and packaging for a product line is a plus.
Experience launching products in new markets or across multiple geographies is a plus.
Experience partnering with vertical GMs to define and execute go-to-market strategies is a plus.
MBA is a plus.

Skills

Go-to-Market Leadership
Positioning & Messaging
Team Building
Cross-functional Leadership
Commercial & Analytical Rigor
Voice of the Customer

Location

San Francisco

Work Type

Onsite

Experience Level

Director
9+ years experience
3+ years team leadership

Education Level

MBA (preferred)

Salary/Compensations

$170,000 - $215,000 per year

Benefits

Medical, dental, and vision insurance (multiple plans, incl. HSA options)
Company-paid life and disability insurance (short- and long-term)
Voluntary insurance: accident, critical illness, hospital indemnity
Optional supplemental life insurance for self, spouse, and children
Pet insurance discount
401(k)
Health Savings Account (HSA)
Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
Discretionary vacation days
8 paid holidays per year
Paid sick time
Paid Bereavement leave
Paid Parental Leave
Equity awards
Annual performance-based bonus

About the Company

Otter helps restaurateurs succeed in online food delivery by increasing sales, reducing order issues, and decreasing delivery headaches.
Restaurants globally, including major brands, trust Otter's software.
The demand for online food delivery is rapidly growing.
Otter is focused on changing the restaurant industry by helping businesses thrive in the online delivery space.
The company fosters a collaborative environment with support from experienced colleagues and managers.
Otter is driven by innovation and continuous change, constantly reimagining the industry and refining processes.