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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, grounded in operator pain, and consistent across markets, segments, and touchpoints.
Lead go-to-market strategy for Otter as a line of business, including strategic planning, launch strategy, sales enablement, and post-launch growth programs, owning success metrics.
Set growth and retention targets and develop quarterly marketing plans across the customer lifecycle, partnering with Growth and Lifecycle teams to drive activation, adoption, MAU, and upsell.
Build, manage, and develop a high-performing PMM team, setting the vision, operating principles, and plans for 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 shape product strategy and the roadmap.
Develop sales enablement materials such as pitch decks, one-pagers, battlecards, demo narratives, and objection handling, and drive sales knowledge transfer.
Own competitive intelligence for restaurant tech and leverage it for positioning and enablement to win deals.
Develop buyer and user personas across segments, tailoring messaging for each.
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 confidence in GTM decisions, analyzing funnel, adoption, and revenue impact.
Drive adoption, revenue, and retention across markets and segments.
Build and lead the PMM team.

Requirements

9+ years in product marketing or a related field.
3+ years building and leading product marketing teams.
Mastery of foundational product marketing skills: positioning, messaging, segmentation, launches, and enablement.
Proven track record of owning go-to-market for a product line or portfolio and delivering on business metrics (adoption, revenue, retention).
Experience building, managing, and developing a high-performing team of managers and individual contributors.
Proven cross-functional leadership, aligning Product, Sales, CS, and Marketing around shared GTM objectives and sales targets.
Strong analytical instincts, including sizing segments, reading funnels, running experiments, and proving impact with data.
Excellent writing and storytelling skills, capable of translating complex products into easily understandable narratives for busy operators.
Comfort navigating complex, ambiguous, fast-growing environments with shifting scope.
B2B and/or B2C marketing experience.
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 is a plus.
MBA is a plus.

Skills

Product Marketing
Go-to-Market Strategy
Positioning
Messaging
Segmentation
Launches
Sales Enablement
Team Leadership
Cross-functional Leadership
Analytical Skills
Storytelling
Pricing and Packaging
Competitive Intelligence
User Research
Persona Development

Location

Los Angeles

Work Type

Onsite

Experience Level

Director
9+ years in product marketing
3+ years building and leading teams

Education Level

MBA (preferred)

Salary/Compensations

$160,000 - $200,000 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 restaurants succeed in online food delivery.
Otter fosters a collaborative environment with support from experienced colleagues and managers.
The company is driven by innovation and continuous change, with a focus on reimagining the industry and creating new products.