Responsibilities

• Own the positioning and messaging framework for Otter's product suite — differentiated, grounded in operator pain, and consistent across markets, segments, and every stakeholder touchpoint.
• Lead go-to-market for Otter as a line of business: strategic planning, launch strategy, sales enablement, and post-launch growth programs — owning the success metrics for each.
• Set growth and retention targets and build quarterly marketing plans across the customer lifecycle, partnering with Growth and Lifecycle to drive activation, adoption, MAU, and upsell.
• Build, manage, and develop a high-performing PMM team (managers and ICs) — set the vision, operating principles, and plans that set each marketer up to succeed.
• Own pricing and packaging strategy in partnership with Product and Finance.
• Embody the voice of the customer — run segmentation and user research, and translate needs into opportunities that shape product strategy and the roadmap.
• Build sales enablement reps win with — pitch decks, one-pagers, battlecards, demo narratives, and objection handling — and drive sales knowledge transfer across the org.
• Own competitive intelligence for restaurant tech and turn it into positioning and enablement that wins deals.
• Develop buyer and user personas across segments — from independent operators to enterprise and multi-unit — and tailor messaging for each.
• Partner cross-functionally with Product, Sales, CS, and broader Marketing to hit shared go-to-market objectives and sales targets.

Requirements

• 9+ years in product marketing or a related field, including 3+ years building and leading product marketing teams.
• Mastery of the foundational product marketing skill set — positioning, messaging, segmentation, launches, and enablement.
• A track record 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 ICs.
• Proven cross-functional leadership — you get Product, Sales, CS, and Marketing rowing toward shared GTM objectives and sales targets.
• Strong analytical instincts — you size segments, read funnels, run experiments, and prove impact with data.
• Excellent writing and storytelling — you turn a complex product into a story a busy operator immediately gets.
• Comfort navigating complex, ambiguous, fast-growing environments where scope shifts across quarters.
• B2B and/or B2C marketing experience.

Preferred

• Have restaurant tech, fintech or embedded payments, POS, or marketplace experience.
• Have marketed to SMBs and operators as well as enterprise and multi-unit buyers.
• Have owned pricing and packaging for a product line.
• Have launched products in new markets or across multiple geographies.
• Have partnered with vertical GMs to define and execute go-to-market.
• Hold an MBA.

Benefits

• Benefits Summary (USA Full-Time Exempt Employees):
• - 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)
• - Time Off policies: