Responsibilities

• Market Understanding - Maintain and sharpen our core buyer personas – Safety and Operations leaders in high-risk industries – grounded in real conversations about incident reporting, near-miss tracking, and compliance workflows, not assumption; Map the buying process across construction and oil & gas: whos involved, what triggers a search for a platform like ours, what stalls deals (budget cycles, safety committee sign-off, IT/security review); Own competitive intelligence: battlecards, teardown docs, and a repeatable process for tracking incumbent EHS players and adjacent AI-safety entrants; Run a lightweight, ongoing win/loss program. Interview closed-won and closed-lost prospects and turn findings into a living market-problems doc
• Positioning & Distinctive Competence - Own and evolve our three-pillar messaging framework — Gather Better / See Earlier / Act Faster — keeping it sharp as the product and market shift; Maintain the message house that Sales, Content, and the founders all pull from, tailored by persona; Steward the Safety Mojo brand architecture as we consolidate sub-brands, ensuring positioning stays consistent across product, sales, and marketing surfaces; Partner with Product on the business case for roadmap priorities — bring market evidence, not opinions, to prioritization conversations
• Launches - Own the launch process end-to-end for new features and releases, tiering launches by impact rather than treating every ship as a big moment; Write launch briefs, sales talking points, and customer-facing release content; Coordinate cross-functionally (Product, Sales, CS, Sales) so launches don blindside the field team
• Sales & Customer-Facing Enablement - Build and maintain battlecards, pitch decks, one-pagers, and objection-handling guides for both personas; Run new-hire and ongoing training for Sales and CS on positioning, personas, and the competitive EHS landscape; Be the “ask PMM” resource when a rep needs an answer mid-deal, especially on safety-specific ROI and compliance objections
• Demand & Content Support - Provide messaging and positioning input to campaigns, website copy, and content briefs, reinforcing the funnel/demand gen program already in motion; Support case study and customer proof-point development from construction and oil & gas customers, in partnership with Customer Marketing/Content

Requirements

• 3d6 years in product marketing at a B2B SaaS company, ideally with time at a company under $20M ARR (you know what it7s like without a 5-person team behind you)
• Direct experience running win/loss interviews and turning qualitative input into positioning, not just executing someone else messaging
• Comfortable partnering directly with founders/CRO and influencing roadmap with market evidence
• Strong written communication. You can write a battlecard and a launch email in the same afternoon
• Experience leveraging AI tools like Claude to boost productivity (not as a crutch)

Preferred

• Bonus: experience in EHS, industrial safety, construction tech, or another category selling into field + corporate dual buyers

Benefits

• Safety Mojo offers a strong combination of medical, dental, vision, life, disability, 401(k) with match, and generous PTO benefits. Please note that our medical insurance includes two options: traditional plan and HDHP with HSA with employer contributions.