Responsibilities - Set the strategic direction for PMM - Own global positioning, messaging architecture, and audience CVP across SB and AB segments — establishing a clear global position while partnering with regional teams to articulate what sets Xero apart in each market. Competitive context, customer need, and product differentiation will vary; the positioning architecture must reflect that. - Lead the PMM function's transition to an AI-native operating model — a structured data foundation of positioning, claims, proof points, and performance data, plus AI-native content workflows, with humans setting and holding the craft bar. Move from bespoke asset creation to modular content systems, rapid testing, and editorial governance at scale. - Lead Xero's AI narrative — working with Product to translate JAX's capabilities into positioning that is compelling to existing customers and prospects, building Xero's credibility in AI without outrunning the product reality. - Lead research as a core PMM discipline — message testing, competitive intelligence, voice-of-customer — ensuring positioning and GTM decisions are grounded in evidence, not assumption. - Own value perception, pricing comms, and product adoption strategy — going well beyond launch announcements to drive measurable lift in utilisation. Working closely with the pricing and packaging team, lead commercialisation strategy for key launches including promotions, incentives, audience cohorting, and sales motions. - Partner upstream with Product Leadership to shape roadmap strategy and framing, not just react to releases. Lead PMM's role in AI-era product development — ensuring customer insight, category framing, monetisation hypotheses, and adoption signals shape what gets built. - Quarterback launches with rigour and speed - Lead our product launch and GTM process end-to-end — from positioning and beta messaging through GA launch and into utilisation across regions. PMM owns the full arc, not just the launch moment. - Build launch workflows that use AI to accelerate asset development, regional adaptation, field feedback synthesis, and post-launch optimisation — moving the team from manual production to intelligent, modular execution. - Define how PMM uses live adoption, usage, win/loss, and field signals to continuously refine messaging and commercialisation after launch, with AI enabling the team to move at pace. - Drive prioritisation across a large product portfolio — not everything can be a hero launch. Set the framework, get alignment from product and commercial stakeholders, and build the playbooks that allow regional teams to execute with confidence. - Build and elevate the team's craft - Set a high bar for positioning quality, competitive intelligence, and insight-led messaging — and build a team culture where PMMs can articulate what excellent looks like and close their own gaps. - Develop PMMs who work across the whole product lifecycle: upstream with product on strategy, and shipping sharp, differentiated messaging to market. Identify and address the gap where individuals are strong on one side and weak on the other. - Lead the team's adoption of AI tools as a craft multiplier — not to replace judgment, but to test faster, produce more, and iterate with evidence. Model this yourself; build it into how the team works. - Cultivate deep customer obsession and genuine product depth — Xero's PMMs should understand the underlying accounting logic, regulatory context by market, and the workflows that make the product genuinely useful or genuinely frustrating for real users. - Develop, retain, and recruit: create an environment where strong PMMs grow and stay, and recruit for the team's future capability, not just current headcount. - Operate effectively in a global matrix - Navigate the hard-line/dotted-line structure with confidence — building influence with regional MDs and global functional leads to drive aligned, efficient execution across eight markets.