Responsibilities

• Own go-to-market for every release. Build and run our launch process: tiering, GTM briefs, the readiness gate, post-launch review. Owning the decision on whether a release is strategically and commercially ready and executing against the launch calendar.
• Own messaging and positioning. Define and maintain the product narrative and positioning for each new release. Executing segment and persona level value propositions grounded in customer research - building competitor intelligence: battle cards, win/loss analysis, and beyond.
• Deliver enablement and adoption. Holding a high knowledge and demo standard as the product evolves quickly. Reporting and holding account for which shipped releases are actually being demoed, sold and adopted - and what’s not.
• Inform pricing and packaging. Analysing segmentation, competitive benchmarks and packaging logic to make a recommended pricing strategy for releases before build competes.
• Be the voice of the market. Deeply understanding our customers and prospects; their problems, their ambitions and strategies, and the industrial direction of travel.

Requirements

• Are experienced in B2B, multi-product SaaS with a sales-led motion, ships product fast, and a considered purchase / decision making cycle.
• Have built and scaled a function from nothing - not just inherited an existing playbook; you thrive on the ambiguity and pace that comes with establishing the processes.
• Communicate in impact, not just in volume. You understand what landed, what was adopted, what drove revenue, and what didn’t.
• Seek to deeply understand your customers and position based on their problems and values.
• Are as comfortable running sales enablement training as you are in the room on live deals.
• (Ideally) Have marketed to regulated professional services.