Director Of Product Marketing (remote)
Marketing & Communications, Product
Austin, TX, USA
Posted on Sunday, July 9, 2023
Mattermost is an open source platform for secure collaboration across the entire software development lifecycle. Hundreds of thousands of developers around the globe trust Mattermost to increase their productivity by bringing together team communication, task and project management, and workflow orchestration into a unified platform for agile software development.
Founded in 2016, Mattermost’s open source platform powers over 800,000 workspaces worldwide with the support of over 4,000 contributors from across the developer community. The company serves over 800 customers, including European Parliament, NASA, Nasdaq, Samsung, SAP, United States Air Force and Wealthfront, and is backed by world-class investors including Battery Ventures, Redpoint, S28 Capital, YC Continuity. To learn more, visit www.mattermost.com.
We value high impact work, ownership, self-awareness and being focused on customer success. If these values match who you are, we hope you'll learn more about working at Mattermost and apply!
We are seeking an hands-on and collaborative Director of Product Marketing to lead our product marketing strategy, tactics and operations to drive enterprise customer and revenue growth. This role reports to the CEO and works closely with our revenue organization, including marketing operations and demand generation, and product organization. This is an individual contributor role with future potential to manage operational and consulting vendors, and/or lead and manage teams as the needs of the business evolve. Product marketing has two key responsibilities, a) to bring our product to our target markets through product messaging and positioning, sales and partner collateral, announcements and launches, and analysis and acceleration of our enterprise new logo customer journey, and b) to bring input from our target markets to our product, developing listening systems with enterprise customers and our ecosystem for assessing how our messaging, positioning and changes in capabilities are landing or not landing, and reviewing our market and ecosystem, including competitive analysis and partnership opportunities, as a vital input to iterating on our product strategy and roadmap. In addition, product marketing leadership should be adept at project management, timely delivery of initiatives with cross-departmental dependencies, and taking on high impact special projects as the needs of the business evolve.
Product Messaging and Positioning - Develop and iterate on a clear, compelling value proposition that connects with enterprise audiences including champions, economic buyers, implementation partners and internal audiences through value pillars, use cases and concrete ROI. Our message house (see current version) defines the core of our communications, collateral and GTM programs.
Sales and Partner Collateral - Work with internal content, design, sales enablement and marketing teams, as well as external customers and partners, to translate our product messaging and positioning into compelling sales and partner collateral including first meeting deck, data sheets, competitor battlecards, web copy and pages, pricing and packaging materials, internal and external Q&As, business value references and customer case studies. Support sales enablement and content teams to make collateral web-discoverable, current and easy-to-find.
Product Announcements and Launches - Collaborate closely with CEO, product, GTM teams, ecosystem partners and PR firms to drive awareness, adoption of our free offerings, and leads for our paid offerings through announcements and launches that showcase new value from our platform evidenced by the success and endorsement of customers and partners. Team with our founders and customer teams in briefing analysts, press, partners, key customers, the market and internal organizations, in both small and large groups, including webinars.
Acceleration of Enterprise New Logo Customer Journey - Partner with sales, sales enablement, sales engineering, marketing, product and GTM teams to identify and clear bottlenecks in our enterprise new logo journey across awareness, lead, first meeting, opportunity development, sales proposal and closing stages. Find patterns in questions, objections and disengagement to uncover root issues, and develop talking points, collateral and offers (e.g. white papers, workshops, architectural reviews) to increase conversions rates in our sales process.
Enterprise Customer and Ecosystem Listening Systems - Lead a cross-departmental initiative across sales, post-sales, support, community, and developer relations to share, discuss and analyze feedback from customers, partners and our ecosystem to drive iteration in our value proposition, product approach and GTM strategy, collateral and execution.
Market and Ecosystem Opportunity Review - From listening systems and customer, partner and ecosystem data and interactions, work with product, engineering and GTM organizations, as well as founders, to lay out market and ecosystem opportunities, including competitive and partnership dynamics, as an input to product strategy, planning, roadmapping, and pricing and packaging. At Mattermost, pricing and packaging is a collaborative initiative across product marketing, product, and sales organizations facilitated by our program management function with close involvement from founders and CEO.
Project Management and Cross-Departmental Collaboration - Ensure timely and effective delivery of product marketing collateral and projects to internal downstream stakeholders and keep their trust with advanced notification of timeline changes impacting their work and ensuring the right level of reviews and input are complete. Note: While by default, product marketing materials should not require approval or sign-off from other departments, it is product marketing’s responsibility to understand and assess key concerns so an effective decision can be made. For example, it’s okay to use terms that mean different things to different people, like “DevSecOps”, so long as the voicer feels heard, and in more controversial decisions there is ideally a one-line internal Q&A explaining the decision and guidance.
Special Projects and Evolving Needs - Product Marketing serves as a “general athlete” role and may be asked to own or participate in special projects as needs arise and as our business and organization evolves.
The ideal candidate will have a broad range of successes and learnings from i) the practice of product marketing (including messaging, position, customer journey analysis, strategy, and acceleration), ii) the world of enterprise sales (collateral development, sales enablement, customer and market research sales-marketing collaboration), iii) experience riding the waves of technology transitions (workflow, collaboration, infrastructure, AI, open source/open core and/or DevSecOps solutions), iv) empathy for the unique challenges of strict security organizations (defense, government, financial services, healthcare and technology enterprises) and v) outstanding communication and interpersonal skills.
8-10+ years of strong hands-on experience in product marketing, sales, or product management experience in an enterprise technology business related to defense, government, DevSecOps, infrastructure, collaboration, open source/open core and/or developer tools.
3-5+ years supporting enterprise technology sales developing positioning, messaging and collateral, including first meeting decks, data sheets, battlecards, and objection handling and related materials.
Empathy for the unique needs of strict security organizations including defense, government, financial services, healthcare and/or technology enterprises with the ability to discuss custom compliance and data control needs and identify influencers and decision-makers in the technology procurement process across IT, security, finance, implementation and beneficiary organizations within an enterprise.
Outstanding writing, communication and influence skills with the ability to influence and flip executive decision makers though careful listening, cogent frames and compelling facts. The ideal candidate is adept at simplifying complex technical concepts into simple and impactful statements. Experience in copywriting, particularly at an agency, is a strong plus.
Collaborative leadership style working with peers across sales, marketing, product to bring in the right level of data and input, to make people feel heard and to align the company on key product marketing decisions with support from founders and CEO.
Strong sense of self-awareness, ownership and continuous improvement with the ability to articulate what’s going well and not going well on projects and decide on impactful next actions, and share out status to earn trust among stakeholders.
Excellence as a project manager and leader ensuring work and decisions are delivered on time and downstream stakeholders aren’t blocked. This includes management of vendors and internal staff with clear expectations, effective oversight and reliable, high quality results.
The interview process of this role will involve senior executives and operators as well as the CEO.
The application process includes a brief screening question, “Choose a product you love and write a paragraph on its value proposition, positioning, messaging and differentiation in the market.”, which is used to prioritize outreach to select candidates.
Mattermost is a remote-first company with staff living and working across the globe. We are currently hiring staff in these countries/regions:
Canada - Germany - Greece - India - Spain - United Kingdom - United States
We are constantly working towards adding more countries/regions to this list, but first we need to make sure we are compliant with local laws and regulations, which takes time.
Mattermost is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people from all walks of life. We don't discriminate against staff or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!