DiscoverOrg

  • Director, Product Marketing

    Job Locations US-WA-Vancouver
    # of Openings
    1
    Category
    Marketing
  • Overview

    As our Director, Product Marketing you’ll lead a team that spearheads DiscoverOrg’s go-to-market process and enables the alignment and success of our Sales, Customer Success, Marketing, Learning and Development, and Support teams.

     

    With input from departmental leaders, you’ll create a meaningful Product Marketing plan with measurable success criteria. You’ll hire and organize a high-performing team to implement and execute that plan. You’ll provide mentoring, coaching and career development opportunities to each member of your team.

     

    You’ll collaborate with Sales and other customer-facing teams to develop and deliver training, content, positioning, pricing and packaging in support of DiscoverOrg’s growth goals.

    Responsibilities

    Go-to-Market Planning and Coordination:

    • Launch Planning. Create and manage detailed cross-functional launch plans with tasks assigned to individuals and teams across the organization to ensure success of new product launches.
    • Product Management Alignment. Align with product management and development to understand roadmap priorities, launch timelines and inventory enablement and training needs.
    • Go-To-Market Meetings. Run Bi-weekly GTM meetings and meet with teams separately to ensure alignment, coordination, and successful launch.
    • Pricing, Packaging, Incentives & Promotions. Working with Sales and Marketing to determine product packaging and pricing. Develop promotions, bundles and sales incentives to achieve sales targets.
    • Set Goals, Measure, and Report on Success. Build dashboards in Salesforce to track performance. Establish meaningful and challenging goals, and measure and report on your team’s impact on lead generation, demos, pipeline, revenue, win rates, retention, churn, and product usage.

    Organizational Enablement and Training:

    • Internal Content. Manage the internal content hub providing customer-facing teams access to internal resources on our products, launches, competitors and buyers including Positioning Briefs, Demo Scripts, Competitive Battle Cards / Attack Cards, Buyer Personas, FAQs, etc.
    • External Content and Collateral. Give customer-facing teams the resources they need to sell and effectively represent DiscoverOrg to prospects and customers including Sales Demo Decks, Proposals, Data Sheets, Custom Content, and RFP materials.
    • Product Messaging and Positioning Online. Craft product positioning and messaging for our corporate website and manage our online presence on partner portals and review sites such as G2 Crowd, Salesforce AppExchange, Chrome Web Store and more.
    • Marketing Enablement. Create content for Demand Gen and CX campaigns. Advise marketing on landing pages, emails, and educational materials for product launches. Publish thought leadership pieces including blogs, research papers, and videos.
    • Training. Develop onboarding training for new employees that educates them on our Products, Buyers, Competitors, and Content. Prepare customer-facing teams for new product and feature launches in Learn-to-Sell and Learn-to-Save meetings. Provide ongoing training as needed on to help the teams refresh their knowledge and sharpen their skills.
    • Skills Practice and Coaching. Work with individuals, pairs, and teams during practice and coaching sessions to provide feedback on positioning, talk tracks, etc.
    • Learning and Development. Partner with L&D to assess and evaluate customer-facing team knowledge and skills and collaborate to develop curriculums and programs for achievement, advancement, and mastery.
    • Market Research & Subject Matter Expertise

    Market Research and Subject Matter Expertise:

    • Win-Loss Surveys and Calls. Own the delivery of a quarterly Win/Loss analysis including qualitative and quantitative results. Facilitate the scheduling of Win/Loss calls that align with our Product Managers functional area of expertise.
    • Products and Services. Dive deep into our product ecosystem, understanding the depth and breadth of use cases and needs we support. Demo new features and products. Recognize which pain points align with which use cases, workflows, and features.
    • Competitive Intelligence. Setup mechanisms for monitoring the competitive landscape and conduct proactive research on our competitors’ products and technology, strengths and weaknesses, positioning and messaging to inform our product roadmap, sharpen our competitive advantage, and direct our go-to-market strategy.
    • Buyer and User Analysis and Personas. Analyze our Customer, Prospect and User data to create and periodically update our Ideal Customer Profile, Buyer Personas and User Personas to help new employees learn about our market, and to identify areas of strengths, weaknesses, opportunities and threats relative to our competitors.
    • Market Research. Develop feedback loops including surveys, phone interviews, and onsite visits to gain knowledge and insights from customers, prospects, employees, analysts, and partners. Use these insights to inform training and develop that can be shared with the organization.
    • Subject Matter Expertise. Become an expert and lifelong learner building and sharing knowledge in the following areas:

    Qualifications

    • 3+ Years Product Marketing experience working in a high-growth Tech / Saas Software company, preferably in the sales and marketing technology industry
    • Experience leading a high-performing team
    • A passion for learning and helping others
    • Exceptional communication skills
    • Familiarity with Salesforce.com, Marketo, Outreach, Highspot (or other Sales Enablement solution) a plus

    Benefits

    Perks and Benefits:

    • Competitive salary and bonuses
    • Medical, Dental, Vision Coverage
    • 401(k) with employer match
    • Competitive PTO 
    • Paid Sick Leave
    • Short-Term & Long-Term Disability
    • Life Insurance, AD&D Insurance
    • Pet Insurance
    • In-office soda machines
    • Quarterly offsite company awards
    • Annual company offsite event
    • 10+ employee activity clubs

     

     

     

     

    Why join DiscoverOrg? 

      • An 8-time honoree of the Inc. 5000 fastest growing private companies
      • Is honored to be a 2017 Fortune Magazine Best Workplaces, and
      • Is recognized as a 2017 Inc. Magazine Top 50 Best Workplaces
      • Was named the 2017 Growth Company of the Year at the Oregon Technology Awards
      • Software Industry (SIIA) 2017 Growth Company of the Year
      • A three time recipient of the Deloitte Fast 500 award
      • Supported by an award-winning Learning and Development team
      • Is led by an EY Entrepreneur of the Year finalist
      • Has an impressive 4.4 star rating on Glassdoor

     

    DiscoverOrg is an Equal Employment Opportunity (EEO) employer. We are committed to promoting a diverse and inclusive work environment. Our policy on equal opportunity and anti-discrimination applies to all terms and conditions of employment.

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