Director of Product Marketing

Turnstile • San Francisco, CA

1d • Remote

About The Position

Turnstile is the day one revenue platform you’ll never outgrow. We streamline quoting, billing, subscription management, and financial reporting for modern B2B SaaS companies. Our customers range from seed-stage startups to companies scaling to $100M ARR. We are backed by top investors, including First Round Capital, and have recently raised our Series A. We're a small, senior, and proven team (the last company we started was acquired by Bloomberg) and have been a Built In Best Place to Work for 4 years running. 🚀 The Opportunity Every sales-led company hits the same wall. Closed-won deals stack up in spreadsheets. Finance manually rekeys signed contracts into billing systems. Quoting lives in one tool, contracting in another, billing in a third, and reporting in a fourth — and the gaps between them quietly leak revenue, burn finance hours, and make every month-end close a fire drill. The teams that should be selling and serving customers are reconciling instead. Turnstile exists to close that gap. We are the first quote-to-cash platform built for sales-led B2B software companies — covering quoting, subscription management, billing, invoicing, revenue recognition, and reporting in one connected system. Setup is measured in hours, not months. We are backed by Illuminate, OMERS, and First Round Capital, and led by seasoned founders. We are hiring our first full-time marketer, a Director of Product Marketing. The marketing foundations are in place — ICP, buyer personas, messaging and positioning, a prolific blog, an active PR program, and a social media strategy compounding. What we need now is a product marketing leader to take all of it to the next level: own the messaging and positioning that the entire revenue org runs on, run a high-tempo launch and content cadence that fuels a high-volume sales motion, and become the connective tissue between Product, Sales, and the market. You will report to the CMO and work shoulder-to-shoulder with the CEO, the founding AEs, and the demand generation team to translate what we have built into the clarity that wins deals at velocity. We are looking for a builder's temperament. You roll up your sleeves on the smallest tasks and the largest ones with the same energy. You are scrappy by default, you do not wait for headcount or process to do great work, and you find the prospect of being hands-on a feature, not a bug. You are AI-native to the bone — you do not talk about using AI, you compound your output with it every day. 📈

Requirements

• A Director-level track record. Six to eight years minimum of B2B product marketing experience, with current or recent experience as a Director of Product Marketing. This is not a step-up role. We need someone who has already operated at this altitude and is ready to do their best work yet
• Startup-stage operating experience, not just enterprise polish. You have done your best work at companies between Seed and Series C — somewhere between 20 and 200 people — where there was no template to inherit, no large team to delegate to, and no mature process to lean on. You have built the function, not maintained it. You know what it feels like to ship the first version of a sales pitch, the first battlecard, the first launch playbook, and you find that energizing rather than uncomfortable. Candidates whose careers have been spent entirely at large, established companies will struggle here, regardless of how impressive the brand names are.
• Fintech experience, specifically the revenue, billing, and financial operations stack. You have marketed a product in the fintech or revenue operations infrastructure quote-to-cash and CPQ ecosystem. You understand how finance and revenue operations leaders evaluate software, what they care about in a buying committee, and the difference between a finance buyer, a RevOps buyer, and a founder buyer. This is a hard requirement — not a nice-to-have.
• AI-native in how you work. You operate at every level of AI leverage — using it to sharpen your thinking, automate recurring work, ship the projects that previously sat in the “someday” pile, and build small internal tools that compound your output. You expect to multiply yourself, not to outsource yourself. You can articulate where AI is genuinely transformational, where it is incremental, and where it is overhyped. You have opinions on how AI search engines surface software vendors and you have thought about what it takes for a category-defining brand to be the answer ChatGPT, Claude, and Perplexity return when a buyer asks the question.
• Deep experience supporting a high-velocity, high-volume direct sales motion. You have run product marketing for a sales-led business where AEs are running many concurrent deals on short cycles. You know what AEs need to ramp, to win, and to close faster. You build enablement that actually changes behavior. You instrument feedback loops that keep messaging grounded in field reality. You understand how product marketing creates leverage across many AEs at once.
• Exceptional positioning and messaging instincts. You have built positioning frameworks that held up across multi-stakeholder buying committees and translated into real commercial outcomes. You can write — long-form thought leadership, executive narratives, homepage copy that does not sound like every other homepage. You have a portfolio that shows it. You are direct, specific, and free of jargon.

Nice To Haves

• Strong preference for SF/Bay Area or NYC-based. Ability to work closely with our leadership and sales teams in one of these two metros.

Responsibilities

• Own how the market understands quote to cash and Turnstile. You will own positioning, messaging architecture, and the editorial point of view that distinguishes us from CPQ-only vendors, order-to-cash-only vendors, and the legacy billing platforms built for a different era of software. You will pressure-test positioning continuously against real prospects and customers, evolve it as the market moves, and hold the line on it across every surface where we show up. The job is to make a category that is often described in seven steps and three acronyms feel obvious, urgent, and inevitable to a founder, a head of finance, and a RevOps leader alike.
• Make sales easier, every day, at volume. Our sales motion is high-velocity and high-volume — multiple AEs running concurrent deals, short cycles, fast-moving discovery. You will build the sales narrative, the discovery framework, the demo scripts, the objection-handling library, the deck library, the one-pagers, the competitor battlecards, and the executive briefing materials AEs use in every meeting. You will install a feedback loop with the field so that enablement stays grounded in what buyers actually push back on — not what marketing thinks they will. Your work will be measured on win rate, deal velocity, ramp time for new AEs, and qualitative sales feedback.
• Drive launches that compound. You will partner with Product from roadmap to release, owning launch strategy end-to-end. Every launch will have a clear narrative, a measurable objective, and a plan that lands with prospects, customers, the press, and the AI search engines all at once. You will install a launch tier framework so that everything from a major capability release to a smaller feature ships with the right level of investment — and so the cadence becomes a flywheel, not a scramble.
• Fuel a high-tempo pipeline with content that converts. Our go-to-market runs on a high-volume direct sales motion supported by content that does real commercial work. You will own the product marketing content that converts at scale — competitor comparison pages, ROI calculators, customer case studies with quantified outcomes, and the mid-to-lower-funnel assets that move prospects from awareness to opportunity. You will partner with the Demand Gen team on organic, paid, and lifecycle to make sure every campaign reinforces the same positioning and accelerates the same pipeline.
• Sharpen our edge in a crowded category. Stripe Billing, Salesforce CPQ, Chargebee, Zuora, DealHub, HubSpot Commerce, and a long tail of point solutions all compete for the same buyer attention. You will run a structured competitive intelligence program — battlecards, win/loss analysis, public-facing comparison content — that gives the field real weapons and gives leadership a clear-eyed view of where we win, where we need to sharpen, and where the category is heading. You will articulate our differentiators in language buyers recognize as their own.
• Build the customer advocacy engine. Case studies, reference calls, press quotes, conference moments, analyst conversations — you will build the proof-points program the field can pull from on demand. Every customer win should produce an asset, a story, or a quote that compounds the next deal.
• Build the CEO into the voice of the category. Our CEO brings an operator's background and the conviction to build the system of record for modern revenue. You will partner with him on the editorial point of view, byline strategy, and the long-form content that establishes him as the voice founders, finance leaders, and revops want to hear from on quote-to-cash, pricing operationalization, and the gap between closed-won and revenue recognized.
• Operate AI-native, end to end. You will use AI not as a productivity novelty but as a force multiplier across everything you do — research synthesis, draft generation, competitive monitoring, content production, sales-call analysis, GEO/AEO optimization, and the small workflows that quietly eat a marketing leader's week. You will help the rest of the team work the same way. You will also be marketing a product that an AI-native buyer wants to understand and that AI search engines need to surface accurately, and you will treat both as first-class audiences.

Benefits

• Competitive and Fair Pay. Equal pay by role and level at the 75th percentile of SF salaries ($190,000 to $240,000 for this position, depending on level) with meaningful equity
• Fully Remote. Distributed by design, with team members from San Francisco to NYC.
• Fully Covered Health Benefits. 100% paid medical, mental health, dental, and vision premiums for you and your family.
• Paid Parental Leave. 16 weeks for birthing parent, 12 weeks for all other parents welcoming a new child into their home.
• 401(k). With 4% company contribution, regardless of what you put in.
• Flexible PTO. Take the time you need to unplug and unwind.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed