Product Marketing Director

Athennian

18d•$160,000 - $190,000•Remote

About The Position

You own the commercial narrative for Athennian's platform. This role sits at the intersection of product, revenue, and market strategy — reporting directly to the Chief Platform Officer. You'll partner closely with Product, Sales, and Customer Success to translate technical capabilities into differentiated positioning, workflow-level value stories, and revenue-driving go-to-market programs. This is not a launch coordinator role or a slide-deck strategist role. It is a hands-on commercialization engine where you personally define how we package and price our product, how we position it by segment and persona, and how Sales and CS show up in front of sophisticated buyers. You will get into the product itself, stress-test workflows, and build the enablement that directly moves win rates, ACV, and adoption. We're looking for a strategic director who is willing to get their arms around the problem and execute — not someone looking to immediately build and manage a large team. You'll use AI-powered tools to automate lesser-value grunt work and operate with a high degree of leverage, freeing yourself to focus on the strategic decisions that matter.

Requirements

~10 years of total experience, with the majority spent as a Senior Individual Contributor in product marketing and the last 1–2 years at the Director level
Proven B2B SaaS and startup experience; you know how to build in ambiguous, fast-moving environments
Experience in categories where generic messaging fails — you've had to earn credibility with buyers who know their domain deeply
Demonstrated ownership of pricing and packaging strategy, including tier design and add-on architecture — particularly in closing commercialization gaps in a growing product
Track record of building sales enablement programs that demonstrably improved pipeline conversion or revenue outcomes
Proven ability to strengthen the PM–PMM relationship and build collaborative cross-functional operating models
Comfortable getting hands-on with a technical product — you don't wait for a demo, you go find the answer yourself
Demonstrated use of AI-powered tools (e.g., Cursor or equivalent) to automate repetitive marketing tasks and operate with high leverage
Hands-on experience with HubSpot (CRM, lifecycle tracking, campaign reporting) and Clay (data enrichment, account research, workflow automation)
G&A, back-office, or compliance/legal/finance adjacent industry background

Responsibilities

Own the end-to-end commercial strategy for Athennian's platform, including tier structure, add-on strategy, and pricing and packaging recommendations
Define and maintain segment-specific positioning — ensuring messaging is tailored to distinct buyer personas (e.g., large PE sponsors, private markets operators, mid-market legal ops teams) rather than defaulting to generic feature lists
Shift the organization away from "feature pushing" toward workflow-aligned marketing that communicates the specific impact of each product tier across target segments
Establish ongoing rituals and operating cadences so the business maintains a clear, consistent understanding of what is being built, why, and for whom
Track commercial performance metrics including attach rate, ACV uplift, pricing realization, and discount trends
Translate product capabilities into concrete, segment-specific client workflows that reflect how buyers actually operate day-to-day
Work directly inside the product to understand its technicality, identify workflow gaps, and surface positioning opportunities
Partner with Product Management to ensure roadmap prioritization reflects commercial value and addressable workflow pain points
Lead quarterly product webinars to establish a consistent thought leadership voice — particularly around Athennian's AI capabilities
Build and maintain sales enablement programs tied to revenue outcomes: talk tracks, competitive positioning, objection handling, and deal-stage playbooks
Equip Customer Success with workflow-level value stories that drive adoption of newly commercialized features and expand attach rate on add-ons
Measure enablement effectiveness through sales asset usage, stage conversion rates, and direct AE/CSM feedback loops
Conduct message testing with real buyers and feed insights back into positioning and packaging
Leverage AI tools to automate the production of product marketing materials and support documentation, maintaining quality without sacrificing speed
Develop deep familiarity with the Sales and CS pipeline to understand where deals are won, lost, and stalled — and why
Build a feedback loop between field conversations and positioning to keep messaging sharp and grounded in real buyer language
Monitor win rate by segment, message resonance, and adoption of newly commercialized workflows to continuously sharpen the commercial strategy