Segment Management Director

Onbe • Plano, TX

82d • $165,000 - $180,000

About The Position

The Segment Management Director combines a deep understanding of our buyers with expertise in how Onbe’s capabilities can be deployed to tackle high-value problems in specific segments, roles, and business situations. You will develop strategy and turn it into action by working closely with go-to-market teams, working within a value-based framework that ensures our activities are anchored in buyer pains, quantifiable outcomes, and delivered ROI. Reporting to the VP, Segment Management, you possess an entrepreneurial spirit and are passionate about payments. Boost leadership skills by encouraging partnerships and gaining support for cross-team strategy implementation. This is a hybrid role that will work onsite 2 days per week at our Plano, TX office. Occasional travel may be required as part of this position.

Requirements

• 10+ years in Segment/Market Management, Value Engineering, Product Marketing, Strategy, or a related field, with at least 5+ years in fintech, SaaS, or financial services.
• Consistent track record of leading value-based positioning initiatives that drove measurable outcomes.
• Strong written and verbal communication skills, including presenting to executive leadership.
• Expertise in value-based frameworks, value engineering, segmentation, and customer profiling.
• Strong understanding of financial metrics, buyer psychology, and GTM dynamics in B2B fintech.
• Excellent analytical thinking and execution skills; ability to translate insights into action.
• Outstanding cross-functional collaboration and stakeholder management.
• Ability to synthesize complex data into clear, compelling strategies.
• Comfort with ambiguity and experience building new frameworks and processes from scratch.

Responsibilities

• Lead value-driven segmentation and targeting Identify and prioritize high-fit markets, accounts, and buyer personas based on what they value most.
• Continuously refine segmentation with market feedback and performance data.
• Develop vertical-specific buyer profiles Create and maintain ICPs, personas, and top-target lists that reflect real buyer pains and value drivers, guiding sales to focus on the most attractive opportunities.
• Oversee development of high-impact assets Oversee the development of positioning, messaging, and enablement deliverables (e.g., discovery decks, value calculators, proposals).
• Ensure these assets consistently articulate Onbe’s ROI and differentiation, and drive urgency for action.
• Act as a consultative deal partner Join live sales cycles as a segment SME to lead detailed discovery sessions, assemble current-state assessments, and deliver value summaries that demonstrate Onbe’s impact.
• Create structured feedback loops Partner with Sales, Enablement, and Marketing to capture insights from field conversations.
• Translate feedback into iterative improvements for messaging, tools, and GTM plays.
• Serve as the voice of the customer internally Ensure external activities (PR, panels, webinars, tradeshows) align to validated customer value drivers.
• Provide thought leadership by representing the authentic customer perspective, and where appropriate, participate in external forums.
• Standardize solution design & positioning Collaborate with Product, Legal/Compliance, and Finance to define and maintain solution standards—features, pricing models, packaging approaches, and compliance positions.
• Ensure solutions align to customer value drivers.
• Surface market insights to inform product roadmap Uncover market trends to guide product roadmap.
• Translate research findings and buyer value drivers into prioritized features to drive growth.
• Provide structured, data-backed recommendations to influence roadmap decisions.
• Report and influence at the executive level Deliver concise, data-backed updates on segment performance, market dynamics, risks, and opportunities.
• Distill complex findings into clear narratives that inform strategic decisions and create organizational alignment.

Benefits

• Medical, dental, vision insurance
• Wellness programs
• 401(k) matching
• Open PTO
• Work from anywhere
• Generous parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 251-500 employees