Senior Product Marketing Manager, CPQ

PandaDoc

1d•$140,000 - $160,000

About The Position

PandaDoc is seeking a Senior Product Marketing Manager to own the go-to-market strategy for CPQ (Configure-Price-Quote), a strategic product line in its document workflow and revenue operations suite. The role connects Product and the market, shaping CPQ positioning, messaging, campaigns, roadmap influence, post-launch adoption, and expansion. The marketing approach must demonstrate clear ROI, implementation speed, and competitive differentiation to Sales leaders, RevOps professionals, budget holders, and technical operators at SMB companies. The position leads CPQ AI positioning, translating product capabilities into outcomes business buyers can evaluate while ensuring claims are accurate and trustworthy. It partners closely with Product, Sales leadership, demand generation, and Customer Success to inform product strategy, execute campaigns, enable sales conversations, analyze wins and losses, and help customers adopt CPQ and realize ROI. The successful candidate will establish the initial go-to-market playbook, make decisions with incomplete information, and improve the strategy based on market feedback.

Requirements

At least 5 years of marketing experience, including at least 3 years in B2B SaaS product marketing.
Demonstrated experience marketing to business buyers such as Sales Operations, RevOps, Finance, or IT, as well as technical operators.
Hands-on fluency with AI tools, including the ability to explain where AI can accelerate quote processes and where human review is needed.
Experience developing content strategy and direction: identifying needed assets, writing briefs, setting quality standards, coordinating subject matter experts, and producing credible, compelling content.
Clear writing skills and the ability to communicate with both business and technical audiences.
Experience developing campaign strategy based on a demand hypothesis, defining content topics and offers, and partnering with demand generation on channel mix and execution.
Ability to make progress without an established playbook, make decisions with incomplete data, and correct course based on market feedback.
Evidence of taking an unclear or partially built program through launch and delivering measurable results.

Nice To Haves

Experience marketing to or working alongside sales and operations professionals.
Experience in sales technology, revenue operations, or quote-to-cash workflows.

Responsibilities

Own CPQ go-to-market strategy from roadmap influence through launch, adoption, and expansion.
Define CPQ positioning and messaging, including differentiation against established competitors.
Lead positioning for CPQ AI features, explaining their value and setting accurate, trustworthy standards for AI-related claims.
Bring customer data, competitive intelligence, and market feedback to product roadmap discussions and help shape product strategy.
Develop narratives for Sales leaders, RevOps professionals, budget holders, and technical operators, addressing ROI, implementation timelines, and competitive positioning.
Partner with demand generation to define campaign vision, audience segmentation, demand hypotheses, content topics, and campaign execution that supports pipeline generation.
Create sales enablement tools and partner with Sales on win/loss analysis to sharpen positioning and identify gaps.
Work with Customer Success and Sales to identify expansion use cases, develop case studies, and run adoption campaigns.
Establish and refine CPQ marketing programs and processes, making positioning decisions with incomplete data and adjusting based on market results.