Staff Product Manager, Supplier Experience & Go-to-Market (Thomas)

Xometry•North Bethesda, MD

8h•Hybrid

About The Position

Xometry is hiring a Staff Product Manager to own the supplier side of Thomas, including supplier programs and the go-to-market motion that connects each supplier with the right offer for the products they sell. The role begins with outcomes and an open problem space rather than a predetermined backlog. Success is measured by average order value (AOV) per advertiser, retention of existing advertisers, and new logo acquisition. Thomas operates Thomasnet.com, where engineers, procurement teams, and plant buyers find, evaluate, and contact suppliers across thousands of product and service categories. As industrial buyers increasingly expect guided, AI-assisted sourcing and matching instead of long supplier lists, Thomas is moving from supplier discovery toward matching buyers with the right suppliers and helping both sides close business. Suppliers are expected to increasingly pay for qualified connections and outcomes rather than exposure alone. The Staff Product Manager will develop supplier profile experiences, program segmentation and packaging, sales and marketing enablement, renewal and acquisition motions, and go-to-market plans for new supplier programs. The role partners across sales, marketing, monetization, billing, analytics, finance, and engineering. It requires a hybrid schedule of three days a week at one of the company's office locations.

Requirements

At least 8 years of product management experience, with direct ownership of go-to-market, monetization, packaging, or seller experience in a two-sided marketplace, B2B advertising, or lead-generation business.
Track record of launching and selling multiple products through a sales-led motion, defining the segment, offer, and enablement, and quantifying results.
Experience improving retention and expansion, such as renewal rate, net revenue retention, or average order value, and ability to explain what drove the change.
Fluency with commercial systems such as Salesforce and HubSpot or similar marketing automation tools, plus enrichment or orchestration tools such as Clay; understanding of how sales representatives work accounts.
Analytical depth, including ability to write SQL or work directly in data, build segmentation and sizing, and evaluate whether metrics answer the right question.
AI-native working approach, including at least one AI-driven launch to discuss and daily use of tools such as Claude and Cursor for discovery, specifications, and analysis.
Executive presence and cross-functional influence to align sales, marketing, finance, and engineering leaders around a plan.
Curiosity about industrial markets and willingness to learn them category by category and supplier by supplier.

Nice To Haves

Experience moving sellers from paying for exposure to paying for leads or outcomes.

Responsibilities

Own the supplier profile experience from claim and listing through a complete, buyer-ready presence.
Define strong supplier profiles by category, including the capabilities, certifications, and answers buyers and AI assistants need, and use profile depth and engagement to assess readiness for paid programs.
Build segmentation and next-best-offer logic based on supplier categories, buyer demand, competitive density, and engagement history.
Package supplier programs into offers that sales can sell and suppliers can understand; partner with the monetization and billing product manager so packages can be fulfilled, metered, and billed cleanly.
Turn buyer-demand and ROI data into value propositions, sales scripts, account briefs, and battle cards.
Work with AI and enrichment tools to support account research and give sales representatives buyer proof for supplier conversations.
Work with supplier marketing on campaigns and ads that match prospective suppliers with relevant products, and bring representative and supplier feedback into the roadmap.
Own the renewal playbook, including tiering accounts by churn risk ahead of renewal and providing ROI evidence such as verified buyer companies and qualified RFIs.
Determine which supplier accounts should move to which programs; partner with analytics on cohort-based retention measurement and with sales on timely account conversations.
Identify categories with high buyer demand and thin advertiser coverage, and build acquisition motions to fill them.
Convert claimed and free-listed suppliers into paying advertisers through sales-led and self-serve paths.
Lead go-to-market for new supplier programs, from target segment and offer through sales enablement and launch metrics.

Benefits

401(k) match
Medical insurance
Dental insurance
Vision insurance
Life insurance
Disability insurance
Generous paid time off, including vacation, sick leave, floating holidays, and fixed holidays
Maternity and bonding leave
Employee assistance program (EAP)
Other wellbeing resources
Bonus