Lead go-to-market strategy and product launches for new solutions and the commercial segment. Own messaging, positioning, competitive intelligence, customer research, sales enablement content, and cross-functional alignment to drive pipeline, revenue, and market differentiation.
CaptivateIQ is the leading Sales Performance Management solution, recognized by Forrester and G2, and trusted by customers including Affirm, Gong, and Figma. With solutions for Sales Planning and Incentives, we help revenue teams automate processes, hit revenue targets, and adapt with business change, ultimately driving efficient growth. It's time to rethink ROI - your return on incentives - with CaptivateIQ.
With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to improve their return on incentives and sales planning.
Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!
About The Role:
As a Principal Product Marketing Manager, you’ll play a critical role in shaping and executing the go-to-market strategy for new products and our commercial segment. This high-impact position combines strategic ownership with cross-functional collaboration. You’ll lead positioning, messaging, and enablement for both new products and our commercial segment to help us differentiate and win in a dynamic market.
You’ll report to the Senior Director of Product & Corporate Marketing and work closely with teams across Product, Sales, Customer Success, and RevOps. Your work will directly influence company growth and market perception, ensuring our solutions resonate with the right audiences and deliver clear value.
Responsibilities:
- Product Launches & GTM Strategy: Own product marketing for new solutions—partnering early with Product, Marketing, and Sales to craft compelling messaging, positioning, and launch strategies that accelerate growth.
- Sales Enablement & Commercial Strategy: Lead product marketing for the commercial segment, equipping sales with the right collateral, insights, and training to drive revenue.
- Competitive Intelligence: Monitor the competitive landscape, including product moves, pricing, and messaging. Translate findings into strategic insights for Sales and Product.
- Messaging & Positioning: Create differentiated messaging that resonates with target buyers and supports our broader go-to-market and expansion strategies.
- Customer & Market Research: Conduct and synthesize primary research to gather customer insights, identify pain points, and inform product and marketing direction.
- Content & Collateral Development: Build high-impact sales assets—such as decks, one-pagers, battlecards, and playbooks—that support pipeline generation and deal velocity.
- Cross-Functional Collaboration: Work across teams to align on GTM priorities and ensure consistent execution from product ideation through launch and beyond.
- Evangelism: Serve as an evangelist of our voice of customer for our internal teams and a CaptivateIQ and industry expert to our prospect and customer base.
Requirements:
- 7+ years in B2B SaaS product marketing and 8–10 years of overall professional experience
- Experience launching new products and driving GTM strategy
- Experience working closely with Product Management, Marketing and Sales
- Deep understanding of competitive intelligence and how to use it to differentiate and win deals
- Exceptional storytelling and communication skills—you can distill complex concepts into compelling, digestible messaging
- Track record of partnering with Sales and Marketing teams to drive pipeline and revenue
- Data-driven mindset, with the ability to measure and iterate on success
- Driven, resourceful, and motivated to go the extra mile to help teams succeed.
Benefits
- Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
- Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
- Annual Stipends: Dedicated funds for your professional development and caretaking needs.
- Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
- Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
- Premium Tools: The latest Apple hardware to empower you to do your best work.
- Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.
Notice for Prospective Candidates
- Only emails from @captivateiq.com should be trusted.
- We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:
- Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
- Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
- Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
- Ask candidates to make a payment in order to be considered for a position.
- Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
- Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.
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