About Athennian
Athennian delivers Governance Ops™ software that aligns legal, finance, tax and fund teams through a secure, integrated source of truth for entity and ownership data. The platform enables organizations managing complex corporate and investment structures to automate governance workflows, maintain audit-ready records and collaborate across functions with confidence.
More than 500,000 entities across over 150 countries are managed on Athennian, helping organizations modernize entity management and transform governance operations into a strategic advantage.
We are a fast-moving, solutions-driven team using an AI-forward approach to solve complex operational challenges. If you are passionate about building technology that transforms traditional industries, we’d love to have you join us.
About the role
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.
What you'll do
Commercialization Strategy (35%)
- Own the end-to-end commercial strategy for Athennian's platform, including tier structure, add-on strategy, and pricing and packaging recommendations — this is the single biggest gap the role is being hired to close
- 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
Workflow & Use Case Definition (30%)
- 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
Sales & CS Enablement (20%)
- 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
Market Intelligence & Segmentation (15%)
- 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
Qualifications
- ~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
Location
This role is fully remote within Canada or the US. Wherever you're based, you'll be part of a connected, collaborative, high-performing team that values flexibility and trust. To apply, you'll need to be eligible to live and work in one of those two countries — we can't wait to hear from you.
Our Culture
We thrive in a fast-paced startup environment where every team member plays a critical role in our success. We value ambitious, results-driven people who spot opportunities, take initiative and go the extra mile. Collaboration fuels our growth as we take on new challenges, learn constantly and move quickly. If you're a go-getter who thrives on impact, you'll fit right in. Our values are:
- Outcome Driven: We focus on setting ambitious goals and achieving measurable results, valuing success by the outcomes we deliver.
- Wide Responsibility: Our team is empowered to shape success, taking ownership from problem identification to solution implementation.
- Learning Mindset: We embrace curiosity, rejecting the status quo and encouraging continuous learning and agility.
- Strategic Speed: We make fast, effective decisions and embrace a bias for action to seize opportunities quickly.
Benefits at Athennian
We keep things simple and invest in the perks that matter — your wellbeing, growth and flexibility.
- Compensation: Competitive salary, equity and performance-based bonus structure.
- Work-Life Balance: A minimum of 3 weeks vacation, 5 sick days and 6 personal/flex days, plus a company-wide winter holiday shutdown.
- Comprehensive Coverage: Health, dental, vision, long-term disability and a Health Spending Account (HSA).
- Family Support: Flexible parental leave, including top-ups.
- Remote Setup: A work-from-home allowance to get you set up for success.
Originally posted on