Note: The job is a remote job and is open to candidates in USA. Athennian is a company that delivers Governance Ops™ software to streamline operations for legal, finance, tax, and fund teams. The Product Marketing Director will be responsible for owning the commercial narrative for the platform, collaborating with various teams to translate technical capabilities into effective market strategies and sales enablement programs.
Responsibilities
- 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
- 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
- Build and maintain sales enablement programs tied to revenue outcomes: talk tracks, competitive positioning, objection handling, and deal-stage playbooks
- Show up where deals get won — join sales calls, sit across from real buyers, and bring the product's value to life in the moment. When it counts, you're not just supporting the close — you're driving it
- 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
- 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
Skills
- ~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
- Energized by buyer-facing conversations, with the instinct and confidence to drive a deal toward close when the moment calls for it — core to how this role operates at Athennian
- 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
Benefits
- Competitive salary, equity and performance-based bonus structure.
- A minimum of 3 weeks vacation, 5 sick days and 6 personal/flex days, plus a company-wide winter holiday shutdown.
- Health, dental, vision, long-term disability and a Health Spending Account (HSA).
- Flexible parental leave, including top-ups.
- A work-from-home allowance to get you set up for success.
Company Overview