Director, Product Marketing - FinOps (City of Rochester)

Director, Product Marketing – SaaS & FinOps

About Calero

Technology consumption is changing. Software, cloud infrastructure, AI services, and digital workers are creating new levels of operational complexity, spend, and risk. Traditional governance models built around periodic reviews, manual processes, and disconnected systems are no longer sufficient.

At Calero, we help organizations move from Insights to Action. Faster.

Our platform helps enterprises govern technology consumption across SaaS, telecom, mobility, market data, cloud, and emerging AI environments through automation, intelligent orchestration, and operational intelligence.

As we expand our SaaS Management business and launch a new FinOps portfolio encompassing SaaS Management, Cloud Expense Management, and AI Spend Management, we are looking for a strategic Product Marketing leader to help define the category, shape market perception, and accelerate growth.

The Opportunity

We are seeking a Director of Product Marketing to lead product marketing strategy for Calero's SaaS Management business and future FinOps portfolio.

This role will own positioning, messaging, category development, go‑to‑market strategy, sales enablement, analyst engagement, content strategy, and market intelligence for one of Calero's highest‑growth strategic initiatives.

The ideal candidate understands that product marketing is not simply about launching products. It is about helping buyers make better decisions, creating market authority, and translating product capabilities into compelling business outcomes.

You will partner closely with Product Management, Demand Generation, Sales, Customer Success, Executive Leadership, Analysts, and Marketing Communications to establish Calero as a leader in SaaS Governance, Cloud Governance, AI Spend Governance, and FinOps.

What You'll Own

Category & Market Strategy

• Help define and evolve Calero's market position in SaaS Management, Cloud Expense Management, AI Spend Management, and FinOps.
• Translate market trends into strategic opportunities, thought leadership, and product narratives.
• Develop category points of view that align to Calero's core strategic narratives:
  • Governance at Scale
  • Platform Unification
  • Machine‑Speed Operations
• Partner with leadership to shape long‑term market strategy and differentiation.

Positioning & Messaging

• Own positioning and messaging for SaaS Management and the broader FinOps portfolio.
• Build and maintain messaging frameworks that connect buyer pain points, product capabilities, and business outcomes.
• Translate technical capabilities into clear business value for IT, Finance, Procurement, Operations, and Executive stakeholders.
• Ensure consistency across website, campaigns, sales enablement, analyst interactions, PR, and thought leadership.

Pricing, Packaging & Monetization Strategy

• Partner with Product Management, Finance, Sales, and Executive Leadership to develop and evolve pricing and packaging strategies across the SaaS Management and FinOps portfolio.
• Conduct market, competitive, and customer research to inform pricing decisions and packaging structures.
• Develop pricing frameworks that align product value, buyer outcomes, and market expectations.
• Evaluate opportunities for usage‑based, consumption‑based, tiered, and platform pricing models as the portfolio expands into Cloud Expense Management and AI Spend Management.
• Support business case development and pricing recommendations for new products, capabilities, and market segments.
• Monitor competitive pricing trends and provide recommendations that strengthen Calero's market position and revenue growth objectives.
• Partner with Sales Enablement to ensure pricing, packaging, and value communication are effectively incorporated into customer conversations and commercial motions.

Knowledge Graph & Market Authority Development

• Help operationalize Calero's market knowledge graph across:
• Canonical POVs
• Buyer implications
• Personas
• Jobs‑to‑be‑Done
• Product capabilities
• Content architecture
• Partner with SEO, content, PR, and web teams to strengthen semantic authority and AI discoverability.
• Contribute to Answer Engine Optimization (AEO), Generative Engine Optimization (GEO), and category authority initiatives.

Go‑to‑Market Leadership

• Lead launches, releases, campaigns, and strategic market initiatives.
• Develop GTM plans that align product strategy, sales motions, content, partner programs, and demand generation.
• Support pipeline acceleration and competitive displacement motions.
• Partner with Channel Marketing to support partner enablement and ecosystem growth.

Sales & Customer Enablement

• Build sales narratives, battlecards, objection handling, competitive positioning, and persona‑based messaging.
• Enable sales teams to have outcome‑focused conversations.
• Support customer expansion, cross‑sell, and adoption initiatives.
• Develop tools that help sales teams accelerate buying decisions.

Analyst & Competitive Intelligence

• Monitor market trends, competitors, analysts, and emerging technologies.
• Manage relationships and interactions with industry analysts.
• Develop competitive intelligence programs and market insights.
• Provide strategic recommendations to product and executive leadership.

Content & Thought Leadership

• Partner with Marketing Communications to develop:
• Executive thought leadership
• Industry reports
• Webinars
• Case studies
• Product content
• Sales content
• Ensure all content reinforces Calero's strategic narratives and market position.

What Success Looks Like

First 3 Months

• Establish clear positioning and messaging architecture for SaaS Management.
• Build persona and JTBD frameworks for key buying audiences.
• Support website transformation and content authority initiatives.
• Launch foundational sales enablement and competitive intelligence assets.

6 Months

• Successfully support expansion into Cloud Expense Management and AI Spend Management.
• Increase market visibility and analyst recognition.
• Strengthen category authority across SaaS Governance and FinOps.
• Improve sales effectiveness and GTM consistency.
• Become a recognized internal expert on buyer behavior, market dynamics, and competitive positioning.

Qualifications

Required

• 5–10+ years of Product Marketing experience in B2B SaaS, FinOps, IT Management, Cloud, Security, Technology Operations, or related markets.
• Experience developing positioning, messaging, and GTM strategies for enterprise software solutions.
• Strong understanding of buyer journeys, personas, and Jobs‑to‑be‑Done frameworks.
• Experience supporting sales enablement and product launches.
• Exceptional written and verbal communication skills.

Preferred

• Experience in SaaS Management, FinOps, Cloud Management, Technology Expense Management, IT Operations, Procurement, or Governance‑related markets.
• Experience working with analysts such as Gartner, Forrester, IDC, or ISG.
• Familiarity with SEO, AEO, GEO, semantic content strategies, and knowledge graph concepts.
• Experience supporting category creation or market repositioning initiatives.

Why Join Calero

This is a rare opportunity to help define an emerging market category at the intersection of SaaS, Cloud, AI, Governance, and FinOps.

You will have the opportunity to influence executive strategy, shape market narratives, build category authority, and help create the future of technology governance.

If you are energized by category creation, market strategy, and helping organizations move from insights to action faster, we'd love to meet you.

Calero is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sexual orientation, gender identity, age, protected veteran status, or status as a qualified individual with a disability.

The On Target Earnings (OTE) for this role is $165K. It is important to Calero that potential candidates for this position understand that compensation depends on numerous factors including the geographic location where the role will be performed, skills required, experience, complexity, travel, and market rate. Calero aims to reward performance and attract top talent with competitive, fair pay and benefits. Please note that the top of the salary range represents exceptional, and/or senior‑level positions, that meet all required qualifications. Actual offers take candidate’s knowledge, skills, abilities, and experience into account. Base Pay is just one component of the total compensation package for employees. Other rewards vary by position and location.