Vertical GTM Lead for Enterprise Functions

Hiring Manager Aliza Edelstein - VP of Product Marketing About Scribe Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 useScribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset that helps people and AI agents do their best work. We're growing fast, since our founding in 2019, we've grown to 7 million users across 600,000 businesses. Based in San Francisco, we've been named a LinkedIn Top Startup, are valued at over $1 billion, and are backed by leading investors. Join us in our mission to transform how people do work. ✨ tl;dr - Why this role matters Since our founding, Scribe has gone to market with a broad, horizontal motion. Our 100,000 paying customers are broadly representative of the US economy, reaching everyone from family-owned SMBs to 94% of the Fortune 500. Inside those companies, we're used by multiple teams across functions. That breadth has gotten us to where we are today, and it has also helped us understand how different functions and industries choose and use our Specialized Intelligence platform. Now, we're ready to go deep on each function and industry and show them exactly how Scribe helps them drive AI transformation. You will lead the GTM strategy behind Scribe's shift from a horizontal motion to a verticalized one, developing deep market intelligence on each function and industry we serve and equipping our Customer Org teams (Sales and CS) with the materials, insights, customer stories, and product training they need to win. This is a high-impact role where you'll blend strategy, storytelling, and execution to expand Scribe's footprint across the enterprise, showing exactly how our platform delivers career-defining ROI to our target buyers. If the idea of shaping how entire functions and industries discover, adopt, and scale Scribe excites you, we'd love for you to come write the playbook. About the Role You will own how Scribe's specialized intelligence platform, including our enterprise products Scribe Capture and Scribe Optimize, shows up for our economic buyers — starting with functional teams across Finance, IT, and Ops, and with vertical industries like insurance and healthcare. This role requires a strategic thinker who can step into the shoes of a specific buyer’s function or industry, understand their KPIs and pains, and translate that into positioning, messaging, and collateral that helps Marketing, Sales, and Customer Success land and expand enterprise accounts. You're a builder who is deeply commercially oriented, focused on revenue impact, and you love being part of the team that wins deals. You’re a smart, kind, ambitious self-starter and cross-functional leader who thrives at the intersection of research, strategy, and execution. You get energy from building deep, authentic connections with customers, and with frontline Sales and CS teams, and love joining customer calls. You’re a data-driven storyteller who marries art and science to speak to the hearts of our different vertical buyers. You will come to understand our customers better than they understand themselves (probably because you listen to Gong calls like they’re podcasts), and you have a keen ability to detect patterns and distill massive amounts of information into concise, compelling, emotionally resonant messaging that GTM teams can't wait to use. ️ What You'll Do Messaging & positioning: Develop targeted, persona-specific messaging and positioning for functional and vertical buyers, starting with Finance, IT, and Ops, and vertical industries like insurance Research: Understand our customers in target functions, their use cases, their KPIs, and their approach to AI-powered efficiency. Your research, in partnership with our Strategic Finance and Revenue Operations teams, will help inform our strategy for how we structure our Sales org and design territories Targeting: Build a comprehensive plan for each vertical buyer group, including target personas, persona-specific playbooks and toolkits, and potential channel partner strategy; partner closely with Demand Gen, Account-Based Marketing, Field Marketing, Sales, and CS Customized collateral: Build out a complete set of messaging for target verticals, including sales presentations, website copy, tailored demos, and customer case studies Enablement: Enable GTM teams (Sales, CS, Marketing, and other channel owners) with the messaging, playbooks, and plays to acquire and convert these buyers Measure what matters: Track the revenue impact of your initiatives by attributing programs and plays directly to new business acquisition and enterprise expansion; share insights with Marketing and GTM Strategy teams to continuously improve What We're Looking For Must haves: You’ve done this before. 5+ years of professional experience in Product Marketing, or in a combination of Product Marketing and Product Management or Product Strategy (we care more about how you think than where you've been). You have a strong understanding of enterprise B2B sales-assisted motions, plus comfort in a fast-growing startup environment. You have fluency working with revenue orgs, and you have deep empathy and intuition for what they need to be set up for success. You've worked in or alongside product, growth, or revenue operations and understand what actually moves deals. You put yourself in the buyer's shoes, and learn to speak their language natively. You feel an extreme sense of revenue ownership. You think about marketing the way a GM thinks about a business, always anchoring to a number and thinking about impact. You show a high degree of creativity in identifying and capitalizing on opportunities. You prioritize ruthlessly when there are more functions and industries to cover than time. When there's no launch on the calendar, you don't wait. You find the lever and build out the program. You are a storyteller. You have a deep love of the written word and have exceptional written, verbal, and visual communication skills. You have your finger on the pulse of AI developments and cultural conversations, and you have a keen ability to understand the audience and distill key messages to persuade them to take action. You put the customers at the center of everything you do. You're strategic and analytical. You connect quantitative and qualitative insights and can build a POV that holds up in front of the exec team and can be pressure-tested in a spreadsheet. You’re comfortable getting hands-on with tools like Salesforce, Gong, Customer.io , and Mixpanel, and you apply learnings to improve our messaging, positioning, and material throughout the funnel. Plus, you leverage AI to accelerate analysis and move from data to decision faster. You influence across functions. You love building close relationships with Sales, CS, and customers to understand what's actually working in the field, and you’re excited to demo tailored solutions for different vertical buyers, internally and externally. You lead and collaborate easily across functions with high EQ (emotional intelligence). Your creative curiosity, collaborative ethic, hardworking enthusiasm, and ambition inspire others to work with you. You flourish in ambiguity and can make quick, thoughtful decisions. Nice-to-haves: Front-line experience . You’ve worked in a customer-facing role before and know what it takes to set Sales and CS up for success. If you’re reading this thinking “that’s me!”, we want to meet you! This role is not for you if: You are not confident in your ability to write vertical-specific messaging (including sales slides, talk tracks, and website copy) You think of positioning as a one-size-fits-all artifact, rather than something that flexes per buyer Complex challenges drain your energy rather than fuel it You are focused on leading a team; this is a senior IC role for the medium term Location Hybrid. Based in San Francisco. We work from the office 3 days per week. Compensation All full-time employees receive equity in Scribe. Final offers depend on experience and scope. Benefits Some of the nicest and smartest teammates you’ll ever work with Competitive salaries Comprehensive healthcare benefits Exciting and motivating equity Flexible PTO 401k Parental Leave Commuter Benefits (SF office employees) WFH Stipend At Scribe, we celebrate our differences and are committed to creating a workplace where all employees feel supported to do their best work. Scribe is proud to be an Equal Opportunity Employer. #J-18808-Ljbffr Scribe