Principal Product Marketing Manager- GTM

Job Description

Principal Product Marketing Manager- Go-To-Market- (East-coast-Remote)

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North America (US / Canada) · Principal, Senior Individual Contributor · Reports to Head of Product Marketing

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About the role

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Mindtickle is moving from a market perception as a sales training and enablement platform to recognition as the AI-native revenue enablement platform, powered by ElevateOS. The product work is underway. The harder problem is market meaning: whether the market understands why any of this matters, why it matters now, and why Mindtickle is the company that should own it.

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You will own the answer. Specifically, you own the category narrative behind Mindtickle and ElevateOS and the translation of that narrative into value that each buyer recognises as their own problem. The narrative cannot be a list of agentic capabilities. AI Roleplay, AI Tutor, Deal Guide, Buyer Copilot, Knowledge Copilot and Call AI have to ladder into a single category idea: Mindtickle, powered by ElevateOS helps revenue teams win every moment that matters by turning readiness into live execution. Your job is to make that idea true, specific, provable and repeatable, and then to make it show up identically on the website, in the sales deck, in the demo, in the analyst briefing and in the board narrative.

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This is a company-level clarity role. You will work directly with the CEO, the co-founders, Product, Sales, Solution Consulting, Customer Success and Analyst Relations. It is also a hands-on role: you will personally write the positioning, the message architecture and the persona narratives that the rest of the company draws from.

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Your measure of success is simple: does the market repeat it? Can Sales say it in one sentence without reading a slide? Do customers hear a business argument rather than AI buzzwording? Can analysts place Mindtickle in a category and describe how it differs? Does the demo make the positioning tangible? And do deals move, save and expand because of the story rather than in spite of it?

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What you will own:

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01 The category narrative behind ElevateOS

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Build and maintain the answer to why the world needs ElevateOS now. Ladder the portfolio of agentic capabilities into one category idea instead of a portfolio tour. Hold the line on the four questions the market will ask in sequence: why change, why now, why Mindtickle, why not the alternatives. The narrative you write is the one the company defends in front of analysts, boards and CROs, so it has to survive scrutiny from people who are paid to be sceptical.

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02 The message architecture, held as one source of truth

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Codify master positioning, the differentiation argument, the claim set and the proof each claim rests on. Every downstream artefact draws from this document rather than from a fresh interpretation. You version it as the platform and the market move, you decide what enters and what is retired, and you are the person who says a piece of language is off-architecture. One message architecture feeding many artefacts is the mechanism that stops the company from producing many disconnected deliverables.

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03 The buyer translation layer

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Convert the platform story into a specific value story for each buyer: revenue leaders who own win rate, ramp time and forecast confidence; enablement leaders moving from programmatic enablement to always-on agentic enablement; frontline managers who need to coach with evidence rather than anecdotes; sellers who need guidance in the flow of work, before the call and during the deal; buyers who experience the engagement; and CIO and RevOps stakeholders who care about interoperability, governance, integrations and enterprise readiness. Each persona gets pain, trigger, value proposition, proof and objection handling. The bar is that an AE can take it into a live enterprise conversation without translating it first.

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04 Buyer pain as the default language for every capability

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Express each capability through the business problem it solves, the impact it creates and the evidence behind it. "Deal Guide gives sellers AI recommendations" fails the bar. "Deal Guide helps managers and sellers identify deal risk early by connecting Salesforce context, buyer questions, stakeholder gaps, competitive intelligence and win-loss patterns into one execution guide" passes it. Apply the same test to every claim: does the claim communicate differentiation, or does it prompt a follow-up question?

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05 The differentiation argument against alternative architectures

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Own why ElevateOS is architecturally different from conversation intelligence tools, content and enablement platforms, LMS incumbents, CRM add-ons and single-purpose AI agents. The argument is structural: others attach AI to content, calls or CRM records, while Mindtickle connects readiness, seller behaviour, buyer engagement and deal execution in one system. Competitive Intelligence owns the tactical layer of battlecards, landmines and counters. You own the architectural argument those tactics are built on, and you own keeping it honest as competitors ship.

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06 One voice across every surface

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Website, sales deck, customer deck, demo narrative, analyst pitch, webinar, executive and board narrative should be recognisably the same story told at different lengths. Drift is the normal state of a fast-moving company, so treat detection and correction as standing work rather than a project. You will audit surfaces, name where the story has fragmented, and drive the fix with the owner of that surface.

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07 The language quality bar

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Decide what the market should remember about Mindtickle and ElevateOS, in a handful of phrases, and then defend that simplicity against the pull toward more slides, more words and more qualifiers. Polished and verbose is a failure state. The output you are after is language that a seller, a customer, an analyst and a board member can each repeat accurately from memory.

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08 Category framing for analyst relations and launches

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Feed the category thesis and differentiation into analyst briefing cycles and launch moments, leading with the market problem before the product. Analyst Relations owns coverage, relationships and evaluation cycles. Launch commercialisation owns the launch operating system and whether a given launch lands. You own the positioning both of them build on, and you stay close enough to both to know when the story needs to change rather than the execution.

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09 Proximity to revenue reality

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Positioning built from internal product assumptions decays quickly. Work from win-loss patterns, live sales calls, Solution Consulting demo friction, renewal and expansion objections, and analyst perception gaps. Test messages in real conversations rather than in review meetings. Where the field keeps hitting the same objection, that is a positioning defect, and it is yours to fix. Feed differentiation gaps back into roadmap prioritization so Product hears the market argument, not only the feature request.

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You own:

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• Head of Product Marketing
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• Launch commercialisation
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• Field product marketing and competitive:
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• Customer marketing:
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• Analyst relations
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• Product management
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• Sales and Solution Consulting
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• Demand generation and web
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What you are accountable for

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• The company is sharper about what ElevateOS is. There is a clear market thesis, written down, and Product, Sales, CS, Analyst Relations, web, and the executive team works from it rather than around it.
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• The category language starts coming back to you. Analysts, customers, and competitors begin using the framing you introduced. This is the highest bar in the role and the one worth aiming at.
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• Every persona has a specific story. Pain, trigger, value proposition, proof, and objection handling exist for CRO, enablement leader, frontline manager, seller, buyer, and technical buyer, and Sales uses them directly in enterprise conversations.
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• No capability is described in capability language. Each product is expressed through buyer pain, business impact, and evidence.
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• The surfaces agree. Website, decks, demo, webinar, analyst pitch, and board narrative reinforce one story, and drift is caught in weeks rather than quarters.
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• The language is simple enough to travel. A handful of phrases about ElevateOS are repeatable by sellers, customers, analysts, and board members without a slide in front of them.
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Where you contribute to outcomes that others own

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• Demos make the positioning believable.
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• Launches compound the category story.
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• Competitive displacement gets easier.
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• Analysts can place us.
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• PMM work shows up in revenue outcomes.
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What you bring

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• 8+ years in product marketing or a closely adjacent discipline, preferably enterprise B2B SaaS, with a track record of operating as a senior individual contributor who owns outcomes end to end.
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• Category and narrative depth.
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• Fluency across very different buyers.
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• Exceptional written communication.
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• Architectural instincts about competition. You can explain why a competitor's approach is structurally limited, and you keep that argument current as they ship.
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• Cross-functional influence without authority. You can align Product, Sales, Solution Consulting, Customer Success, Marketing, and leadership in a matrixed, fast-moving environment.
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• High agency in a flat organization. This is a senior IC role inside a team going through a transformation.
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• Maker-checker discipline with AI.
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• Comfort with ambiguity and pace. A self-starter who treats raw, fast iteration as a strength.
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• Experience in AI, agentic systems, revenue technology, enablement or adjacent categories is particularly valuable.
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