Principal Product Marketing Manager

CaptivateIQ is the leading Sales Performance Management solution, recognized by Forrester and G2, and trusted by customers including Affirm, Gong, and Figma. With solutions for Sales Planning and Incentives, we help revenue teams automate processes, hit revenue targets, and adapt with business change, ultimately driving efficient growth. It's time to rethink ROI - your return on incentives - with CaptivateIQ.

With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to improve their return on incentives and sales planning.

Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!

About The Role:

CaptivateIQ is transforming the way companies plan, manage, and optimize the sales performance models that run their business. We started by revolutionizing incentive compensation management, expanded into sales planning, and are now building a unified platform for the most critical models an enterprise runs. As the portfolio grows, how we tell our story will be a defining advantage.

As a Senior Product Marketing Manager, you’ll own customer understanding, positioning, messaging, and launches for mid-market and enterprise customers. You’ll go deep on individual products, making each one’s unique value clear and compelling, while also shaping how they come together into a unified story.

At the heart of the role is a deep understanding of customers, competitors, and the market. You’ll turn that understanding into messaging & resources that win deals and drive adoption, support field enablement, and deliver insight that shapes our product strategy and roadmap. Your work will directly influence both what we build and how the market understands it.

You’ll report to the Director of Product Marketing and partner closely with Product, Sales, Customer Success, and RevOps. This role is built for someone equally comfortable at two altitudes: owning a product area end-to-end, and stepping back to drive strategy and storytelling across the portfolio.

Responsibilities:

• Product positioning: Own the positioning, value propositions, and messaging for your products, and set the direction the rest of Marketing builds from.
• Portfolio narrative: Shape how our products come together into one platform story, so customers see how CaptivateIQ is stronger as a whole.
• Customer and market insight: Lead win/loss analysis, customer research (including interviews), competitive research, and personas. Turn what you learn into positioning as well as input on roadmap, pricing, and packaging. Show CaptivateIQ as a category expert with customers and prospects.
• GTM activation: Make the story work in the field. Partner with Sales and Services leadership and Enablement on how we pitch, compete, and win, from battlecards to demo stories. Join deals to see what lands.
• Launches: Drive go-to-market for launches, deciding tiering and investment, and measuring what they deliver.
• Measurement & feedback loop: Define what success looks like, from influenced pipeline to competitive win rate and adoption, and use the data to sharpen positioning, launches, and priorities.
• Team rigor: Help raise the bar for the PMM team by mentoring, sharing best practices, and contributing to frameworks and playbooks that make our work more consistent and effective.

Requirements:

• 7+ years in B2B SaaS product marketing or product management, with demonstrated ability to conduct customer discovery and translate feedback into both product and go-to-market strategy
• Experience with technical products and comfort sitting with technical teams and customers alike.
• Track record of influencing product decisions. You can show work where customer feedback you gathered changed what shipped
• Exceptional storytelling and communication skills. You can distill complex concepts into clear, compelling messaging
• A structured, evidence-driven approach to research and measurement. You can conduct buyer research, read data honestly, and iterate on what you learn
• Comfortable operating with significant autonomy in a dynamic environment; experience using AI tools
• Deep understanding of competitive intelligence and how to use it to differentiate and win deals

Nice to Have

• B2B enterprise fluency, particularly within the Office of the CFO, Finance, or RevOps; you understand these buyers, their specific pains, and their software evaluation criteria
• Familiarity with SPM, ICM, or related revenue and compensation technology platforms
• Hands-on experience developing custom AI tools or autonomous agents
• History of driving product marketing for multi-product suites or unified platforms
• Direct experience in the marketing of AI and agentic product solutions
• Proven track record marketing across various industry verticals and segments, from Mid-Market to Enterprise