Own and execute messaging and positioning for ISV, SI, and OEM personas
Develop clear, differentiated commercial value propositions for Platform Engineering and DevOps leaders
Build and maintain competitive battlecards and technical positioning against commercial platform and DevOps vendors
Partner with Product to propose and refine commercial pricing and packaging models
Create and maintain persona-specific enablement materials, including architecture diagrams, positioning decks, FAQs, and technical briefs
Support approximately 30% customer facing engagement, including late-stage deal support and technical positioning conversations
Translate product capabilities into repeatable sales narratives and field-ready assets
Work closely with Sales Architects to ensure consistency between narrative and solutioning
Provide structured commercial feedback to Product based on buyer conversations and deal friction
Deliver webinars, field presentations, and partner-facing technical content
Ensure consistency of commercial messaging across website, campaigns, and events
Operate effectively in a fast-paced, remote environment with cross-functional collaboration

Requirements

Strong understanding of open source business models and partner ecosystems
Experience developing messaging, positioning, and pricing for technical products
Proven ability to influence revenue through product marketing execution
Experience engaging Platform Engineering and DevOps leaders in commercial sales cycles
Technical familiarity working with Kubernetes, Infrastructure as Code, cloud native platforms, and regulated or airgap environments
Experience building sales enablement assets that directly improve sales efficiency
Comfortable presenting in customer-facing environments
Experience working cross-functionally with Product, Growth, and Engineering teams

Benefits

Medical/Dental/Vision
Premiums are 100% Company Paid
Health Reimbursement Account
Life Insurance
Disability Insurance
401k Retirement Plan
Company Stock Options
Home Office Budget
Unlimited paid time off, with a mandatory 10 days off on top of 11 federal government holidays, week of Thanksgiving, last two weeks of December (including New Year’s Day)
Paid Parental Leave
Reimbursement for approved trainings/subscriptions
Conferences (travel, lodging, and fees)

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

messagingpositioningcommercial value propositionspricing modelssales narrativessales enablement assetsKubernetesInfrastructure as Codecloud native platformstechnical content creation

Soft Skills

influencecustomer-facing engagementcross-functional collaborationpresentation skillscommunicationtechnical positioningfeedback provisionadaptabilityteamworkproblem-solving