Note: The job is a remote job and is open to candidates in USA. iBase-t is a company focused on enhancing product marketing strategies, and they are seeking a Director of Product Marketing to lead their GTM, competitive, and product-led growth initiatives. This role is responsible for establishing market narratives, competitive strategies, and driving revenue through new logos and enterprise expansion.
Responsibilities
- Own the end-to-end GTM narrative for iBase-t Solumina: market narrative & buying criteria, value proposition, differentiation, proof points, and message hierarchy
- Establish credibility with Sales leadership, SEs, and top reps through regular engagement (field listening, QBR participation, enablement) and by delivering assets that materially improve deal outcomes
- Define and operationalize sales plays and talk tracks for priority personas, segments, and use cases—enabling consistent “what to say / why it matters / how we win.”
- Own competitive strategy: competitor narrative analysis “how they sell”, battlecards, objection handling, “why we win” frameworks, and deal-stage competitive guidance
- Drive ongoing competitive readiness: updates, enablement sessions, competitive drills, and sales feedback loops that increase sales confidence and consistency
- Lead win/loss programs and convert findings into changes in messaging, enablement, packaging guidance, and (when needed) product recommendations
- Establish and run a competitive intelligence operating cadence: field intel intake loop, monitoring, monthly/quarterly updates, and rapid-response briefs for major competitive moves
- Create lightweight CI governance: what changes trigger updates, how battlecards are versioned, and how insights are pushed into sales plays, enablement, and Pricing Committee discussions
- Build and maintain direct relationships with customers and prospects across complex manufacturing personas (manufacturing engineering, quality, operations, supply chain, sustainment/MRO, IT, program leadership)
- Establish and run a VoC system (interviews, advisory input, deal debriefs, field listening, win/loss) and translate insights into: messaging and proof points, sales plays and enablement priorities, roadmap and packaging recommendations
- Ensure VoC insight is consistently reflected in GTM strategy, competitive posture, and adoption/expansion initiatives
- Establish a repeatable “proof engine” to capture and operationalize customer outcomes: quantified value/ROI, before-and-after stories, benchmarks, and credible proof points by persona/use case
- Partner with Customer Success and Sales to build a scalable customer reference and advocacy motion that supports both new-logo validation and expansion/adoption
- Maintain proof-point governance (approved claims, supporting evidence, source-of-truth repository) so Sales uses consistent, defensible messaging
- Lead the Pricing Committee and drive the agenda, cadence, and decision-quality of pricing/packaging discussions
- Bring market truth to pricing: competitive structures, buyer value drivers, segmentation, end-user requirements, and willingness-to-pay signals
- Partner with Product, Finance, and Revenue leadership to inform pricing and packaging decisions; provide sales-ready pricing narrative and value justification to support both new-logo and expansion motions
- Define enablement strategy, standards, and governance for field-facing tools (pitch story, POVs, ROI/value frameworks, competitive tools, deal-stage assets)
- Personally create and/or co-create the highest-impact assets; orchestrate production and scale through shared MarCom resources and contractors as appropriate
- Maintain alignment across channels so messaging is consistent from first call to proposal to renewal/expansion
- Build and operationalize GTM motions for both: New logo acquisition (ICP clarity, evaluation criteria, competitive displacement, proof points) and Enterprise expansion (adoption-led growth, cross-product/platform expansion, value realization, renewal/upsell support)
- Partner tightly with Customer Success on adoption narratives, value realization frameworks, and customer outcome proof that fuels expansion selling and advocacy
- Lead GTM readiness for product/major release launches: positioning, narrative, packaging guidance, enablement plan, and rollout
- Ensure launches translate into field behavior: clear plays, proof points, competitive guidance, and measurable adoption
- Serve as a GTM leader and partner to User Group and Executive Advisory Council (EAC) programs
- Shape agendas and content to drive product-based growth: adoption, expansion use cases, peer proof points, and customer advocacy
- Partner with Customer Success and Product to convert community insights into GTM and product strategy changes
- In partnership with corporate and product leadership, contribute to analyst and influencer narratives (briefings, messaging alignment, competitive positioning) to strengthen category credibility and support enterprise sales cycles
- Provide market and competitive inputs and proof points to improve external perception and internal alignment of iBase-t’s category story and differentiation
- Establish the product marketing operating cadence (VoC, competitive updates, win/loss, messaging governance, enablement rhythms)
- Create the resourcing plan to scale capability (contractors/agencies initially; hiring plan and org design as justified)
Skills
- Proven ability to earn high credibility with enterprise software Sales teams and materially influence deal outcomes
- Expert-level positioning and differentiation skills; strong executive storytelling and presentation presence
- Demonstrated experience owning competitive strategy (battlecards, win themes, objection handling, enablement) and running CI as an operating cadence (intake, updates, governance)
- Demonstrated ability to lead or heavily influence pricing and packaging through market insight and competitive perspective; experience leading cross-functional pricing discussions strongly preferred
- Demonstrated experience building direct customer relationships and running VoC programs that change GTM strategy and/or product direction; experience standing up a proof engine (outcomes/proof points/references) preferred
- Strong understanding of enterprise platform selling, multi-stakeholder buying, and complex deal dynamics
- Proven ability to balance and lead GTM strategy for both new-logo growth and installed-base expansion through adoption and customer success
- High ownership; strong cross-functional leadership and ability to influence without formal authority
- High familiarity with Aerospace & Defense and/or complex manufacturing environments including common personas, buying dynamics, compliance/quality realities, and the operational pains of regulated, high-mix, high-complexity production and sustainment environments
- Bachelor's degree required (MBA a plus)
- 10–15+ years in enterprise B2B product marketing and/or adjacent GTM roles (Solutions Consulting/SE leadership, GTM strategy) with demonstrated ownership of competitive and enablement outcomes
- Experience supporting platform or suite selling in complex enterprise environments
- Experience partnering with Customer Success and Sales leadership on adoption, value realization, and expansion strategies within enterprise accounts
Benefits
- Full_time
- Remote
- Travel: ~10–20% (adjust as needed)
Company Overview
Headquartered in Lake Forest, California, iBase-t simplifies Aerospace & Defense manufacturing. It was founded in 1986, and is headquartered in Foothill Ranch, California, USA, with a workforce of 201-500 employees. Its website is https://www.ibaset.com/.