Product Marketing Director

Athennian is a company that delivers Governance Ops™ software, aiming to transform governance operations into a strategic advantage for organizations. The Product Marketing Director will own the commercial narrative for the platform, partnering closely with Product, Sales, and Customer Success to translate technical capabilities into effective market strategies and enablement programs.

Responsibilities:

• Own the end-to-end commercial strategy for Athennian's platform, including tier structure, add-on strategy, and pricing and packaging recommendations — this is the single biggest gap the role is being hired to close
• Define and maintain segment-specific positioning — ensuring messaging is tailored to distinct buyer personas (e.g., large PE sponsors, private markets operators, mid-market legal ops teams) rather than defaulting to generic feature lists
• Shift the organization away from "feature pushing" toward workflow-aligned marketing that communicates the specific impact of each product tier across target segments
• Establish ongoing rituals and operating cadences so the business maintains a clear, consistent understanding of what is being built, why, and for whom
• Track commercial performance metrics including attach rate, ACV uplift, pricing realization, and discount trends
• Translate product capabilities into concrete, segment-specific client workflows that reflect how buyers actually operate day-to-day
• Work directly inside the product to understand its technicality, identify workflow gaps, and surface positioning opportunities
• Partner with Product Management to ensure roadmap prioritization reflects commercial value and addressable workflow pain points
• Lead quarterly product webinars to establish a consistent thought leadership voice — particularly around Athennian's AI capabilities
• Build and maintain sales enablement programs tied to revenue outcomes: talk tracks, competitive positioning, objection handling, and deal-stage playbooks
• Equip Customer Success with workflow-level value stories that drive adoption of newly commercialized features and expand attach rate on add-ons
• Measure enablement effectiveness through sales asset usage, stage conversion rates, and direct AE/CSM feedback loops
• Conduct message testing with real buyers and feed insights back into positioning and packaging
• Leverage AI tools to automate the production of product marketing materials and support documentation, maintaining quality without sacrificing speed
• Develop deep familiarity with the Sales and CS pipeline to understand where deals are won, lost, and stalled — and why
• Build a feedback loop between field conversations and positioning to keep messaging sharp and grounded in real buyer language
• Monitor win rate by segment, message resonance, and adoption of newly commercialized workflows to continuously sharpen the commercial strategy

Requirements:

• ~10 years of total experience, with the majority spent as a Senior Individual Contributor in product marketing and the last 1–2 years at the Director level
• Proven B2B SaaS and startup experience; you know how to build in ambiguous, fast-moving environments
• Experience in categories where generic messaging fails — you've had to earn credibility with buyers who know their domain deeply
• Demonstrated ownership of pricing and packaging strategy, including tier design and add-on architecture — particularly in closing commercialization gaps in a growing product
• Track record of building sales enablement programs that demonstrably improved pipeline conversion or revenue outcomes
• Proven ability to strengthen the PM–PMM relationship and build collaborative cross-functional operating models
• Comfortable getting hands-on with a technical product — you don't wait for a demo, you go find the answer yourself
• Demonstrated use of AI-powered tools (e.g., Cursor or equivalent) to automate repetitive marketing tasks and operate with high leverage
• Hands-on experience with HubSpot (CRM, lifecycle tracking, campaign reporting) and Clay (data enrichment, account research, workflow automation)
• G&A, back-office, or compliance/legal/finance adjacent industry background