Director, Product Marketing — GTM, Competitive & Product-led Growth Leader

iBase-t

About The Position

The Director, Product Marketing is an individual leader role accountable for iBase-t’s market-facing narrative, competitive posture, and growth strategy. This leader owns positioning, differentiation, competitive strategy, Voice of the Customer, and GTM readiness to drive revenue across new logos and enterprise expansion. This role builds deep credibility with the Sales organization and influences Product direction with evidence-based market insight. The role starts hands-on and is expected to establish the operating cadence and resourcing plan to scale product marketing capability quickly as impact is demonstrated. Initial Focus and Phasing (How the role ramps) First 6–9 months focus Establish Sales-force credibility and “source of truth” posture Reset/strengthen competitive strategy and win themes (battlecards, objection handling, plays) Build a repeatable messaging + sales play system used in real deals Stand up a Voice of the Customer cadence that drives GTM and product decisions Expansion scope (as cadence and resources scale) Deepen pricing/packaging strategy influence via Pricing Committee leadership Expand account expansion/adoption plays in partnership with Customer Success Leverage User Group / EAC more systematically to accelerate adoption and advocacy Core Outcomes (What success looks like) Sales leaders and top reps treat Product Marketing as a trusted source of truth for what customers need, what they need to hear, and why iBase-t wins. Clear, compelling, consistently used value proposition and competitive differentiation across the field. Improved competitive performance: stronger head-to-head win rates, higher late-stage conversion, fewer “messaging confusion” losses. A GTM strategy that balances new logo acquisition with installed-base expansion through adoption, customer success, and platform expansion. Pricing and packaging decisions are better informed by buyer value, competitive reality, and end-user needs, supported by an effective value narrative. A repeatable customer proof engine (outcomes, proof points, references) supports enterprise sales cycles and expansion motions. Customer community leverage (User Group / EAC) accelerates product adoption, expansion, advocacy, and product-based growth.

Requirements

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.