About the position
PayPal is looking for a strategic, customer-obsessed, and execution-driven Senior Director of Global SMB Product Marketing to lead our merchant product marketing strategy and execution across the globe. Reporting directly to the VP of B2B Marketing, this senior leadership role is pivotal in shaping how millions of small and medium-sized businesses around the world perceive, adopt, and grow with PayPal's suite of payments and financial services. You will lead a high-performing global team of product marketers and work closely with Product, Sales, Commercial, Partnerships, Marketing, Finance, and Analytics teams to drive go-to-market (GTM) strategy, optimize product-market fit (PMF), and unlock revenue growth across acquisition, cross-sell, retention, and winback motions. This is a monumental year for our business. The Senior Director of SMB Product Marketing will be at the forefront of transforming how we serve one of our most important customer segments—and will play a central role in redefining our growth trajectory.
Responsibilities
- Define and continuously evolve our B2B SMB audience strategy across global regions.
- Lead segmentation of SMB merchants and craft clear, actionable Ideal Customer Profiles (ICP) based on customer insights, behaviors, and needs.
- Build and communicate a strong POV on where PayPal can win through audience-first product marketing.
- Serve as the voice of the SMB merchant within the organization—translating insights into GTM strategies that influence product roadmaps and commercial plans.
- Partner with Product and Commercial leaders to identify market opportunities, evaluate build vs. partner approaches, and shape differentiated offerings.
- Analyze TAM/SAM for SMB segments globally and prioritize strategic bets across regions.
- Own pricing, packaging, and positioning for SMB-focused solutions (e.g., checkout, working capital, loans, BNPL, invoicing, Zettle).
- Collaborate on product portfolio planning to identify critical feature gaps and influence roadmap prioritization.
- Develop and align global channel strategies across direct marketing, partnerships, sales, and self-onboarding motions.
- Drive GTM readiness across all touchpoints—from messaging and content to sales enablement and partner toolkits.
- Partner with Acquisition and Lifecycle teams to ensure consistent, conversion-optimized journeys across the funnel.
- Define and manage KPIs, set benchmarks, and run experiments to continuously improve GTM performance.
- Develop and execute audience-specific GTM strategies for SMBs, channel partners (ISVs, PSPs, marketplaces), and developers.
- Define clear ICPs for each segment—understanding their distinct motivations, technical needs, and decision-making behaviors.
- Build differentiated messaging frameworks and value propositions tailored to each audience to drive adoption of PayPal's products across multiple monetization paths.
- Collaborate with Channel and Developer Marketing leads to build enablement programs, technical content, and solution bundles that accelerate time-to-value.
- Partner with Commercial and Product teams to identify co-selling opportunities, build joint marketing plans, and optimize channel-driven and developer-led acquisition funnels.
- Advocate for partner and developer needs in roadmap discussions to ensure API-first, modular product experiences that support scale, flexibility, and integration ease.
- Operate as a trusted advisor to the SMB leadership team, bringing clear insights, market perspective, and strategic recommendations to the table.
- Foster deep partnerships with Product, Sales, Regional Marketing, Partnerships, Analytics, and Finance to align on shared goals and success metrics.
- Influence stakeholders across the company to gain buy-in and support for key initiatives.
- Manage and mentor a global team of PMMs—driving alignment, accountability, and excellence in execution.
Requirements
- 12+ years of experience in B2B product marketing, with 5+ years in a senior leadership role.
- Proven success leading GTM for payments or financial services products globally—ideally within a high-growth or platform business.
- Deep understanding of the SMB ecosystem, including their financial, operational, and digital needs.
- Strong analytical, strategic thinking, and market research capabilities.
- Demonstrated ability to influence product roadmaps, lead segmentation work, and develop compelling positioning frameworks.
- Experience partnering with Sales, Product, and Channel teams to drive growth.
- Exceptional executive presence and communication skills.
- Global experience working across regions and cultural contexts.
- A passion for empowering small businesses and making commerce more accessible, inclusive, and successful.
Benefits
- Flexible work environment
- Employee shares options
- Health and life insurance
- Annual performance bonus
- Equity compensation
- Medical, dental, and vision benefits
