Product Marketing Director

In the past, to be a successful restaurateur, you simply had to have a passion for food and a passion for people - but to succeed as a digital restaurateur you also need to have a passion for technology. We believe in the joy of serving others, and that's why we created Otter – to help restaurateurs succeed in online food delivery. Restaurants around the world, both large and small, including Chick-fil-A, Ben & Jerry’s, KFC, and Eataly trust our software to power their delivery business. We increase sales, reduce order issues, and decrease delivery headaches.

• Own the positioning and messaging framework for Otter's product suite — differentiated, grounded in operator pain, and consistent across markets, segments, and every stakeholder touchpoint.
• Lead go-to-market for Otter as a line of business: strategic planning, launch strategy, sales enablement, and post-launch growth programs — owning the success metrics for each.
• Set growth and retention targets and build quarterly marketing plans across the customer lifecycle, partnering with Growth and Lifecycle to drive activation, adoption, MAU, and upsell.
• Build, manage, and develop a high-performing PMM team (managers and ICs) — set the vision, operating principles, and plans that set each marketer up to succeed.
• Own pricing and packaging strategy in partnership with Product and Finance.
• Embody the voice of the customer — run segmentation and user research, and translate needs into opportunities that shape product strategy and the roadmap.
• Build sales enablement reps win with — pitch decks, one-pagers, battlecards, demo narratives, and objection handling — and drive sales knowledge transfer across the org.
• Own competitive intelligence for restaurant tech and turn it into positioning and enablement that wins deals.
• Develop buyer and user personas across segments — from independent operators to enterprise and multi-unit — and tailor messaging for each.
• Partner cross-functionally with Product, Sales, CS, and broader Marketing to hit shared go-to-market objectives and sales targets.
• Establish the measurement that gives leadership confidence in GTM decisions — funnel, adoption, and revenue impact — and read results honestly.

• 9+ years in product marketing or a related field, including 3+ years building and leading product marketing teams.
• Mastery of the foundational product marketing skill set — positioning, messaging, segmentation, launches, and enablement.
• A track record owning go-to-market for a product line or portfolio and delivering on business metrics (adoption, revenue, retention).
• Experience building, managing, and developing a high-performing team of managers and ICs.
• Proven cross-functional leadership — you get Product, Sales, CS, and Marketing rowing toward shared GTM objectives and sales targets.
• Strong analytical instincts — you size segments, read funnels, run experiments, and prove impact with data.
• Excellent writing and storytelling — you turn a complex product into a story a busy operator immediately gets.
• Comfort navigating complex, ambiguous, fast-growing environments where scope shifts across quarters.
• B2B and/or B2C marketing experience.
• Strong candidates may also have restaurant tech, fintech or embedded payments, POS, or marketplace experience; marketed to SMBs and operators as well as enterprise and multi-unit buyers; owned pricing and packaging for a product line; launched products in new markets or across multiple geographies; partnered with vertical GMs to define and execute go-to-market; hold an MBA.

• Demand for online food delivery is growing really fast! In the last 5 years, just in the US, the overall market has expanded 10X from $10B to $100B, and could expand to $500bn- $1T by 2030.
• Changing the restaurant industry: You’ll be part of a team that helps restaurants succeed in online food delivery.
• Collaborative environment: You will receive support and guidance from experienced colleagues and managers.