CaptivateIQ is the leading Sales Performance Management solution, recognized by Forrester and G2, and trusted by customers including Affirm, Gong, and Figma. With solutions for Sales Planning and Incentives, we help revenue teams automate processes, hit revenue targets, and adapt with business change, ultimately driving efficient growth. It's time to rethink ROI - your return on incentives - with CaptivateIQ.
With backing from Sequoia, Accel, ICONIQ, Sapphire Ventures, and other leading investors, CaptivateIQ is on a mission to enable every company to improve their return on incentives and sales planning.
Come and see why Glassdoor and Comparably have recognized CaptivateIQ as a best place to work!
About The Role:
CaptivateIQ is building the platform enterprises use to run their critical business models, from commissions and sales planning. We serve Finance, RevOps, and HR from midmarket to enterprise, and we are in the middle of the most significant expansion in our history: a unified modeling platform, a new EPM product line, and AI agents built on a real-time computation substrate no competitor has.
As a Senior Product Marketing Manager, you will own the customer feedback and market intelligence loop for our product portfolio, working as a senior individual contributor embedded between Product Management and go-to-market. The job is to live in customer conversations, translate what you hear into both positioning that moves deals and product feedback that shapes the roadmap, and maintain the messaging precision that keeps our story credible as we release multiple products into the market simultaneously.
You will report to the Director of Product Marketing and partner most closely with Product and Engineering, as well as Sales, Customer Success, and RevOps. Your work directly influences both what we build and how the market understands it.
Responsibilities:
Customer feedback and roadmap influence: Own the direct line between customers and Product Management. Combine ongoing discovery with RevOps and Finance buyers and structured primary research (win/loss, surveys, segmentation) to understand how customers actually use our platform, where positioning misses, and what gaps exist in our product narrative. Synthesize patterns into structured feedback you bring upstream to Product, influencing what gets built and why.
Messaging and positioning: Develop and maintain messaging that reflects what customers actually care about, not what we assume they should. Pressure-test claims against competitive positioning and customer feedback in real time.
Competitive intelligence: Translate learnings from the competitive landscape into strategic insights for Product, Sales, and Customer Success.
GTM activation: Partner with the GTM team to activate positioning in market, from sales narratives through product launches. You ensure launches reflect the positioning and customer feedback you have shaped, and you partner with GTM on enablement rather than owning it.
Voice of customer: Serve as the internal evangelist for the voice of the customer, and an expert on CaptivateIQ and the category to our prospects and customers.
Cross-functional collaboration: Work across Product, Sales, CS, and RevOps to align on priorities and ensure a consistent story from product ideation through launch and beyond.
Requirements:
7+ years in B2B SaaS product marketing or product management, with demonstrated ability to conduct customer discovery and translate feedback into both product and go-to-market strategy
Experience with more technical products and comfort sitting with technical teams and customers alike. You can understand an architecture, ask the right questions, and find the customer problem in it
Track record of influencing product decisions. You can show work where customer feedback you gathered changed what shipped
Experiencing using AI tools and have points of view on positioning AI products
Exceptional storytelling and communication skills. You can distill complex concepts into clear, compelling messaging
A structured, evidence-driven approach to research and measurement. You can design win/loss or buyer research, read the data honestly, and iterate on what you learn
Comfortable operating with significant autonomy in an environment where GTM infrastructure is still being built, not inherited
Deep understanding of competitive intelligence and how to use it to differentiate and win deals
Nice to Have
Familiarity with SPM, ICM, or related revenue and compensation technology platforms
B2B enterprise fluency, particularly within the Office of the CFO, Finance, or RevOps; you understand these buyers, their specific pains, and their software evaluation criteria
Hands-on experience developing custom AI tools or autonomous agents
History of driving product marketing for multi-product suites or unified platforms
Direct experience in the marketing of AI and agentic product solutions
Proven track record marketing across various industry verticals and segments, from Mid-Market to Enterprise
