Staff Product Manager, Supplier Experience & Go-to-Market (Thomas)

We are hiring a Staff Product Manager to own the supplier side of Thomas. You will decide which suppliers we reach out to, which program fits each one, what the offer and message should be, and what proof they need to renew and grow. You will then work with sales and marketing so that every supplier sees the right offer for the product they actually sell. The value of each program differs by category. A crane manufacturer needs something different from Thomas than a fastener distributor does, and aerospace buyers behave differently from medical or data center buyers. Your job is to turn that complexity into a go-to-market motion that sales can run and suppliers can understand, and to shape the new supplier programs that come out of our shift toward matchmaking. You will be measured on average order value (AOV) per advertiser, retention of existing advertisers, and new logo acquisition. You will start with those outcomes and an open problem space rather than a predetermined backlog. This role requires a hybrid schedule (3 days a week) at one of our office locations.

Thomas, part of Xometry (NASDAQ: XMTR), runs Thomasnet.com, where engineers, procurement teams, and plant buyers find, evaluate, and contact suppliers across thousands of product and service categories. Suppliers advertise on Thomas to reach those buyers while they are sourcing, and they renew when that visibility turns into business they can measure. The way industrial buyers source is shifting quickly. More of them start in AI assistants, and they expect a platform to help them define the need and get to the right supplier rather than hand them a long list. We are moving Thomas from supplier discovery toward matching buyers with the right supplier and helping both sides close the job. Guided, AI-assisted sourcing, verified buyers, and more conversations that happen on Thomas are already in market, and suppliers will increasingly pay for qualified connections and outcomes rather than for exposure alone.

How You’ll Contribute:

• Supplier Profile Investment: Own the profile experience from claim and listing through a complete, buyer-ready presence. Define what a strong profile looks like in each category, including the capabilities, certifications, and answers that buyers and AI assistants look for, and use profile depth and engagement as the signal that a supplier is ready for a paid program.
• Offer Packaging and Segmentation: Build the segmentation and next-best-offer logic that matches each supplier to a program based on their categories, buyer demand, competitive density, and engagement history. Package programs into offers that sales can sell and suppliers can understand, and partner with the monetization and billing PM so every package can be fulfilled, metered, and billed cleanly.
• Sales & Marketing Enablement: Turn buyer-demand and ROI data into the value proposition, scripts, account briefs, and battle cards that reps use, with AI and enrichment tools doing the account research so reps walk into every conversation with real buyer proof. Work with supplier marketing so prospective suppliers see campaigns and ads for the product that matches their category, and bring rep and supplier reaction back into the roadmap.
• Retention Motion: Own the renewal playbook. Tier accounts by churn risk well before expiry, put ROI proof such as verified buyer companies and qualified Requests for Information (RFIs) in front of suppliers before renewal conversations start, and decide which accounts should move to which program. Partner with analytics so retention is measured by cohort, and with sales so the right conversation happens with the right account on time.
• New Logo & Program Growth: Find the categories where buyer demand is high and advertiser coverage is thin, and build the acquisition motion that fills them. Convert claimed and free-listed suppliers into paying advertisers through both sales-led and self-serve paths, so the platform does more of the selling over time. Lead go-to-market for each new supplier program, from target segment and offer through enablement and launch metrics.

What You'll Bring to Xometry:

• 8+ years of product management experience, with direct ownership of go-to-market, monetization, packaging, or the seller experience in a two-sided marketplace, B2B advertising, or lead-generation business.
• A track record of launching and selling multiple products through a sales-led motion, where you defined the segment, the offer, and the enablement and can quantify the result.
• Retention and expansion experience, meaning you have moved renewal rate, net revenue retention, or average order value (AOV) and can explain what caused the change.
• Experience moving sellers from paying for exposure to paying for leads or outcomes is a strong plus.
• Fluency with the commercial stack, including Salesforce, HubSpot or similar marketing automation, and enrichment or orchestration tools such as Clay, along with a working sense of how a rep actually works an account.
• Analytical depth: you write SQL or work directly in the data, build segmentation and sizing yourself, and notice when a metric is answering the wrong question.
• An AI-native way of working, with at least one AI-driven launch you can walk through and daily use of tools like Claude and Cursor for discovery, specs, and analysis.
• Executive presence and cross-functional influence, shown by aligning sales, marketing, finance, and engineering leaders around one plan.
• Curiosity about industrial markets. You do not need manufacturing expertise on day one, but you will go category by category and supplier by supplier to learn it.

The estimated base salary range for new hires into this role is $145,000-175,000 annually + bonus depending on factors such as job-related skills, relevant experience, and location. We also offer a competitive benefits package, including 401(k) match, medical, dental and vision insurance; life and disability insurance; generous paid time off including vacation, sick leave, floating and fixed holidays, maternity and bonding leave; EAP, other wellbeing resources; and much more.

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