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

Note: The job is a remote job and is open to candidates in USA. iBase-t is a company focused on enhancing product marketing strategies, and they are seeking a Director of Product Marketing to lead their GTM, competitive, and product-led growth initiatives. This role is responsible for establishing market narratives, competitive strategies, and driving revenue through new logos and enterprise expansion.ResponsibilitiesOwn the end-to-end GTM narrative for iBase-t Solumina: market narrative & buying criteria, value proposition, differentiation, proof points, and message hierarchyEstablish credibility with Sales leadership, SEs, and top reps through regular engagement (field listening, QBR participation, enablement) and by delivering assets that materially improve deal outcomesDefine and operationalize sales plays and talk tracks for priority personas, segments, and use cases—enabling consistent “what to say / why it matters / how we win.”Own competitive strategy: competitor narrative analysis “how they sell”, battlecards, objection handling, “why we win” frameworks, and deal-stage competitive guidanceDrive ongoing competitive readiness: updates, enablement sessions, competitive drills, and sales feedback loops that increase sales confidence and consistencyLead win/loss programs and convert findings into changes in messaging, enablement, packaging guidance, and (when needed) product recommendationsEstablish and run a competitive intelligence operating cadence: field intel intake loop, monitoring, monthly/quarterly updates, and rapid-response briefs for major competitive movesCreate lightweight CI governance: what changes trigger updates, how battlecards are versioned, and how insights are pushed into sales plays, enablement, and Pricing Committee discussionsBuild and maintain direct relationships with customers and prospects across complex manufacturing personas (manufacturing engineering, quality, operations, supply chain, sustainment/MRO, IT, program leadership)Establish and run a VoC system (interviews, advisory input, deal debriefs, field listening, win/loss) and translate insights into: messaging and proof points, sales plays and enablement priorities, roadmap and packaging recommendationsEnsure VoC insight is consistently reflected in GTM strategy, competitive posture, and adoption/expansion initiativesEstablish a repeatable “proof engine” to capture and operationalize customer outcomes: quantified value/ROI, before-and-after stories, benchmarks, and credible proof points by persona/use casePartner with Customer Success and Sales to build a scalable customer reference and advocacy motion that supports both new-logo validation and expansion/adoptionMaintain proof-point governance (approved claims, supporting evidence, source-of-truth repository) so Sales uses consistent, defensible messagingLead the Pricing Committee and drive the agenda, cadence, and decision-quality of pricing/packaging discussionsBring market truth to pricing: competitive structures, buyer value drivers, segmentation, end-user requirements, and willingness-to-pay signalsPartner with Product, Finance, and Revenue leadership to inform pricing and packaging decisions; provide sales-ready pricing narrative and value justification to support both new-logo and expansion motionsDefine enablement strategy, standards, and governance for field-facing tools (pitch story, POVs, ROI/value frameworks, competitive tools, deal-stage assets)Personally create and/or co-create the highest-impact assets; orchestrate production and scale through shared MarCom resources and contractors as appropriateMaintain alignment across channels so messaging is consistent from first call to proposal to renewal/expansionBuild and operationalize GTM motions for both: New logo acquisition (ICP clarity, evaluation criteria, competitive displacement, proof points) and Enterprise expansion (adoption-led growth, cross-product/platform expansion, value realization, renewal/upsell support)Partner tightly with Customer Success on adoption narratives, value realization frameworks, and customer outcome proof that fuels expansion selling and advocacyLead GTM readiness for product/major release launches: positioning, narrative, packaging guidance, enablement plan, and rolloutEnsure launches translate into field behavior: clear plays, proof points, competitive guidance, and measurable adoptionServe as a GTM leader and partner to User Group and Executive Advisory Council (EAC) programsShape agendas and content to drive product-based growth: adoption, expansion use cases, peer proof points, and customer advocacyPartner with Customer Success and Product to convert community insights into GTM and product strategy changesIn partnership with corporate and product leadership, contribute to analyst and influencer narratives (briefings, messaging alignment, competitive positioning) to strengthen category credibility and support enterprise sales cyclesProvide market and competitive inputs and proof points to improve external perception and internal alignment of iBase-t’s category story and differentiationEstablish the product marketing operating cadence (VoC, competitive updates, win/loss, messaging governance, enablement rhythms)Create the resourcing plan to scale capability (contractors/agencies initially; hiring plan and org design as justified)SkillsProven ability to earn high credibility with enterprise software Sales teams and materially influence deal outcomesExpert-level positioning and differentiation skills; strong executive storytelling and presentation presenceDemonstrated 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 preferredDemonstrated 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) preferredStrong understanding of enterprise platform selling, multi-stakeholder buying, and complex deal dynamicsProven ability to balance and lead GTM strategy for both new-logo growth and installed-base expansion through adoption and customer successHigh ownership; strong cross-functional leadership and ability to influence without formal authorityHigh 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 environmentsBachelor'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 outcomesExperience supporting platform or suite selling in complex enterprise environmentsExperience partnering with Customer Success and Sales leadership on adoption, value realization, and expansion strategies within enterprise accountsBenefitsFull_timeRemoteTravel: ~10–20% (adjust as needed)Company OverviewHeadquartered in Lake Forest, California, iBase-t simplifies Aerospace & Defense manufacturing. It was founded in 1986, and is headquartered in Foothill Ranch, California, USA, with a workforce of 201-500 employees. Its website is https://www.ibaset.com/.