Go-to-Market (GTM) Manager

Papaya Global; España; On-site; EUR 70,000 - 100,000; Full time

Job summary

Papaya Global is seeking an action-oriented GTM Manager to join our Go-to-Market organization, owning strategy and end-to-end execution for our products and Workforce OS. You will translate complex product capabilities into clear commercial stories, develop persona-based messaging, and partner with Product, Sales, and Marketing to enable revenue teams and drive adoption and revenue.

This role demands hands-on leadership, cross-functional collaboration, and a bias for action in a fast-growing B2B

Qualifications

• 3+ years of experience in Go-to-Market, Product Marketing, Product Strategy, or a similar commercial role in a B2B technology company.
• Strong commercial mindset with an understanding of how positioning, enablement, and product strategy translate into pipeline and revenue.
• Exceptional storytelling and communication skills with the ability to simplify complex products into compelling customer narratives.
• Experience developing GTM strategies, product launches, sales plays, and enablement programs.
• Strong understanding of persona-based messaging, competitive positioning, and value propositions.
• Comfortable working directly with Sales teams and using real opportunities and customer conversations to shape GTM strategy.
• Proven ability to leverage AI tools across research, content, enablement, personalization, and workflow automation.
• Experience in Payroll, Payments, HCM, HR Tech, FinTech, Workforce Management, or related B2B SaaS is a strong advantage.
• Highly collaborative and comfortable working across Product, Sales, Marketing, Client Success, and senior leadership.
• Hands‑on, fast-moving, and comfortable operating in an environment where strategy and execution happen simultaneously.
• Strong ownership mentality—you don’t wait for someone else to move an initiative forward.
• Excellent attention to detail without losing sight of the broader commercial objective.
• Confident presenting, training, and influencing stakeholders at all levels.
• Native-level English.

Responsibilities

• Own GTM strategy and execution for assigned Papaya products and Workforce OS service lines.
• Lead product and service launches end-to-end, from positioning and launch strategy through sales readiness, rollout, and adoption.
• Translate complex product capabilities into clear, compelling commercial stories and value propositions.
• Develop persona-based messaging and positioning that clearly articulates why Papaya, why now, and why we win.
• Partner closely with Product to understand the roadmap and turn innovation into market-ready propositions.
• Work directly with Sales and Account Management to understand what is happening in real deals, identify gaps, and continuously strengthen our positioning.
• Build and deliver sales plays that help Revenue teams identify opportunities, run stronger discovery, overcome objections, and close business.
• Own sales enablement for your service line, including training, storytelling sessions, product demos, competitive positioning, and launch readiness.
• Create the commercial assets sellers need to win, including pitch decks, one-pagers, battlecards, demo stories, landing pages, client-facing materials, and AI-powered sales tools.
• Develop competitive intelligence and ensure sellers understand how Papaya differentiates in the market.
• Partner with Marketing on campaigns, events, website messaging, thought leadership, and demand-generation initiatives.
• Use customer, prospect, seller, and market feedback to continuously improve our GTM strategy and messaging.
• Leverage AI to accelerate research, content creation, enablement, personalization, and GTM execution.
• Measure the impact of GTM initiatives through adoption, pipeline creation, conversion, product uptake, and revenue impact.

Skills

GTM

Product Marketing

Product Strategy

Storytelling

Sales Plays

Enablement

Persona Messaging

Competitive Positioning

Value Propositions

AI Tools

Payroll/FinTech

English

Job description

Description

Papaya Global is a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the payroll & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to managing and paying employees in over 160 countries.

We’re looking for an action-oriented GTM Manager to join our Go-to-Market organization and help turn Papaya’s products, innovation, and expertise into scalable commercial growth.

This is not a traditional Product Marketing role.

The GTM team sits at the intersection of Product, Sales, Marketing, and Client Success, owning how Papaya takes its products and services to market - from defining the story and positioning, to launching new capabilities, enabling our revenue teams, and ultimately helping drive adoption and revenue.

We’re looking for someone who can think strategically but loves to execute. Someone who can understand a complex product, identify why it matters to a customer, turn it into a compelling commercial story, and give our sellers the tools and confidence to take that story to market.

What You’ll Do

• Own GTM strategy and execution for assigned Papaya products and Workforce OS service lines.
• Lead product and service launches end-to-end, from positioning and launch strategy through sales readiness, rollout, and adoption.
• Translate complex product capabilities into clear, compelling commercial stories and value propositions.
• Develop persona-based messaging and positioning that clearly articulates why Papaya, why now, and why we win.
• Partner closely with Product to understand the roadmap and turn innovation into market-ready propositions.
• Work directly with Sales and Account Management to understand what is happening in real deals, identify gaps, and continuously strengthen our positioning.
• Build and deliver sales plays that help Revenue teams identify opportunities, run stronger discovery, overcome objections, and close business.
• Own sales enablement for your service line, including training, storytelling sessions, product demos, competitive positioning, and launch readiness.
• Create the commercial assets sellers need to win, including pitch decks, one-pagers, battlecards, demo stories, landing pages, client-facing materials, and AI-powered sales tools.
• Develop competitive intelligence and ensure sellers understand how Papaya differentiates in the market.
• Partner with Marketing on campaigns, events, website messaging, thought leadership, and demand-generation initiatives.
• Use customer, prospect, seller, and market feedback to continuously improve our GTM strategy and messaging.
• Leverage AI to accelerate research, content creation, enablement, personalization, and GTM execution.
• Measure the impact of GTM initiatives through adoption, pipeline creation, conversion, product uptake, and revenue impact.

What Success Looks Like

You will help ensure that when Papaya launches something new, the market understands why it matters, our sellers know how to sell it, our clients understand the value, and the business can measure the impact through adoption, pipeline, and revenue.

Requirements

• 3+ years of experience in Go-to-Market, Product Marketing, Product Strategy, or a similar commercial role within a B2B technology company.
• Strong commercial mindset with an understanding of how positioning, enablement, and product strategy translate into pipeline and revenue.
• Exceptional storytelling and communication skills with the ability to simplify complex products into compelling customer narratives.
• Experience developing GTM strategies, product launches, sales plays, and enablement programs.
• Strong understanding of persona-based messaging, competitive positioning, and value propositions.
• Comfortable working directly with Sales teams and using real opportunities and customer conversations to shape GTM strategy.
• Proven ability to leverage AI tools across research, content, enablement, personalization, and workflow automation.
• Experience in Payroll, Payments, HCM, HR Tech, FinTech, Workforce Management, or related B2B SaaS is a strong advantage.
• Highly collaborative and comfortable working across Product, Sales, Marketing, Client Success, and senior leadership.
• Hands‑on, fast‑moving, and comfortable operating in an environment where strategy and execution happen simultaneously.
• Strong ownership mentality—you don’t wait for someone else to move an initiative forward.
• Excellent attention to detail without losing sight of the broader commercial objective.
• Confident presenting, training, and influencing stakeholders at all levels.
• Native-level English.