Product Marketing Manager

Toloka; España; Remote; EUR 60,000 - 100,000; Full time

Job summary

Toloka AI is hiring a Product Marketing Manager to bridge product, sales, marketing and customers, turning complex AI capabilities into clear, differentiated stories. You will define ICPs, go-to-market strategies for launches, and enable sales with compelling messaging and materials, shaping Toloka's market narrative across two growth areas: enterprise AI data solutions and Toloka's self-service platform.

As a remote-first company, you will collaborate with global teams to drive customer value,

Qualifications

• 6+ years of B2B product marketing experience in AI, ML, developer tools, data, cloud, or another technical category.
• Ownership of positioning, messaging, ICPs, launches, competitive intelligence, and sales enablement.
• Strong understanding of enterprise buying motions and technical audiences.
• Ability to translate complex products into clear customer value.
• Strong customer research, market analysis, and communication skills.
• Effective cross-functional leader who can operate in ambiguity, create structure, and execute hands-on.

Responsibilities

• Own positioning and messaging across priority products, audiences, and use cases, translating complex AI/ML capabilities into clear, differentiated customer value
• Define ICPs and priority use cases by turning customer, market, and sales insights into actionable segmentation and GTM recommendations
• Lead go-to-market strategy for launches, solutions, and strategic initiatives, including audience, messaging, proof, competitive narrative, enablement, and measurement
• Bring customer and market intelligence into the business to influence product, packaging, and GTM decisions
• Own competitive intelligence and equip teams with clear differentiation, battlecards, objection handling, and guidance on where Toloka should compete
• Develop customer proof through case studies, benchmarks, technical proof points, and quantified outcomes
• Enable Sales with messaging, pitch narratives, discovery tools, use-case materials, and ongoing feedback from customers and the field
• Shape thought leadership by turning Toloka’s technical expertise, research, and market perspective into compelling category narratives

Skills

Product marketing

B2B

AI/ML

Developer tools

Messaging

Cross-functional

Job description

About the Position

At Toloka AI we create data that powers leading GenAI models and innovations. We work with frontier labs, big tech, renowned AI startups, enterprises and non-profit research organizations worldwide. We use a combination of Experts + Crowd + Tech Platform to teach AI models to reason and evaluate their efficacy and safety. We have experts in more than 50 different domains—from doctors and lawyers to physicists and engineers—and boast one of the most diverse global crowds, representing over 100 countries and speaking 40+ languages. We are a well-funded startup with an enviable portfolio of clients including Anthropic, Amazon, Microsoft, Poolside, Recraft, and Shopify.

Recently, we secured strategic investment led by Bezos Expeditions andNebius Group with participation from Mikhail Parakhin, CTO of Shopify and board advisor to leading GenAI companies, who now serves as our Chairman of the Board. Our remote-first team is globally distributed around the world: USA, UK, the Netherlands, Serbia, and more.

As Product Marketing Manager, you will sit at the intersection of product, sales, marketing, and customers and turn complex AI capabilities into clear, differentiated stories that move the market.

Cross functionally, you will help determine who we are building for, which problems matter most, how we package our capabilities, why customers should choose Toloka, and how our teams communicate that value consistently across the customer journey.

You will initially focus on two major growth areas:

• Enterprise and managed AI data solutions, helping frontier model labs, enterprise AI teams, and emerging AI companies train, evaluate, and improve increasingly sophisticated models and agents.
• Toloka’s self-service platform, helping AI engineers and researchers access expert human data and build data workflows faster and more independently.

This is a player-coach role. You will be expected to personally build the foundation while helping us develop a world-class product marketing function over time.

What you’ll do

• Own positioning and messaging across priority products, audiences, and use cases, translating complex AI/ML capabilities into clear, differentiated customer value
• Define ICPs and priority use cases by turning customer, market, and sales insights into actionable segmentation and GTM recommendations
• Lead go-to-market strategy for launches, solutions, and strategic initiatives, including audience, messaging, proof, competitive narrative, enablement, and measurement
• Bring customer and market intelligence into the business to influence product, packaging, and GTM decisions
• Own competitive intelligence and equip teams with clear differentiation, battlecards, objection handling, and guidance on where Toloka should compete
• Develop customer proof through case studies, benchmarks, technical proof points, and quantified outcomes
• Enable Sales with messaging, pitch narratives, discovery tools, use-case materials, and ongoing feedback from customers and the field
• Shape thought leadership by turning Toloka’s technical expertise, research, and market perspective into compelling category narratives

What we're Looking For:

• 6+ years of B2B product marketing experience in AI, ML, developer tools, data, cloud, or another technical category
• Proven ownership of positioning, messaging, ICPs, launches, competitive intelligence, and sales enablement
• Strong understanding of enterprise buying motions and technical audiences
• Ability to translate complex products into clear customer value
• Strong customer research, market analysis, and communication skills
• Effective cross-functional leader who can operate in ambiguity, create structure, and execute hands-on

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