Go-To-Market Manager

Papaya Global; Greater London; On-site; GBP 70,000 - 110,000; Full time

Benefits offered by this job

Gym on-site or reimbursement

Paternity / Maternity Leave

Birthday Benefit

20 days PTO per year

Fitness reimbursement

Meal vouchers

Remote work allowance

AI learning budget

Work from abroad

Job summary

Papaya Global is seeking an action-oriented GTM Manager to join our Go-to-Market organization and translate Papaya’s products and expertise into scalable commercial growth. You will own GTM strategy and execution for assigned product lines, lead end-to-end launches from positioning to adoption, and develop persona-based messaging that clearly differentiates Papaya.

The role requires strong collaboration with Product, Sales, Marketing and Client Success, plus the ability to leverage AI tools to

Qualifications

• 3+ years in GTM, Product Marketing, or related roles in B2B tech.
• Experience in Payroll, Payments, HCM, HR Tech, FinTech, Workforce Management, or related B2B SaaS is a strong advantage.
• Strong persona-based messaging, competitive positioning, and value proposition skills.
• Experience developing GTM strategies, product launches, sales plays, and enablement programs.
• Native-level English; proficient with AI tools for research and enablement.

Responsibilities

• Own GTM strategy and execution for assigned Papaya products and Workforce OS service lines.
• Lead end-to-end product and service launches from positioning to adoption.
• Translate complex product capabilities into clear commercial stories.
• Develop persona-based messaging and value propositions.
• Collaborate with Product to align roadmaps with market needs.
• Work with Sales to identify gaps and strengthen positioning.
• Create sales plays, enablement programs, and training sessions.
• Produce assets: decks, one-pagers, battlecards, demos, landing pages.
• Develop competitive intelligence to differentiate Papaya.
• Partner with Marketing on campaigns and demand-gen.
• Leverage AI to accelerate research, content, and personalization.
• Measure impact via adoption, pipeline, and revenue.

Skills

GTM strategy

Product marketing

Product strategy

Sales enablement

Persona messaging

Competitive positioning

Value propositions

AI tools

Storytelling

Cross-functional collaboration

Public speaking

Job description

• 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
• 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

Benefits

• Gym on-site or $550 annual reimbursement for gym membership / other fitness activities
• Paternity / Maternity Leave: Additional days on the company account (in addition to any legal benefits)
• Birthday Benefit: Gift as spending money
• PTO Policy: Transparent and uniform policy of 20 days per year (unless more is designated by the law)
• Fitness: Gym on-site or annual (equivalent budget for all locations) reimbursement for gym membership or other fitness activities
• Meal Vouchers: Monthly allowance for meal vouchers - per regional policy
• Remote Work Allowance: Remote work allowances (for employees with no local office)
• Learning & Development: Yearly budget for AI online courses, classes, seminars, or other developmental activities (per calendar year, based on company policy)
• Work from Abroad: We offer eligible employees the opportunity to work from abroad for a limited period each year

We’re looking for someone who can think strategically but loves to executeSomeone 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 market3+ years of experience in Go-to-Market, Product Marketing, Product Strategy, or a similar commercial role within a B2B technology companyExperience in Payroll, Payments, HCM, HR Tech, FinTech, Workforce Management, or related B2B SaaS is a strong advantageStrong understanding of persona-based messaging, competitive positioning, and value propositionsExperience developing GTM strategies, product launches, sales plays, and enablement programsNative-level EnglishProven ability to leverage AI tools across research, content, enablement, personalization, and workflow automationHighly collaborative and comfortable working across Product, Sales, Marketing, Client Success, and senior leadershipHands-on, fast-moving, and comfortable operating in an environment where strategy and execution happen simultaneouslyConfident presenting, training, and influencing stakeholders at all levelsStrong ownership mentality—you don’t wait for someone else to move an initiative forwardStrong commercial mindset with an understanding of how positioning, enablement, and product strategy translate into pipeline and revenueExceptional storytelling and communication skills with the ability to simplify complex products into compelling customer narrativesExcellent attention to detail without losing sight of the broader commercial objectiveComfortable working directly with Sales teams and using real opportunities and customer conversations to shape GTM strategy