Senior Product Marketing Manager

Overstory

San Diego (CA)

On-site

USD 140,000 - 180,000

Full time

3 days ago

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Benefits offered by this job

Competitive compensation by location

Flexible, autonomous work environment

Home office stipend & ongoing budgets

Culture rooted in core values

Mission-driven work reducing wildfire/

Job summary

Overstory is seeking a Senior Product Marketing Manager to own core marketing work including positioning, messaging, pricing, packaging, and enabling sales. You will define how we bring products to market and how sales presents their value to utility leaders making infrastructure decisions.

The role is new to Overstory and offers immediate impact as you build the function with cross-functional leaders in marketing, sales, customer success, and product.

Qualifications

7+ years in product marketing for B2B enterprise software with long sales cycles.
Ability to write for highly technical audiences and craft product demos and executive briefings.
Demonstrated use of AI in day-to-day work and integration into workflows.
Experience building and delivering sales training and enablement sessions.
Comfort with complex deals and coordination across internal teams.
Strong strategic instincts to shape category narrative and messaging.
Experience launching products or entering new markets.

Responsibilities

Own Overstory's core positioning and messaging, from category narrative to product-level value propositions.
Shape language that defines wildfire risk, vegetation-related risks, and costs of inaction.
Lead pricing, packaging, and GTM strategy for new and existing products, including complex deals.
Build sales enablement materials and train reps for long, multi-stakeholder sales cycles.
Partner with product and sales on go-to-market decisions and end-to-end product launches.
Run win/loss analysis and competitive intelligence programs to inform selling and positioning.
Mentor early career team members in product marketing and field marketing.

Skills

Product marketing

Sales enablement

Messaging & positioning

Pricing & packaging

Cross-functional collaboration

Leadership

AI in daily work

Job description

Role & Team

Overstory is looking for a Senior Product Marketing Manager to own the core work of product marketing: positioning, messaging, pricing, packaging, and the sales enablement that ties it all together. You’ll shape how we bring products to market, how sales talks about what we build, and how we show up in front of utility leaders who are making high-stakes infrastructure decisions.

The function is new to Overstory, with plenty of low hanging fruit allowing this leader to have an immediate impact. You'll work closely with our VP of marketing, head of sales, head of customer success, product leadership, and the marketing team, building the function's practice and setting the bar for what great product marketing looks like at Overstory.

Time Zone Requirement: North America - Central or Eastern Time Zone

What You'll Do

Own Overstory's core positioning and messaging, from category narrative to product-level value propositions.

Shape the language that defines how utility leaders understand wildfire risk, vegetation-related risks, and the cost of inaction.

Lead pricing, packaging, and GTM strategy for new and existing products, including custom deals with complex, multi-stakeholder buying dynamics.

Build the sales enablement materials (battlecards, pitch narratives, ROI models) that support a sales team navigating long cycles across vegetation managers, engineers, and C-suite. Train reps on how to use them and stay close enough to deals to know when they're not working.

Partner with product and sales leadership on go-to-market decisions; owning product launches end to end, structuring pilots, and determining how to enter new segments.

Run win/loss analysis and competitive intelligence programs to inform how we sell and how we position.

Mentor early career team members including product marketing, content marketing and field marketing.

Skills & Experience

7+ years in product marketing, with meaningful experience in B2B enterprise software, ideally with long sales cycles and multi-stakeholder buying processes.

Demonstrated ability to write for highly technical audiences and craft sharp, accessible narratives for product demos, executive briefings, and field sales conversations.

Demonstrated use of AI in day-to-day work and has integrated AI tools into daily workflows

Experience building and delivering sales training including running enablement sessions, coaching reps, and iterating based on what lands in the field.

Comfort with complexity: custom deals, non-standard packaging, and sales motions that require significant coordination across internal teams.

Strong strategic instincts. You can zoom out to shape category narrative and zoom in to wordsmith a one-pager. You know when each is needed.

Experience supporting a company through a major product or new market launch.

A builder's mindset. You're energized by the opportunity to define a function, not frustrated by the absence of a playbook.

Nice To Have

Experience in the utility, energy, or climate tech space.

Familiarity with the regulatory and operational pressures facing electric utilities — particularly around wildfire risk, vegetation management, or grid reliability.

Experience building a product marketing function.

Note: We believe that all people are capable of great things. We encourage you to apply even if you do not meet all of the requirements that are listed within this job description.

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