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Otter is a software platform that helps restaurants succeed in online food delivery. The company serves restaurants globally—from independents to enterprise chains like Chick-fil-A, Ben & Jerry's, and KFC—with solutions for POS, payments, analytics, and delivery operations.
You will lead product marketing for Otter's entire product suite and own go-to-market strategy across segments (SMB and enterprise). This is a leadership role with broad scope: you'll develop positioning and messaging frameworks grounded in restaurant operator pain points, lead GTM from strategy through launch and post-launch growth, and build a high-performing product marketing team.
Key responsibilities include:
- Own positioning, messaging, and segmentation for Otter's product portfolio, ensuring consistency across markets and touchpoints
- Lead end-to-end go-to-market for product lines: strategy, launch execution, sales enablement, and growth programs
- Set adoption and revenue targets; build quarterly marketing plans across the customer lifecycle in partnership with Growth and CS
- Build, manage, and develop a PMM team (managers and individual contributors); set vision and operating principles
- Own pricing and packaging strategy in partnership with Product and Finance
- Conduct customer research and segmentation; translate operator needs into product strategy input
- Develop sales enablement assets (pitch decks, battlecards, demo narratives, objection handling)
- Own competitive intelligence for restaurant tech and translate it into positioning and deal-winning enablement
- Develop buyer and user personas across segments (independent to enterprise to multi-unit)
- Partner cross-functionally with Product, Sales, CS, and Marketing to hit shared GTM and sales targets
- Establish measurement frameworks for funnel, adoption, and revenue impact; report results honestly to leadership
You are a seasoned product marketing leader with 9+ years in the field, including 3+ years building and leading PMM teams. You master positioning, messaging, segmentation, launches, and enablement. You have a track record owning go-to-market for product lines and delivering on adoption, revenue, and retention metrics. You are equally comfortable with strategy and execution—setting portfolio positioning and writing launch messaging. You embody the voice of the customer, turn complex products into clear stories, and run on data. You navigate ambiguity in fast-growing businesses and have built teams that punch above their weight.
Ideal candidates bring B2B and/or B2C marketing experience. Strong candidates may also have restaurant tech, fintech, embedded payments, or POS experience; have marketed to both SMBs and enterprise buyers; have owned pricing and packaging; have launched products in new markets or geographies; or hold an MBA.
