At PayPal (NASDAQ: PYPL), we believe that every person has the right to participate fully in the global economy. Our mission is to revolutionize commerce globally to make moving money, selling and shopping, personalized and secure. 

Job Description Summary:

Reporting directly to the VP of SMB Marketing, the Sr. Director of Global Merchant Product Marketing will play a pivotal role in shaping the future direction of our organization. This individual will be responsible for driving audience revenue growth for PayPal merchants through acquisition, cross-sell, retention, and winback. You will deeply understand the needs and experiences of global merchant and use this expertise to partner closely with the Merchant Commercial, Product and Sales organizations to define our GTM strategy across all audience, including identifying opportunities, ensuring ongoing PMF, setting KPIs and monitor success, and iterating to optimize results. You will manage a global team of PMMs to execute on the strategy, and will manage relationships with leads across all cross-functional partners such as Marketing, Sales, Partnerships, Analytics, and Finance & Strategy.

Job Description:

Reporting directly to the VP of SMB Marketing, the Sr. Director of Global Merchant Product Marketing will play a pivotal role in shaping the future direction of our organization. This individual will be responsible for driving audience revenue growth for PayPal merchants through acquisition, cross-sell, retention, and winback. You will deeply understand the needs and experiences of global merchant and use this expertise to partner closely with the Merchant Commercial, Product and Sales organizations to define our GTM strategy across all audience, including identifying opportunities, ensuring ongoing PMF, setting KPIs and monitor success, and iterating to optimize results. You will manage a global team of PMMs to execute on the strategy, and will manage relationships with leads across all cross-functional partners such as Marketing, Sales, Partnerships, Analytics, and Finance & Strategy.  

 
In this role, you will: 

Apply your Product Marketing expertise to define and iterate on the B2B Merchant Audience strategy 

Understand and segment our Merchant Audiences  

Use research and analysis to assess PMF for the B2B segments we serve, and clearly articulate the ICP for the key segments: attributes, priorities and decision-making process, key moments, etc.  

Analyze segment addressable market and regional characteristics to size opportunities 

Future product portfolio: Lay out gaps that exist in our product portfolio today, and form perspective on how we should prioritize product and feature development efforts to best differentiate  

Partner closely with the Product and Commercial Leads to size new opportunities and scope new products/features, and think through build vs. partner strategy 

Competitive analysis, pricing, packaging, and positioning: Analyze competition and determine key points of differentiation, and define how we price, package, and present our product portfolio to maximize growth 

Channel strategy: Partner with Channel teams to Identify which channels we should leverage to take our product solutions to market and to optimize the investment mix across those channels 

Gain alignment: Ensure senior GTM stakeholders across PayPal are aligned with the strategy and ready to enable 

Partner with and influence cross-functional teams to implement the GTM strategy, and mentor your team to influence cross-functional partners: 

Acquisition channels: Partner with channel leads to generate and nurture Sales leads, form strategic partnerships, as well as to optimize our marketing and self-onboard motion. Enable the Sales and Partnerships teams with product and audience expertise required to effectively close deals, and collect feedback from customer-facing teams to incorporate into GTM approach 

Customer engagement and retention: Ensure we support and engage our Merchants so they continue using PayPal and become vocal advocates and promoters.  

Partner with Product team on GTM for reliability improvements 

Ongoing iteration and improvement in our GTM motion: Test, track success, and iterate on the strategy to achieve aggressive growth goals. 

Own the audience acquisition revenue goal, monitor and report on progress, update the GTM tactics accordingly, and manage senior stakeholders: Closely monitor performance to detect trends and adjust accordingly.  

Effectively engage senior stakeholders across the company, keeping them informed about performance and quickly escalating and unblocking any challenges. 

Qualifications 

15+ years total experience, with 10+ years of progressive experience in Product Marketing, growth strategy and/or revenue generating leadership roles (Sales, Marketing, Partnerships, etc) 

5+ year's experience in a strategic leadership role driving B2B Sales and Partnership Enablement 

Strong analytical and strategic planning skills, with expertise developing and executing growth-driving, full-funnel GTM strategies with a start-up mentality. 

Ability to influence decisions among cross-functional leaders, and to build strong relationships and gain alignment with large groups of stakeholders from all levels of the organization using quantitative and qualitative tactics. Willingness to escalate and relentlessly surface issues until you reach acceptable resolution, while maintaining strong relationships along the way 

A passion for the payments, retail, services and e-commerce, and experience working with payments 

Demonstrated leadership ability, with a track record of building and managing strategic, high-performing teams. Proven track record of leading a team (10+ individuals) to generate revenue growth and exceed targets 

Excellent verbal and written communication and interpersonal skills 

Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities 

Ability to inspire and unify a team via formal and informal authority, and to operate both at a strategic level and in the weeds to diagnose and fix issues 

Past examples of shaping product roadmap using customer insights and data analytics, and iterating to find product market fit. 

Willingness to travel as needed (not more than 15% of time)

Additional Job Description:

Subsidiary:

PayPal

Travel Percent:

10

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PayPal is committed to fair and equitable compensation practices.

Actual Compensation is based on various factors including but not limited to work location, and relevant skills and experience.

The total compensation for this practice may include an annual performance bonus (or other incentive compensation, as applicable), equity, and medical, dental, vision, and other benefits. For more information, visit https://www.paypalbenefits.com.

The U.S. national annual pay range for this role is

$143400 to $285450

Our Benefits:
At PayPal, we’re committed to building an equitable and inclusive global economy. And we can’t do this without our most important asset—you. That’s why we offer benefits to help you thrive in every stage of life. We champion your financial, physical, and mental health by offering valuable benefits and resources to help you care for the whole you.
We have great benefits including a flexible work environment, employee shares options, health and life insurance and more. To learn more about our benefits please visit https://www.paypalbenefits.com

Who We Are:
Click Here to learn more about our culture and community.

PayPal has been revolutionizing commerce globally for more than 25 years. Creating innovative experiences that make moving money, selling, and shopping simple, personalized, and secure, PayPal empowers consumers and businesses in approximately 200 markets to join and thrive in the global economy. For more information, visit https://www.paypal.com ,  https://about.pypl.com and  https://investor.pypl.com.

PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities. If you are unable to submit an application because of incompatible assistive technology or a disability, please contact us at paypalglobaltalentacquisition@paypal.com.

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