Director, Product Marketing, Enterprise
About this role
Fourth is the world’s largest and fastest-growing global leader of end-to-end restaurant and hospitality management technology solutions. We pride ourselves on delivering a world-class SaaS experience for our clients by building long-term partnerships starting from the first phone call. We know our recipe for success at Fourth is our amazing team... and that starts with hiring the right people!
Interested in joining our smart, fun, and talented team?
Position Overview
Enterprise is where the largest restaurant brands and franchise groups in the country choose the platforms they run on. Many already run on us, and many more do not yet. Competitors are pitching both, and neither group has heard the full story of what our platform does today. This role fixes that.
Reporting to the CMO, you will own product marketing for our Enterprise segment across three goals: winning new logos, expanding existing customers across the platform, and driving retention and adoption. This is a commercial job that uses positioning, messaging, launches and enablement as its tools. Your work supports new logo and expansion pipeline and bookings, shared with Sales, and retention and adoption, shared with Customer Success. You will own competitive win rate jointly with Sales. This is a player-coach role: you will do the product marketing work yourself, and lead and coach a senior account-based marketing manager and a senior customer marketing manager.
Primary Responsibilities
Buyer expertise. Become our expert on Enterprise buyers and how they decide: brand owners at headquarters, franchise owners, area directors and the store teams who use the product every shift. Run a steady loop of customer interviews, advisory board input and call analysis, and feed it into roadmap, messaging and pricing.
Positioning and messaging. Sharpen why a 100+ location operator should run on HotSchedules by Fourth, built on "one forecast, one platform" and proof from real customers, not adjectives. Make our brand transition read as more value for existing customers, not a rename, and define with Product how we talk about AI and data-driven decisions, credibly and with measured proof.
New logo. Give Sales and demand generation the story, proof and plays to win brands evaluating a new platform: value propositions by buyer, business cases a COO or CFO will sign, and displacement plays. Support Sales on RFPs so every response tells our story, not just answers the questions.
Expansion. Package the cross-sell story for customers who use only part of the platform: module value stories (inventory, forecasting, tip payout, payroll), business reviews and value reports that open expansion conversations.
Retention and adoption. With Customer Success, build the value proof renewals run on and the programs that get customers using what they already own.
Competitive strategy. Own our competitive fights end to end: battlecards, win/loss interviews, displacement and defense plays, and objection handling that reps and account managers actually use.
Launches, enablement and content. Partner with Product on launches and roadmap input, and build the assets Enterprise buyers, customers and sellers actually use: messaging frameworks, product content and demo videos, sales decks and one-pagers, web pages, case studies, value reports and thought leadership for brand owners, all built on real customer proof.
Team. Coach and develop a senior account-based marketing manager and a senior customer marketing manager, so account-based plays and customer programs run on the same story and the same plan.
Key Skills and Competencies
8+ years in B2B SaaS product marketing, including enterprise or mid-market buyers with multi-stakeholder deals.
Numbers-first. You have changed win rates or retention with competitive work, can show the numbers, and use win/loss, call and usage data to decide where to focus.
Strong writing. You can turn a feature list into a business case a COO or CFO will read, and you have shaped RFP responses that won.
A maker, not just a manager. You create the assets yourself: messaging, product content, sales decks and web content. For demo videos you write the script and storyboard, and our creative team or partners produce them.
A player-coach. You do the product marketing work yourself, and you have managed people whose craft differs from yours. You do not need to be an account-based or customer marketing expert. You set the plan and priorities and help the team do their best work.
Credibility with Sales and Customer Success: you have sat in on calls and rewritten a pitch because of what you heard.
Preferred Experience and/or Qualifications
Restaurant, hospitality, retail or other multi-location operations experience.
Workforce management, HCM, inventory or fintech product marketing.
Experience marketing AI or analytics products with real, measured outcomes.
Measures of Success
Your first 90 days
Interview 15+ Enterprise customers and the full Enterprise go-to-market team. Write down why we win, why we lose and why customers leave.
Ship refreshed competitive battlecards and a one-page Enterprise value narrative.
Stand up a recurring win/loss and churn-reason review with Sales and Customer Success.
What success looks like at 12 months
New logo and expansion pipeline and bookings on plan with Sales, with your positioning and assets visibly used in deals.
Retention and adoption improving with Customer Success, backed by value proof customers recognize.
Competitive win rate tracked by competitor, reported with Sales and moving the right way.
Every Enterprise rep and account manager can deliver the core narrative in two minutes.
A coached team running account-based and customer programs from one Enterprise plan.
Fourth Benefits
🏖 Unlimited PTO!
🏥 Medical, Dental, Vision Insurance!
🏦 401k Match!
👥 Parental Leave
💻 Laptop and equipment.
Remote employment limited to: AZ, CA, CO, CT, DC, FL, GA, ID, IL, IN, LA, MA, MD, ME, MI, MN, MS, NC, NE, NJ, NM, NV, NY, OH, OK, OR, PA, SC, TN, TX, UT, VA, & WA
Our Story
In July 2019, Fourth joined forces with HotSchedules to become the global leader in end-to-end restaurant and hospitality management technology solutions. Together, the merged company now represents the world’s largest and only provider of end-to-end restaurant and hospitality management solutions for customers across the globe and of all sizes—from a single location or franchisee restaurant to a global restaurant or hotel chain. The combined company’s complete software-as-service (SaaS) solution suite, including scheduling, time & attendance, applicant tracking, training, inventory management/procurement, HR/benefits, and payroll services, now serves customers in 120,000 locations worldwide and is supported by a dedicated, unified team across offices in the US, UK, Bulgaria, China, Australia, and UAE.
Fourth is an Equal Opportunity Employer
All qualified applicants will receive consideration without discrimination because of sex, gender identity, gender expression, sexual orientation, marital status, race, color, age, national origin, military status, religion, or disability or any other legally protected status.
Originally posted on Himalayas
