Your mission

ABOUT THE ROLE
Product Marketing sits in our Growth & Commercialization function. The team decides what we sell, to whom, at what price, how we position it, and makes sure those decisions turn into new revenue, expansion and higher win rates. The role reports to the VP of Growth and Commercialization.

This is a player-coach role. You lead the Product Marketing team and own its commercial targets. You set the direction and develop the team, and you personally own one or two of the most important workstreams.

WHAT YOU WILL DO
Lead and develop the team

• Lead and coach a team of brilliant product marketing managers.
• Set quarterly priorities, run a clear planning and review rhythm, and hold a high bar for the team's output.
• Give regular, specific feedback and build individual development plans.

Drive commercial and growth impact

• Own Product Marketing's contribution to revenue: win rates against competitors, attach and revenue of new add-ons, and adoption of what we launch.
• Set revenue targets and business cases for launches, and track the results after launch.
• Review commercial results with leadership each quarter and decide where the team invests next.

Pricing, packaging and commercial models

• Own pricing, packaging and commercial models for our capabilities, editions, add-ons, and decide changes jointly with Product.
• Build the business case for each change from customer research, deal data and Sales input, and measure price realisation and revenue after rollout.
• Design packaging and offers that drive expansion in our installed base and upgrades from our free and open-source editions.
• Adapt pricing and packaging for new markets and for our channel partners.
• Plan and run the rollout of pricing changes, including the internal and customer communication.

Positioning, segmentation and competitive

• Own positioning and messaging for the Checkmk portfolio and each major product area.
• Define our ICPs and segments, and keep them current as we grow into new markets.
• Build and maintain our competitive position against monitoring and observability vendors, and help Sales win competitive deals.
• Prepare and lead product briefings with industry analysts such as Gartner and Forrester.

Launches, enablement and adoption

• Run tiered launches for new releases and capabilities, from launch planning to adoption and revenue tracking.
• Own internal and external product enablement, GTM and channel assets so Sales, Consulting and Marketing can explain the value of our platform in front of customers and prospects.
• Track adoption of launched capabilities and feed what you learn back to Product.

Do the work yourself

• Personally lead at least one major workstream at any time, such as a flagship launch or a new commercial model.
• Write the core positioning documents yourself, and present them to the leadership team.
• Use AI and automation to scale research, content and enablement across the team.

Your profile

• 7+ years in product marketing for B2B software.
• Commercial impact you can show in numbers, such as revenue from launches, win-rate gains or expansion revenue.
• Experience owning pricing and packaging decisions from the business case to the rollout, with results such as price realisation or attach rates.
• Technical depth: you can demo a technical product product and hold your own with IT operations, DevOps and platform engineering buyers. A background in solution engineering, DevOps or technical product marketing is welcome.
• Monitoring, observability or infrastructure software experience is a strong plus.
• Experience with a hybrid go-to-market: self-service, direct sales and channel. Experience with open-source or open-core business models is a plus.
• You base decisions on evidence: customer interviews, win/loss data, market research and usage data.
• You write clearly and can turn complex products into simple, convincing stories for customers, analysts and leadership.
• You work well with Product and Sales leaders, and you can disagree and still reach a decision.
• You use AI tools in your daily work, for research, analysis and content.
• Fluent English.

What success looks like after 12 months

• The team works to a clear plan.
• At least one pricing or packaging change has shipped, with a measurable effect on revenue and price realisation.
• Win rates against named competitors have improved, and Sales uses our positioning in deals.
• Launched capabilities, including AI and Cloud, meet their adoption targets and contribute measurable new and expansion revenue.

Why us?

• The chance to make a decisive impact and shape the future of a dynamic, fast growing tech company while growing with your tasks and responsibilities
• Flexible and family-friendly working conditions in a stable environment
• Workation: we offer the opportunity to work 6 weeks within EU to extend f.e. your vacation
• With the wide range of sports and wellness offers from Wellpass, you can choose from over 9,000 sports and wellness offers
• An agile team that embodies autonomy and fast decision making within flat hierarchies
• A unique corporate culture where we emphasize equality, diversity and inclusion
• A wide range of education and training opportunities
• Fully remote work or high flexibility between mobile work and an office in one of the most beautiful, central district of Munich
• An attractive salary
• Regular onsite events of all sorts (Company Outings, Team events, Checkmk Conference, Conference After Party and more) in a familiar atmosphere

Interested? Then contact us now!
You can get insights about working@checkmk at Kununu & Glassdoor