Senior Director, Product Strategy & GTM Offers - Fuelman

Role Responsibilities

• Competitive Strategy & Market Intelligence
• Building and maintaining rigorous competitive intelligence system
• Tracking competitor pricing, rebates, fees, network claims, product capabilities, value propositions, customer segments, sales motions, and marketing messages.
• Extracting repeatable win/loss insights from surveys and partnering with Sales and Service.
• Translating market insights into clear recommendations for pricing, messaging, and product roadmap priorities.
• Partnering with Product Marketing to improve competitor battlecards, objection handling, and segment-specific talk tracks.
• Preparing executive-level market updates.

GTM Offers, Pricing, Rebates & Packaging

• Owning strategy/governance for Fuelman's GTM offers, including pricing / fee constructs, rebates, promotional structures, packaging, and value propositions.
• Developing offer frameworks by segment, customer size, sales channel, use case, risk profile, etc.
• Partnering with Finance, Sales, and Risk to evaluate offer economics, margin tradeoffs, revenue quality, customer acquisition impact, and retention implications.
• Recommend pricing and offer tests that improve acquisition, conversion, retention, usage, and profitability.
• Create clear guardrails for standard offers vs. promotion/exception/custom offers.

Product Positioning, Messaging & Sales Enablement

• Create Fuelman's core product narrative, segment-specific positioning, differentiation, proof points, and claims as an input to Marketing.
• Coach Product Marketing, Marketing, Website, Sales Enablement, Materials, and teams on how to talk about Fuelman clearly, credibly, and competitively.
• Establish messaging for strongest commercial story and improvement in time to revenue.
• Develop launch narratives for new offers, product enhancements, pricing changes, and competitive initiatives.

Cross-Functional Execution & Operating Discipline

• Serve as the connective tissue across Product, Sales, Marketing, Finance, RevOps, Legal, and Service teams on GTM offer and market strategy decisions.
• Establish operating cadence for competitive reviews, offer performance reviews, win/loss readouts, pricing experiments, and sales feedback loops.
• Use data, customer insight, sales input, and financial analysis to force clarity on commercial priorities/tradeoffs.
• Influence senior stakeholders with concise recommendations, clear decision frameworks, and practical execution plans.
• Build repeatable processes and artifacts that scale beyond individual heroics.

Qualifications & Skills

• 8+ years of experience in product strategy, product marketing, pricing and packaging, monetization, commercial strategy, revenue strategy, and/or related GTM strategy roles.
• Experience in B2B payments, fintech, fleet cards, commercial cards, expense management, lending, merchant services, procurement/AP automation, or B2B SaaS preferred.
• Demonstrated success shaping pricing, rebate structures, offers, packaging, and/or monetization strategy in a commercially complex business.
• Prioritized ability to turn competitive research and win/loss insight into actionable sales, marketing, product, and pricing recommendations.
• Strong financial and analytical skills, including comfort with margin tradeoffs, customer economics, segmentation, and performance analysis.
• Excellent written and verbal communication skills … crisp executive memos, sales narratives, positioning.
• Track record influencing senior stakeholders across Product, Sales, Finance, Marketing, Operations, and Legal.
• Demonstrated use of AI tools such as ChatGPT Enterprise or Claude.
• Strategic thinker with strong commercial instincts and thought leadership.
• Builder who creates structure, simplifies complexity, and drives action.
• Data-driven, financially disciplined, and willing to challenge weak assumptions.
• Strong writer and communicator who can make complex value propositions simple.
• Comfortable operating through ambiguity, incomplete data, and competing stakeholder agendas.
• Credible with Sales, Marketing, Finance, Product, and executive audiences.
• High-accountability operator who turns insight into decisions, tools, and measurable outcomes.