Principal Product Marketing Manager - Vertical Industries

About the role

You will own the strategic positioning and execution of Smartsheet within priority vertical industries, placing a primary emphasis on Manufacturing. In this capacity, you will translate intricate product functionalities into quantified value narratives that resonate deeply with industry-specific buyers and drive competitive displacement. You will architect the Smartsheet Value Strategy, defining target segments and identifying critical buyer roles across the enterprise. Furthermore, you will develop and maintain detailed industry-specific Value Impact Models designed to quantify cost savings, risk reduction, and productivity gains. You will also build and rigorously update the Customer Account Profile Database (CAPDB) to provide essential guidance for Sales, SDR, and ABM teams. This role requires the creation of high-quality sales enablement assets, including pitch decks, ROI calculators, discovery guides, and battle cards. You will conduct comprehensive market intelligence research, performing win/loss analysis, competitive benchmarking, and detailed buyer journey mapping. Collaboration with Customer Success is central, as you will partner to validate value models through real-world customer outcomes and compelling case studies. Finally, you will define the GTM architecture and channel strategies for vertical-specific events, associations, and partner ecosystems while serving as the primary product marketing voice during product launches.

Key facts

What you'll do

• Lead the Smartsheet Value Strategy process for priority verticals, including the definition of target segments and the identification of buyer roles.
• Develop and maintain industry-specific Value Impact Models that quantify financial outcomes such as cost savings, risk reduction, and productivity gains.
• Build and update the Customer Account Profile Database (CAPDB) to guide Sales, SDR, and ABM teams in their strategic initiatives.
• Create high-quality sales enablement assets such as pitch decks, ROI calculators, discovery guides, and battle cards that support the entire revenue cycle.
• Conduct market intelligence research, including win/loss analysis, competitive benchmarking, and detailed buyer journey mapping to inform strategy.
• Partner with Customer Success to validate value models through real-world customer outcomes, testimonials, and in-depth case studies.
• Define GTM architecture and channel strategies for vertical-specific events, industry associations, and partner ecosystems to maximize reach.
• Serve as the primary product marketing voice during product launches to ensure industry-specific messaging is seamlessly integrated and highly effective.

Requirements

• Possess 10+ years of experience in product marketing, industry marketing, or GTM strategy within the B2B SaaS sector.
• Hold a minimum of 2 years of experience managing or mentoring other marketing professionals to ensure team development.
• Demonstrate a proven track record of creating sophisticated value propositions and ROI models for complex enterprise buyers.
• Bring prior experience in Life Sciences and Manufacturing industries, as this background is strongly preferred for success.
• Exhibit the ability to manage multiple complex workstreams simultaneously while holding team members accountable for quality and measurable impact.
• Earn a Bachelor degree as a baseline qualification; an MBA or advanced degree is preferred for this strategic role.
• Maintain legal eligibility to work in the U.S. on an ongoing basis without sponsorship requirements.

Skills & tools

• Demonstrated expertise with Highspot to manage and distribute sales content effectively.
• Mastery of value-based messaging and ROI modeling to articulate financial impact clearly.
• Strong capabilities in competitive analysis and market sizing to understand positioning landscapes.
• Proven experience in cross-functional leadership, working closely with Sales, Product, and Customer Success teams.

Practical notes

• Benefits include employer-subsidized medical, dental, and vision coverage, providing a strong foundation for employee well-being.
• The compensation package features 401k matching at a rate of 50% of contribution up to 6% of pay, rewarding long-term financial planning.
• New hires are granted up to 24 weeks of parental leave to support major life events and family growth.
• Additional perks include a monthly productivity stipend to support work efficiency, 12 paid holidays annually recognizing cultural traditions, a dedicated volunteer day to encourage community involvement, and access to professional development resources such as Udemy for continuous learning.
• Smartsheet operates as an Equal Opportunity Employer, committed to fostering a diverse and inclusive workplace environment.
• Candidates requiring accommodations for the interview process are encouraged to notify the recruitment team in advance to facilitate appropriate arrangements.