keycard-labs - Staff Product Marketing Manager
Requirements
• Enterprise PMM experience: Significant product marketing experience at a security, identity, or infrastructure company that sells top-down to enterprises. • Leadership experience, IC mindset: You've led a product marketing function and now want to do the work yourself. • Technical fluency: You learn complex technical products quickly and explain them credibly to both security and engineering audiences. • Enablement that gets used: You've built sales materials and training that reps relied on, and you can point to results like win rates or deal velocity. • Close partner to Sales: You spend time on calls, learn from the field, and adjust quickly. • Clear writer: You turn complicated ideas into simple, persuasive messaging. • AI-native habits: You use agents to speed up research, competitive analysis, and content. • STRONG CANDIDATES MAY ALSO HAVE • Background in identity (IAM, PAM, non-human identity) or zero-trust security. • Experience with analyst relations or category creation. • Experience building enablement and launch programs at an early-stage company. • Experience marketing developer tools or platforms, where developers often adopt the product before security or leadership buy it. • Experience with both top-down enterprise sales and bottom-up, product-led adoption, including turning developer usage into enterprise deals. • YOUR FIRST 90 DAYS • Learn the product, customers, and competitive landscape, and sit in on sales calls. • Ship a refreshed enterprise pitch deck, competitive battlecards, and objection handling. • Create a launch playbook and run your first enterprise launch. • Publish your first customer case study. • WHO WILL LOVE THIS JOB • You'd rather be on a customer call than write positioning docs alone. • You enjoy making a deeply technical product make sense to security buyers. • You want to define how a new category is sold to the enterprise, and help shape the team that scales it.
Responsibilities
• Set the strategy • Enterprise positioning: Sharpen how we position Keycard for security and platform buyers, working with Product and our founders. Keep it current as the market and competition change. • Market intelligence: Run win-loss analysis, track competitors across the agent security landscape, and turn what you learn into better positioning and product input. • Buyer insight: Get to know the people we sell to, what they're measured on, and how they buy. Share actionable learnings with Sales, Marketing, and Product. • Sales enablement: Build the materials reps use every day: discovery questions, pitch decks, one-pagers, battlecards, objection handling, and case studies. Train the team on them. • Product launches: Plan enterprise launches from strategy to announcement, including a launch-tiering framework and playbook. Work with DevRel and Engineering on launch content, and coordinate across Marketing, Product, and Sales. • Customer stories: Work with sales and post-sales to turn customer wins into case studies and references. • Analyst and executive support: Help prepare briefings for analysts and materials for executive conversations with enterprise prospects.
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