Senior Product Marketing Manager - Payments

Full Job Description

Our Purpose

At Xero, we’re here to make running a business beautiful. By making small business more efficient every day, connecting them with big business technology and empowering a community behind them, their potential is limitless. When that happens, we’re not only helping small business, we’ll be building a stronger economy that can change the world.

The role and its impact

Product Marketing at Xero works closely with both Product and Go-to-market teams across the business to bring a holistic view of customer needs to Product, and translate product initiatives into customer value. We do this so that we deliver maximum product value to customers as efficiently and effectively as possible.

In this fixed-term role, you’ll help shape and grow Xero’s global Payments products, including bill payments and invoice payments. You’ll bring customer, market and commercial insight into product decisions; define clear customer value, positioning and evidence-backed claims; and partner with Product and global and regional go-to-market teams to launch products and improve adoption, usage and revenue. You’ll identify and test opportunities to deliver differentiated value for small businesses and their advisors. You’ll build trusted cross-functional relationships, understand the portfolio and its commercial priorities, and shape a focused set of launch and growth opportunities.

You will be a key contributor in assessing market opportunity

• Partner with Strategy, Product Management, Design and research and analytics teams to understand small businesses, advisors, competitors and market dynamics across Payments, and identify the customer problems and opportunities that matter most.

• Synthesise customer research, product performance and regional feedback into clear insights and recommendations that inform product strategy, positioning and go-to-market plans.

• Help size and prioritise market opportunities, define the customer and advisor segments to focus on, and identify where Xero can win; use market-sizing measures such as serviceable available market where relevant.

You will lead Customer Value Propositions, including development, maintenance, and custodianship throughout Xero

• Lead a collaborative process with Product and Customer teams to define the value proposition for priority segments, including the customer problem, differentiated value, reasons to believe and supporting evidence.

• Translate value propositions into clear positioning, messaging frameworks and product playbooks that internal teams can use consistently across customer touchpoints.

• Maintain and update positioning, claims and evidence as customer needs, product capabilities, competitor activity and regional requirements change.

You will partner with Product and Go-to-market leads on priority launches and significant product changes, bringing the customer and commercial perspective into launch strategy, sequencing and readiness.

• Translate product plans and changes into clear customer value, and keep relevant Customer and regional stakeholders informed of priorities and readiness.

• Work with Product and regional Customer teams to shape launch timing and approach, set clear value and claims guardrails, and surface dependencies or customer risks early.

• Develop clear briefing and enablement resources for Sales, advisors, Customer Experience and other internal teams so they can explain product value and support customers.

You will partner with Product and Go-to-market teams, including Lifecycle, to identify and grow Payments opportunities

• Use customer insight, product analytics and regional feedback to identify opportunities to improve adoption, attach, usage, retention and revenue, and recommend where to focus against commercial priorities.

• Develop and prioritise growth hypotheses and experiments with Product, Lifecycle, Data and regional teams; support test design, customer messaging and measurement, then apply the learnings.

• Shape in-product and lifecycle strategy for priority growth opportunities, partnering with channel owners on targeting, journey design and execution.

Where And How You Can Work

This is a hybrid role based in Melbourne. You will spend part of your week in our Melbourne office to collaborate with your team and partners, with boost days as an opportunity to come together in person and build relationships across the business. As you will work across time zones and regions, you will also get comfortable with flexible hours and asynchronous updates.

Here are some of the things we’re looking for, for this role

• Strong product marketing experience, or experience in lifecycle, growth or customer marketing (preferably within a SaaS organisation)

• Experience in payments, financial services or another complex, transaction-based product is an advantage; the ability to learn complex products and customer needs is essential.

• Experience working across geographies and time zones, partnering with Product Managers and development teams in an agile environment, will help you succeed in this role.

• Proven experience developing customer lifecycle and growth strategies, including messaging, channel planning, measurement and optimisation.

• Ability to think strategically, work independently and effectively in a fast paced environment

• Self-motivated and collaborative, with strong planning, prioritisation and coordination skills and attention to detail.

• Creative problem solver who can incorporate new learnings into existing plans and act decisively and independently

• Strong communication, analytical, critical thinking and business strategy skills

• A gift for storytelling: turning complex Payments products and propositions into clear, compelling language customers can understand and act on.

• Ability to handle the pace and ambiguity that comes with working in a fast-paced tech environment