Calero Jobs in Rochester, NY (NOW HIRING)

Technology consumption is changing.

Software, cloud infrastructure, AI services, and digital workers are creating new levels of operational complexity, spend, and risk. Traditional governance models built around periodic reviews, manual processes, and disconnected systems are no longer sufficient.

At Calero, we help organizations move from Insights to Action. Faster.

Our platform helps enterprises govern technology consumption across SaaS, telecom, mobility, market data, cloud, and emerging AI environments through automation, intelligent orchestration, and operational intelligence.

As we expand our SaaS Management business and launch a new FinOps portfolio encompassing SaaS Management, Cloud Expense Management, and AI Spend Management, we are looking for a strategic Product Marketing leader to help define the category, shape market perception, and accelerate growth.

We are seeking a Director of Product Marketing to lead product marketing strategy for Calero's SaaS Management business and future FinOps portfolio.

This role will own positioning, messaging, category development, go-to-market strategy, sales enablement, analyst engagement, content strategy, and market intelligence for one of Calero's highest-growth strategic initiatives.

The ideal candidate understands that product marketing is not simply about launching products. It is about helping buyers make better decisions, creating market authority, and translating product capabilities into compelling business outcomes.

You will partner closely with Product Management, Demand Generation, Sales, Customer Success, Executive Leadership, Analysts, and Marketing Communications to establish Calero as a leader in SaaS Governance, Cloud Governance, AI Spend Governance, and FinOps.

• Help define and evolve Calero's market position in SaaS Management, Cloud Expense Management, AI Spend Management, and FinOps.

• Translate market trends into strategic opportunities, thought leadership, and product narratives.

• Develop category points of view that align to Calero's core strategic narratives:

  • Governance at Scale

  • Platform Unification

  • Machine-Speed Operations

• Partner with leadership to shape long-term market strategy and differentiation.

• Own positioning and messaging for SaaS Management and the broader FinOps portfolio.

• Build and maintain messaging frameworks that connect buyer pain points, product capabilities, and business outcomes.

• Translate technical capabilities into clear business value for IT, Finance, Procurement, Operations, and Executive stakeholders.

• Ensure consistency across website, campaigns, sales enablement, analyst interactions, PR, and thought leadership.

• Partner with Product Management, Finance, Sales, and Executive Leadership to develop and evolve pricing and packaging strategies across the SaaS Management and FinOps portfolio.
• Conduct market, competitive, and customer research to inform pricing decisions and packaging structures.
• Develop pricing frameworks that align product value, buyer outcomes, and market expectations.
• Evaluate opportunities for usage-based, consumption-based, tiered, and platform pricing models as the portfolio expands into Cloud Expense Management and AI Spend Management.
• Support business case development and pricing recommendations for new products, capabilities, and market segments.
• Monitor competitive pricing trends and provide recommendations that strengthen Calero's market position and revenue growth objectives.
• Partner with Sales Enablement to ensure pricing, packaging, and value communication are effectively incorporated into customer conversations and commercial motions.

• Help operationalize Calero's market knowledge graph across:

  • Canonical POVs

  • Buyer implications

  • Personas

  • Jobs-to-be-Done

  • Product capabilities

  • Content architecture

• Partner with SEO, content, PR, and web teams to strengthen semantic authority and AI discoverability.

• Contribute to Answer Engine Optimization (AEO), Generative Engine Optimization (GEO), and category authority initiatives.

• Lead launches, releases, campaigns, and strategic market initiatives.

• Develop GTM plans that align product strategy, sales motions, content, partner programs, and demand generation.

• Support pipeline acceleration and competitive displacement motions.

• Partner with Channel Marketing to support partner enablement and ecosystem growth.

• Build sales narratives, battlecards, objection handling, competitive positioning, and persona-based messaging.

• Enable sales teams to have outcome-focused conversations.

• Support customer expansion, cross-sell, and adoption initiatives.

• Develop tools that help sales teams accelerate buying decisions.

• Monitor market trends, competitors, analysts, and emerging technologies.

• Manage relationships and interactions with industry analysts.

• Develop competitive intelligence programs and market insights.

• Provide strategic recommendations to product and executive leadership.

• Partner with Marketing Communications to develop:

  • Executive thought leadership

  • Industry reports

  • Webinars

  • Case studies

  • Product content

  • Sales content

• Ensure all content reinforces Calero's strategic narratives and market position.

• Establish clear positioning and messaging architecture for SaaS Management.

• Build persona and JTBD frameworks for key buying audiences.

• Support website transformation and content authority initiatives.

• Launch foundational sales enablement and competitive intelligence assets.

• Successfully support expansion into Cloud Expense Management and AI Spend Management.

• Increase market visibility and analyst recognition.

• Strengthen category authority across SaaS Governance and FinOps.

• Improve sales effectiveness and GTM consistency.

• Become a recognized internal expert on buyer behavior, market dynamics, and competitive positioning.

• 5–10+ years of Product Marketing experience in B2B SaaS, FinOps, IT Management, Cloud, Security, Technology Operations, or related markets.

• Experience developing positioning, messaging, and GTM strategies for enterprise software solutions.

• Strong understanding of buyer journeys, personas, and Jobs-to-be-Done frameworks.

• Experience supporting sales enablement and product launches.

• Exceptional written and verbal communication skills.

• Experience in SaaS Management, FinOps, Cloud Management, Technology Expense Management, IT Operations, Procurement, or Governance-related markets.

• Experience working with analysts such as Gartner, Forrester, IDC, or ISG.

• Familiarity with SEO, AEO, GEO, semantic content strategies, and knowledge graph concepts.

• Experience supporting category creation or market repositioning initiatives.

This is a rare opportunity to help define an emerging market category at the intersection of SaaS, Cloud, AI, Governance, and FinOps.

You will have the opportunity to influence executive strategy, shape market narratives, build category authority, and help create the future of technology governance.

If you are energized by category creation, market strategy, and helping organizations move from insights to action faster, we'd love to meet you.