Description
This role is central to product marketing’s objective to shift Xeneta to customer-centric value positioning. The PMM will support Xeneta’s commercial transformation toward focused, value-led, account-based growth.
You will strengthen commercial effectiveness by:
* Delivering sharper, validated value messaging tied to customer pain points and measurable outcomes.
* Building and maintaining a unified sales pitch framework that supports high-quality conversations and multi-threaded enterprise deals.
* Ensuring consistent, high-quality enablement across Sales and CS to improve deal velocity, win rates, renewals, and upsell.
* Leveraging AI tools to scale insight generation, content development, and GTM execution.
Key Responsibilities
Sales Enablement
* Build, maintain, and continuously improve sales enablement materials including pitch decks, value messaging, use-case narratives, competitive briefs, playbooks, objection handling, and outreach templates.
* Partner with Sales Enablement to support the rollout and adoption of the new sales pitch framework, aligning with Marketing, the Value team, and other stakeholders.
* Work with Sales Enablement to ensure Sales and CS teams consistently use and understand the latest messaging, materials, and product narratives.
* Partner with Sales Enablement to improve readiness, demo quality, and value-based selling capabilities (including LMS development).
* Translate validated customer pain points, benefits, and personas into materials that support account-based selling.
Customer Success Enablement
* Develop materials that help CS explain product value, drive deeper adoption, and support renewal, upsell, and cross-sell conversations.
* Create customer-facing guides, adoption toolkits, use-case stories, and product update briefs.
Cross-Functional Collaboration
* Work tightly with Product, Sales, CS, Value, and Marketing to ensure aligned messaging throughout the customer journey.
* Support unified GTM motions for every new feature or dataset, contributing to stronger launch discipline.
* Measure and evaluate the effectiveness of the enablement materials via ensuring high level of Sales and CS internal satisfaction, and improved usage rate.
* Maintain an organized, up-to-date library of enablement content that is easy for Sales and CS to navigate.
* Contribute to competitive intelligence and the development of battlecards.
AI-Enabled Efficiency
* Use GenAI tooling to scale research, messaging validation, demo creation, and insight generation.
* Drive adoption of AI tools within PMM workflows to increase output quality and velocity.
Qualifications
* 3+ years in Product Marketing, Sales Enablement, or related GTM roles (SaaS preferred).
* Proven ability to create high-impact enablement content and support revenue teams in complex B2B sales cycles.
* Strong communication skills and ability to simplify complexity.
* Demonstrated cross-functional collaboration with Sales, CS, Marketing, and Product.
* Experience with account-based or value-based selling motions is a strong plus.
* Familiarity with AI tools and their application in marketing workflows is an advantage.
What Success Looks Like
* Sales Confidence
Sales teams can articulate Xeneta’s value clearly and consistently, measured through usage of the sales pitch and Gong confidence scores.
* Deal Quality
Higher win rates through better messaging and improved conversations.
* Product Adoption
Customers move beyond benchmarking toward broader dataset usage.
* Renewals & Expansion
CS teams feel more equipped to drive upsell, cross-sell, and renewal readiness.
* Enablement Quality
Materials are adopted, kept current, and measurably improving deal performance.
Job Benefits
* You will be a part of a growing company that is currently redefining a multi-billion dollar industry through a period of unprecedented upheaval. Your work will have significant impact on this.
* You will work together with highly motivated colleagues who are curious to learn something new from you, and to teach you what they are good at.
* You can educate yourself during work hours: you can spend several hours each month attending courses, reading books, getting involved in communities.
* We value work-life balance, and we want to make sure you can spend quality time with your family or enjoy your hobbies when your workday is over.
* We will help you grow your career: our managers will help identify areas of improvement for you, either if you want to grow into a specialist in your field, or if you want to eventually go into leadership / management direction.
* We have flexible working hours (core time with meetings is 10:00 to 15:00, the rest is up to you) and you can work remotely for extended periods of time when needed.
* You will enjoy our generous vacation plan: 5-10 extra paid days off around public holidays throughout the year, in addition to 5 weeks of paid vacation.
Why you will love it here
* Our Impact: We’re category leaders digitalizing the way ocean and air freight is bought and sold ringing on-demand actionable data to all industry stakeholders. We’re moving fast.
* Our Technology: Deep data analytics and integrations coupled with a scalable, sleek and beautiful user interface.
* Our Customers: Leading airlines, freight forwarders and shippers covering all corners of the world.
* Our Team: Shipping, airfreight, consulting and tech all-stars on our roster.
* Our Values: Xeneta is One. Ownership drives Impact. Transparency builds trust. Modernization through data. Diversity is our Superpower.
* We celebrate diversity and are committed to creating an inclusive environment for all employees.
Xeneta is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Apply and we will be in touch!
At Xeneta, we have been on a mission to transform the ocean and air freight markets since 2012. We are doing this by building a data platform that provides intelligence to the very opaque industry of buying and selling containerized freight. Now, Xeneta is the leading freight rate benchmarking and market analytics platform—creating transparency and empowering our customers to make data-driven decisions.
Our customers include big brands such as Kuehne+Nagel, Coca-Cola Company, Unilever, Pfizer, Flexport, L'Oreál, Nestlé, and Volvo.
Headquartered in Oslo, with offices in Hamburg, London and Jersey City and employees from over 60 different countries, we are a truly international company that celebrates diversity. We’re growing at a fast pace, helped in part by our latest investment round where APAX Digital invested $80M, and we are continuously searching for top talent and partners to join us on our mission.