About this role
By the 1970s, the travel industry had quietly figured out something that most businesses hadn't: growth at scale required three different go-to-market motions happening at once. Individual travelers booked directly — they walked in, called up, and bought. Corporate travel programs needed a sales rep to negotiate rates and sign contracts. And then there were travel agents: independent businesses with deep client relationships who effectively decided what their clients bought. The airlines and hotel chains that grew fastest were the ones that recognized all of these distribution motions and invested in each of them in the right ways.
Mercury runs the same three motions. Most of our growth is self-serve and product-led: Founders discover us, sign up, and stay. Our fast-growing sales team closes meaningful deals with larger businesses. And our partners — incorporators, accountants, investors, and platforms that already have the trust of the businesses we want to reach — refer customers to us the same way a great travel agent would: because they believe in our product and its value to their clients. We are looking for a go-to-market leader who can make all three of these motions work harder together with a data-driven strategy and consistent positioning across the customer journey.
What You'll Do
• Own end-to-end GTM strategy across Mercury's three primary growth motions — product-led, sales-led, and partner-led — including segmentation, messaging, and cross-functional execution.
• Manage and grow a team of product marketers and partner marketers supporting these motions today.
• Build and maintain the customer journey, messaging, and infrastructure that works across all three motions: shared value propositions and personas that flex appropriately for self-serve onboarding flows, sales conversations, and partner co-marketing
• Partner closely with the growth product org on strategy and execution for driving top-of-funnel, conversion, activation, and virality.
• Partner with sales leadership on messaging and enablement, from battlecards and objection-handling frameworks to segment-specific playbooks
• Develop Mercury's partner marketing strategy in collaboration with the partnerships team — including co-marketing programs, partner enablement materials, and joint GTM playbooks
• Lead customer and market research to stay ahead of competitive dynamics, identify growth opportunities across segments, and feed insights into product, pricing, and roadmap decisions
• Define and track the PMM metrics that matter for growth — from activation to adoption to advocacy — and use them to continuously improve GTM strategy
You Should Have
• 10+ years of B2B product marketing experience, with full ownership of GTM strategy — not just launch coordination
• Demonstrated experience driving growth across multiple GTM motions; you've run product-led, sales-led, and partner-led programs, and you understand how they interact
• Strong messaging and