About the role

There are close to a billion knowledge workers in the world, and only a small fraction of them have worked with AI that makes them better at what they do. In the enterprise, reaching the rest depends on the IT, security, and business leaders who decide whether to adopt AI, and the admins who decide how it's deployed, governed, and scaled across their organizations. They ask hard questions before they say yes, and this role owns how we answer them.

We're looking for a Product Marketing Manager to own positioning for Claude's core knowledge-work products (Chat, Cowork, and the broader non-coding suite) for enterprise decision makers and admins. You'll work across the areas that matter most to enterprise customers today: security and observability, workspace management and deployment controls, and pricing and packaging. You'll own the materials that help a decision maker or admin understand what's possible, roll Claude out with confidence, and make the case internally, including product launches, the website, pitch decks, battlecards, persona narratives, pricing and packaging story, and admin communications. Beyond making the case for adopting AI, you'll help the people accountable for deploying it do that safely, and show them exactly how to put it to work across their organizations.

This is an individual-contributor role for someone who loves the hands-on work of product marketing, on products with enormous, established usage and a fast launch cadence. You'll write the positioning doc, build the battlecard, and ship the persona work yourself, and you'll use Claude to keep it all current, so the teams that depend on it can trust it.

This role is for you if you've owned the full product marketing stack for a widely used enterprise product and know how to speak credibly to business, IT, and security audiences. You probably also turn your own PMM work into systems rather than one-off documents, and you want your writing to be the reason enterprise decision makers and admins say yes to rolling out and scaling Claude.

Key responsibilities

• Define the story that earns enterprise trust. Own the positioning and messaging house for Chat, Cowork, and Claude's core knowledge-work products for admins, so every deck, campaign, and piece of content makes the same case for adopting and scaling Claude.

• Own the story for how enterprises run Claude. Lead positioning and launches across security and observability, workspace management, and the controls for managing deployments, working with Product to turn new capabilities into clear reasons to adopt and expand.

• Give sellers the conviction to close. Build and maintain the sales enablement assets (pitch decks, battle cards, objection handling) that help GTM answer security, deployment, and pricing questions with confidence.

• Help decision makers and admins make the call. Own the proof points, comparisons, and narratives that help decision makers, admins, and their IT and security teams evaluate Claude and justify the investment and rollout internally.

• Make our pricing and packaging easy to understand and buy. Partner with Product, Finance, and GTM on how we present plans, pricing, and packaging for Claude Enterprise, and build the cost and value story that helps customers make the case to scale.

• Make sure the message reaches the right person, in their language. Develop ICP and persona frameworks that cover a varied base of enterprise decision makers and admins (executive buyers, IT, security, compliance, and workspace owners) in enough detail to shape messaging and campaigns for each one.

• Make our website answer buyers' questions. Own the website and product page messaging for Claude Enterprise, including how we present admin controls, security, governance, and plans and pricing. It's often where a buyer or admin decides whether to take a closer look.

• Turn scattered wins into a playbook others can run. Build libraries of top enterprise deployment and admin use cases by product and by function or industry, so the best examples of successful rollouts become patterns anyone can copy.

• Prepare admins for what's next. Partner with Product and Comms on enterprise launches so admins know what's changing, what controls they have, and what to do next, through clear admin communications, help content, and ongoing education.

• Keep every team telling the same story. Partner closely with GTM, Marketing, and Partners so they're always working from current, consistent materials.

• "Claudify" our own foundations. Use Claude, including Skills and automations, to build systems that keep positioning, messaging, personas, and enablement current, so you're working the way we ask our customers to work.

• Support analyst relations. Contribute materials for the enterprise knowledge-work portfolio where they overlap with your positioning and messaging work.

Minimum qualifications

• Have owned positioning and messaging for an established enterprise software product, with decision makers and IT, security, or admin teams as a core audience

• Have worked on enterprise pricing and packaging, including how plans are presented, how changes are communicated, and how the value story holds up with buyers

• Have built ICP and persona frameworks and translated research into messaging that works across websites, collateral, campaigns, and content

• Have built sales enablement assets and worked directly with sales teams on objection handling and win/loss analysis

• Understand how enterprises evaluate, buy, deploy, and govern software, including identity and access, security and compliance review, data governance, observability, workspace management, and usage and spend controls

• Have strong writing and storytelling skills, with the ability to make technical topics clear and adapt tone and complexity across formats like pitch decks, web copy, battlecards, and admin communications

• Are comfortable operating autonomously as an IC, writing and shipping assets directly rather than through a team

• Demonstrate systems thinking, and the ability to move fast and with conviction in an always-evolving environment

• Are well-versed in using AI, especially Claude, to inform and automate product marketing work, and have built systems that update PMM foundations and share them with the teams who depend on them

• Have experience marketing AI or productivity software to enterprise decision makers and IT, security, or admin audiences

Preferred qualifications

• 7+ years of product marketing experience with experience as a Senior PMM or PMM Lead at an enterprise productivity, collaboration, or knowledge-work software company with ownership of admin, security, platform, or pricing positioning

• Experience marketing to customers in regulated industries (e.g., financial services, healthcare)

• Experience building admin education or community programs

• Experience with analyst relations processes and reports (e.g., Gartner, Forrester)

• Experience with usage-based or consumption pricing

Role-specific policy: For this role, we expect all staff to be able to work from our San Francisco or New York office at least 2 days a week. We encourage you to apply even if you might need some flexibility for an interim period of time for relocation.