• Lead enterprise account strategy and relationship development with CPG manufacturers • Conduct thorough discovery conversations with manufacturer stakeholders • Deliver consultative sales presentations • Serve as the primary lead for RFP/RFI responses • Collaborate closely with Product Managers and Business Development teams

Role Description The Director Cross-APEX Licensing and Entitlement Product Management is the centralized owner connecting end-to-end licensing, entitlement, metering, usage, aggregation, and governance requirements across multiple business units and platform systems. This is an inbound product management role focused on internal systems governance, cross-organizational alignment, and delivery coordination. This role operates across entitlement management, metering governance, licensing compliance, and consumption-based business model infrastructure. It establishes the single source of truth for how entitlement and usage data is defined, processed, flows across systems, and enforces compliance and audit standards globally. It is the connective tissue between Product, Engineering, Pricing, Legal, Finance, and Compliance teams. What You'll Own: - Governance & Intake: - Establish and lead a cross-functional governance board that serves as the single intake point for all licensing, entitlement, metering, and usage-related requirements. - Define and manage the intake process across all participating teams. - Assess cross-system impacts before work enters engineering backlogs. - Drive prioritization across teams with independent roadmaps and release cycles. - Own the governance model, operating cadence, and review board charter. - Lead executive reviews for new or modified meters, entitlements, roles, and licensing policies. - Entitlement & Usage Data Governance: - Own the end-to-end definition, documentation, and governance of entitlement, licensing, and usage data across the platform ecosystem. - Maintain the authoritative entitlement and usage data model. - Document data flows, integrations, system interfaces, and dependencies. - Identify architectural gaps, overlaps, risks, and compliance issues. - Serve as the subject matter expert for cross-system interactions. - Partner with Legal and Compliance to define licensing rules, audit controls, and escalation processes. - Licensing Strategy, Standards & Tooling: - Define the vision, standards, and tooling that enable scalable, compliant licensing and metering across ServiceNow products. - Establish licensing and metering governance aligned to commercialization, compliance, and product strategy. - Develop a multi-year roadmap supporting subscription and consumption-based business models. - Drive tooling for entitlement management, usage tracking, license validation, and audit readiness. - Create frameworks, templates, and guidance for product teams defining roles, entitlements, and meters. - Lead training, enablement, and adoption of governance standards. - Release Integration & Cross-System Coordination: - Ensure successful delivery of entitlement and usage-related changes across a complex, distributed systems landscape. - Coordinate cross-team release planning and integration for interdependent changes. - Proactively identify and escalate integration and testing risks. - Establish repeatable testing processes for downstream impact validation. - Provide visibility into cross-system dependencies, risks, and delivery readiness. Qualifications - 12+ years of program or product management experience in complex, cross-functional technical environments. - Experience with AI usage, consumption, pricing, and packaging models. - Customer engagement experience deriving customer insights and translating those into product roadmaps. - Demonstrated experience driving alignment across engineering organizations with independent delivery cycles and tooling. - Strong technical fluency—ability to understand and document system architectures, data models, integration flows, and compliance requirements without subject matter expert support. - Proven ability to establish governance processes, intake frameworks, and compliance controls that are adopted and sustained across organizations. - Experience managing backlogs, roadmaps, and release coordination in environments with competing priorities, multiple stakeholders, and misaligned delivery cycles. - Excellent written and verbal communication skills—ability to translate technical complexity into clear executive narratives and cross-team documentation. - Experience with cross-organizational program coordination and cross-tool dependency management. Requirements - Familiarity with entitlement, licensing, subscription management, or metering systems in a SaaS or enterprise software context. - Experience working across multiple organizations in delivery models with interdependent systems. - Working knowledge of multiple development tooling environments and the challenges of cross-tool dependency visibility. - Prior experience running formal governance boards, review committees, or intake processes. - Experience with compliance and audit requirements in licensing and subscription contexts. - Background in consumption-based or usage-based business model infrastructure. - Understanding of commercial model evolution and its technical dependencies. Benefits - Base pay of $190,900 - $334,100, plus equity (when applicable), variable/incentive compensation, and benefits. - Competitive On Target Earnings (OTE) incentive compensation structure for sales positions. - Health plans, including flexible spending accounts. - 401(k) Plan with company match. - Employee Stock Purchase Plan (ESPP) and matching donations. - Flexible time away plan and family leave programs.

Role Description As a Product Marketing Manager II on the Horizontal Use Cases pod, you will help support the value strategy, positioning, and sales-ready content for a defined set of horizontal use cases. You will partner with the Sr. Manager, Product Marketing and contribute to the development of differentiated, quantified value propositions that help Smartsheet win against category competitors and drive multi-function adoption within the enterprise installed base. This full-time position reports to the Manager, Product Marketing and can be located in our Bellevue, WA office, or you may work remotely from anywhere in the US where Smartsheet is a registered employer. What You Will Own: - Assisting with Value Strategy: - Support the execution and maintenance of the differentiated value strategy for each use case. - Value Impact Model: - Assist in the development of quantified Value Impact Models for assigned use cases — helping translate Smartsheet's capabilities into specific productivity and efficiency claims for ROI conversations. - Buyer Validation & Market Testing: - Support buyer interviews and win/loss debriefs to refine positioning. - Assist in documenting the evidence base that grounds positioning claims in validated buyer input. - Competitive Positioning: - Contribute to competitive research and differentiation for assigned use cases. - Help translate competitive comparisons into field-ready positioning that assists Sales during evaluations. - Sales-Ready Content Suite: - Help with the production and maintenance of the content package for assigned use cases. - Ensure that your content meets the Sales Ready standard when a field rep can use it in a live buyer conversation without modification. - Enablement Activation: - Assist Sr Manager with Sales Enablement in training AEs and SEs on positioning. - Help track adoption through leading indicators e.g. Gong keyword usage, Highspot asset engagement, and field feedback on content quality. Qualifications - 3 years of experience in product marketing, marketing, or business strategy in a B2B SaaS environment. - Familiarity with value positioning and competitive messaging for enterprise buyers. - Interest or exposure to ROI frameworks, Value Impact Models, or business case tools. - Strong writing and messaging skills — able to translate complex platform capabilities into clear, specific, buyer-resonant value claims. - Comfort working directly with Sales, Customer Success, and field teams to validate and iterate on positioning in real time. - Analytically grounded — able to work with win rate data, SAM analysis, and competitive intelligence to inform strategic decisions. - Bachelor's degree or equivalent experience required. - Legally eligible to work in the U.S. on an ongoing basis. Benefits - Employer subsidized medical/vision and dental coverage for full-time employees. - 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay). - Monthly stipend to support your work and productivity. - Flexible Time Away Program, plus Sick Time Off. - US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans. - US employees receive 12 paid holidays per year. - Up to 24 weeks of Parental Leave. - Personal paid Volunteer Day to support our community. - Opportunities for professional growth and development including access to Udemy online courses. - Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account. - Teleworking options from any registered location in the U.S. (role specific). - Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. - Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. - This role will be eligible for a market competitive incentive opportunity. - US Base Salary Pay Range: $97,500 — $127,500 USD. Company Description At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

Role Description The Tech Product Manager is the signal-to-insight curator for TechOps — responsible for transforming service-team friction into build-ready problems that enter the development flywheel with specificity and data grounding. This role manages the intake process, owns PRD quality, and drives BETA adoption as a product problem, not an administrative task. Reporting to the Director of Product Operations, the Tech Product Manager partners closely with the Director of PO on intake governance and feedback programs, and with the Director of Technology on architectural feasibility and build decisions. Job Responsibilities - Signal Intake & Curation: - Manage the intake process for new development requests from service teams. - Ensure submissions arrive specific, scored, and data-mapped before they enter the development queue. - Identify patterns across submissions to surface high-leverage build opportunities. - Partner with the Director of Product Operations on the intake tooling that structures this process. - Product Roadmap: - Maintain and communicate the TechOps product roadmap — active builds, BETA tools, queued ideas, and graduation candidates. - Ensure the roadmap reflects service-team priorities and flywheel-health data. - Stakeholder Communication: - Serve as the primary point of contact for service teams on product-development requests. - Set expectations on timelines and scope. - Communicate BETA status, adoption results, and graduation plans to leadership. - Translate technical outcomes into business-impact language. - PRD Ownership: - Write and own Product Requirement Documents for all approved builds. - Acceptance criteria must be written before development begins — not after. - Ensure PRDs include user stories, testable acceptance criteria, data-source requirements, non-functional constraints, and success KPIs. - Participate in the architecture gate with the Director of Technology. - BETA & Adoption: - Treat BETA adoption as a product problem. - Run structured feedback sessions with target users. - Collect and synthesize 30-day adoption data. - Identify friction points and work with dev leads to iterate rapidly. - Partner with the Director of Product Operations on adoption-analytics dashboards. - Performance Monitoring: - Establish KPIs for each tool at PRD time. - Monitor and report on adoption, usage patterns, and service-org impact. - Provide data-driven input to graduation decisions. - Cross-Functional Collaboration: - Facilitate communication between service teams, dev leads, and TechOps leadership throughout the product lifecycle. - Ensure the right people have the right context at every stage of the flywheel. - Additional duties, as assigned. Qualifications - 2–5 years of experience in product management or a closely related discipline. - Comfort working in an AI-accelerated development environment where build cycles are compressed and iteration is rapid. - Demonstrated ability to write precise, testable acceptance criteria — “Given / When / Then” format or equivalent — before development begins. - Experience with structured intake and triage processes for development requests. - Hands-on experience with Agile methodologies — Scrum, Kanban, or equivalent sprint-based delivery frameworks. - Experience designing and running user-feedback programs: structured interviews, NPS, adoption surveys. - Demonstrated ability to use data and analytics to make product decisions and communicate outcomes. - Strong understanding of technical concepts and software-development processes sufficient to participate in architecture gates and PRD reviews. - Experience communicating with stakeholders at all levels — from service-team end users to C-suite leadership. - Strong written and verbal communication skills with the ability to clearly articulate complex ideas. - Bachelor’s degree in Business, Marketing, Computer Science, or a related field, or equivalent demonstrated experience. Benefits - High-character, fun, and cohesive work culture. - Competitive base salary. - PTO that is genuinely encouraged. - Affordable, low-deductible health insurance plans. - Supplemental benefits, including employer-paid life insurance, short & long term disability insurance. - 401k with company match. - Remote work flexibility. - Supportive, transparent, and accessible leadership that welcomes ideas, insights & feedback. - Professional/individual development stipend.