Go-to-Market (GTM) Manager

Overview

Papaya Global seeks a results-driven GTM Manager to translate complex product capabilities into compelling market propositions. You will own go-to-market strategy and end-to-end launches, collaborating with Product, Sales, Marketing, and Client Success to drive adoption and revenue. You’ll develop persona-based messaging, enable revenue teams, and create sales-ready assets while leveraging AI to accelerate execution.

This role offers impact at scale, shaping how Papaya brings new capabilities to market and measures success through pipeline and revenue.

• Own GTM strategy and execution for assigned products and Workforce OS lines
• Lead end-to-end product and service launches, including positioning, sales readiness, rollout, and adoption
• Translate complex capabilities into clear value propositions and customer stories
• Develop persona-based messaging and positioning to explain why Papaya wins
• Collaborate with Product to turn roadmap into market-ready propositions
• Work with Sales to identify gaps from real opportunities and strengthen positioning
• Build sales plays and enablement programs to improve opportunity discovery and closure
• Own sales enablement assets (training, demos, battlecards, pitches, pages)
• Create competitive intelligence to differentiate Papaya in the market
• Partner with Marketing on campaigns, events, and demand-gen
• Incorporate feedback to iterate GTM strategy and messaging
• Leverage AI to speed research, content, enablement, personalization, and GTM execution
• Measure impact via adoption, pipeline, conversion, product uptake, and revenue impact

• 3+ years in Go-to-Market, Product Marketing, Product Strategy, or similar in B2B tech
• Strong commercial mindset translating positioning and product strategy into pipeline and revenue
• Exceptional storytelling and ability to simplify complex products
• Experience developing GTM strategies, launches, sales plays, and enablement programs
• Strong persona-based messaging, competitive positioning, and value propositions
• Comfortable working with Sales and using real opportunities to shape GTM
• Proven ability to leverage AI tools across research, content, enablement, personalization, and automation
• Experience in Payroll, Payments, HCM, HR Tech, FinTech, Workforce Management, or related B2B SaaS is a strong advantage
• Collaborative across Product, Sales, Marketing, Client Success, and senior leadership
• Hands-on, fast-moving, comfortable with simultaneous strategy and execution
• Strong ownership mentality and detail-oriented focus on commercial objectives
• Confident presenting, training, and influencing stakeholders at all levels
• Native-level English

• storytelling
• collaboration
• ownership
• GTM strategy
• product launches
• sales enablement