Exotel
Website:
exotel.com
Company:
https://www.linkedin.com/company/exotel-techcom-private-limited
Seniority: Mid-Senior level
Industries: Telecommunications and Software Development
Job details:
About Exotel
Exotel is an AI-led CX Platform built for enterprises across emerging markets. Incorporated in 2011, the platform handles 125M+ customer conversations daily for 7,000+ companies in 60+ countries, across India, Southeast Asia, the Middle East, and Africa.
Today, some of the fastest-growing companies in the emerging markets (Uber, Zomato, Ola, Swiggy, Flipkart, GoJek, Urban Company, ICICI Bank, HDFC Securities, Zerodha, Myntra, etc.) manage their customer communication with Exotel’s suite of communication APIs, Omnichannel contact centre (via Ameyo, merger), and Conversational AI platform (Via Cogno, acquisition) over the cloud. Exotel is a $100 million Series D-funded company with $60 million in ARR.
About the role
We're hiring an AI-first PMM to own positioning, messaging, pricing input, and competitive strategy across all three portfolios. This is a Senior Individual Contributor role.
You'll set the narrative sales carries into deals, the story analysts hear, the words on the website, and the pricing logic behind every quote. The product team ships every quarter. Your job is to make sure each launch lands.
You'll be marketing AI to enterprise buyers who want the speed and are nervous about the failure modes. CXO’s who ask about hallucinations, data residency, audit trails, and human-in-the-loop controls before they ask about pricing. Translating that ambivalence into positioning that wins will be most of the work.
You'll also work AI-first. We expect you've already built workflows around AI tooling for research, competitive synthesis, drafting, and market sizing.
What you'll own
Go-to-market and launches
- End-to-end ownership for product and feature launches: brief, positioning, sales readiness, content, demand-gen partnership, measurement.
- Track post-launch performance against metrics to inform future launches
Positioning and messaging
- Build and maintain the messaging architecture for CCaaS, CPaaS, and AI. Clear value props, differentiated marketecture, sharp through launches and competitor moves.
- Translate customer challenges and category shifts into use-case-driven narratives that sales can carry into deals.
- Develop vertical and segment narratives. Partner with regional GTM to translate the platform story into vertical-specific positioning that moves the pipeline.
Competitive intelligence
- Build battle cards for every competitor that hold up in live deals. Develop counter-narratives for new entrants and emerging AI-native players
- Track competitor moves (launches, pricing shifts, M&A, analyst positioning) and surface insights that change the roadmap and the pitch
Sales Enablement
- Build the enablement core sales runs on: playbooks, discovery guides, RFP responses, demo scripts, objection handling
- Self-serve content, interactive demos, comparison pages, ROI calculators, and more.
Customer insights and feedback loops
- Win/loss analysis, buyer interviews, deal debrief synthesis
- Product telemetry as a positioning input. Usage data tells you what the product actually does for customers, which is often different from what marketing says it does
- Feed insights back into product strategy, messaging, and the pitch.
Web messaging and conversion
- Own product messaging on web pages. Clarity, conversion, SEO, and AEO alignment
- Develop and optimise CTAs and user journeys to increase demo requests and trial signups
Thought leadership and analyst relations:
- Whitepapers, POV articles, analyst-ready assets that position Exotel as a category visionary, not a vendor in a long list
- Build analyst relationships through regular briefings, not just submission season
- Identify and secure speaking opportunities at webinars, conferences, and industry forums. Build audience through substance, not panel attendance.
AI trust and safety narrative
- Own the story around security, evaluation, accuracy, fallback behaviour, and human oversight
Campaigns and demand partnership
- Partner with digital marketing on upsell, cross-sell, and account-based campaigns. Bring segmentation logic and personalisation hypotheses, not just messaging
- Measure campaign effectiveness against funnel velocity and ROI, not vanity metrics
- Feed campaign learnings back into positioning and content
What we're looking for
- Experience. 4-6 years in B2B SaaS product marketing. You've run positioning, launches, pricing input, and sales enablement end-to-end.
- Domain depth or close adjacency. Conversational AI, contact centre, or CPaaS experience is a strong plus.
- Strong commercial mindset. You connect PMM work directly to pipeline, win rates, adoption, and business growth.
- Strong storytelling and communication skills. You simplify complex products and AI concepts into narratives that resonate with buyers.
- AI-native in practice. You use AI tools daily for research, drafts, competitive tracking, and synthesis. You can describe the workflows you've built. You know what these tools do well and where they confidently make things up.
- Analytically grounded. Read an analyst report, a competitor's earnings call, or a category shift and tell leadership what it means for the roadmap in three sentences. Read campaign data and say what to change. Bonus for using product telemetry and customer usage patterns to shape positioning
- Stakeholder Management. PMM only works when sales, product, founders, and the CMO all believe you're on their side. That trust is built through reps: tight briefs, honest pushback, and work that holds up in the room
MBA is a plus, not a requirement. Sharp thinking and clear outputs matter more.
Click on Apply to know more.
