About OnPay OnPay is a fast-growing software company headquartered in Atlanta, offering a modern cloud-based payroll, HR, and benefits solution for small to midsize businesses. We’re currently seeking talented and curious individuals to join our team. We want to hear from you if you are interested in joining an exciting and fast-growing company! Learn more at OnPay.com The Role We're looking for a Product Marketing Manager to own and drive our go-to-market strategy for small and midsize businesses (SMBs) - our core audience. In this role, you'll play a critical part in how we bring our products to market, communicate their value, and drive business growth. You'll develop a deep understanding of our customers, identify market opportunities, shape compelling product positioning, and lead cross-functional initiatives that help attract new clients, improve conversion, and increase product adoption. You'll own initiatives from strategy through execution, working closely with Product, Sales, Growth Marketing, and Customer Experience to turn insights and ideas into measurable results. You'll also lead SMB-focused go-to-market efforts for strategic partnerships and product integrations, collaborating with other teams to create a cohesive customer experience. We're looking for someone who combines strategic thinking with a strong bias for action. You should be comfortable challenging assumptions, setting priorities, influencing stakeholders, and rolling up your sleeves to get things done. You'll have the autonomy to drive meaningful initiatives, along with the accountability to deliver results. What You’ll Do
- Go-to-market strategy and execution: Own and drive the SMB go-to-market strategy for new products, features, and key initiatives. Lead launches from initial planning and positioning through cross-functional execution, performance measurement, and ongoing optimization.
- Product positioning and messaging: Develop and continuously refine differentiated positioning, messaging, and value propositions that resonate with SMB owners and decision-makers. Translate complex product capabilities into clear, compelling benefits that influence purchasing decisions and product adoption.
- Growth and adoption initiatives: Identify, prioritize, and lead product marketing initiatives that support client acquisition, conversion, retention, and expansion. Partner with Growth Marketing to develop targeted campaigns and programs that move customers through the funnel and drive measurable business outcomes.
- Customer and competitive intelligence: Become an expert on our SMB audience, including their needs, challenges, buying behaviors, and perceptions of OnPay. Lead customer research, analyze market and competitive trends, and turn findings into actionable recommendations that influence marketing strategy and product decisions.
- Cross-functional leadership: Serve as a key connection between Product, Marketing, Sales, and Customer Experience. Build alignment around priorities, establish clear plans and responsibilities, and proactively move initiatives forward - even when you don't have direct authority over the teams involved.
- Sales enablement and conversion: Equip Sales and other customer-facing teams with effective messaging, competitive insights, training, and resources that help communicate OnPay's value, overcome objections, and improve conversion.
- Strategic partnerships and integrations: Own SMB-facing positioning, messaging, and go-to-market initiatives for relevant strategic partnerships and product integrations. Collaborate with internal stakeholders and the partner marketing team to ensure coordinated launches and a consistent value proposition across audiences.
- Measurement and optimization: Define success metrics for the initiatives you lead, establish performance benchmarks, and regularly evaluate results. Use data, experimentation, and customer feedback to improve performance, identify new opportunities, and inform future priorities.
What You Bring
- An ownership mindset: You take responsibility for outcomes, not just deliverables. You're proactive, resourceful, and comfortable making decisions, solving problems, and leading initiatives with a high degree of autonomy.
- Strategic thinking and sound judgment: You can connect customer insights, product capabilities, and business objectives to identify the right opportunities, establish priorities, and develop effective go-to-market strategies.
- Strong execution skills: You know how to turn a strategy into an actionable plan and carry it through to completion. You're organized, detail-oriented, and comfortable managing multiple complex initiatives without losing sight of the bigger picture.
- Customer curiosity: You're genuinely interested in understanding what motivates customers, how they make decisions, and what they value. You ask thoughtful questions, challenge assumptions, and use insights to make better decisions.
- Analytical thinking: You're comfortable working with data, defining success metrics, evaluating results, and using what you learn to improve performance.
- Influence and communication: You can communicate complex ideas clearly, develop compelling messaging, and build productive relationships across teams. You're comfortable advocating for your recommendations while remaining open to different perspectives.
- Adaptability and initiative: You thrive in a growing organization where priorities can evolve, processes aren't always fully defined, and there's an opportunity to create better ways of working.
Experience and qualifications
- 5+ years of experience in product marketing, go-to-market strategy, or a closely related field, with demonstrated ownership of product marketing initiatives.
- Experience developing product positioning, messaging, and go-to-market strategies that drive measurable business results.
- Proven ability to lead complex, cross-functional projects from strategy through execution and measurement.
- Experience using customer research, market insights, competitive intelligence, and performance data to inform strategic decisions.
- Strong written and verbal communication skills, including the ability to simplify complex products and communicate their value to different audiences.
- Familiarity with marketing automation, CRM, and analytics tools such as HubSpot, Salesforce, Marketo, or similar platforms.
- Experience in B2B SaaS or another technology-driven business is strongly preferred.
- Experience in payroll, accounting, finance, HR technology, or marketing to small businesses is a plus.
- Bachelor's degree in marketing, business, or a related field, or equivalent practical experience.
Why OnPay?
- Momentum that matters: We’re backed by over $100MM in new funding and scaling rapidly.
- Market-leading product: OnPay consistently ranks among the highest-rated payroll solutions, earning top marks for usability, customer satisfaction, and support.
- Remote flexibility: Work from anywhere in the U.S., or join our collaborative HQ team in Atlanta’s Ponce City Market if you reside in the Atlanta metro area.
- Competitive compensation: Base salary + bonus + stock options = real upside for high performers.
- Comprehensive benefits: 4 weeks PTO + paid holidays, Medical/Dental/Vision, Short- & Long-Term Disability, Life Insurance, Fertility Benefits, Parental Leave, and a 401(k) with company match.
- Growth culture: Join a team with deep employee benefits experience, payroll expertise, market momentum, and a genuine commitment to helping employees grow their careers.
- Client-first ethos: OnPay is built on a culture of transparency and service - from our transparent pricing to our commitment to making small business simpler.
Location & Compensation
- Remote (U.S.) | Atlanta HQ Optional
- Compensation includes a base salary range of $120,000 - $135,000. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.
Recruiting Fraud Alert:
To all candidates: your personal information and online safety are top of mind for us. At OnPay, recruiters only direct candidates to apply through our official career page at careers.onpay.com Recruiters will never request payments or ask for financial account information or sensitive information like social security numbers. If you are unsure if a message is from OnPay, please email careers@onpay.com OnPay is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce. We want candidates from multiple backgrounds and lifestyles to create a broader set of perspectives. We make all employment decisions without regard to gender, sexual orientation, gender identity, race, color, religion, age, pregnancy, national origin, veteran status, disability, or any other classification protected by applicable laws.
