Director, Product Marketing (B2B and Payers)

What We Do

Calm’s B2B team is committed to expanding access to mental health resources by building products for enterprises and the healthcare industry that drive positive health and business outcomes. Our suite of solutions include HIPAA-compliant resources, clinical programs, data and analytics tools, leadership and development workshops and more. What makes us unique? We take our award-winning approach to better sleep, mental resilience, and relaxation and combine it with scientifically backed techniques to create comfort and engagement throughout the mental health journey. Organizations rely on our expertise to fill the care gap created by stigma and life’s daily stressors, allowing them to take an active role in making effective mental health support possible for the people they serve.

We are looking for a marketer who’s passionate about helping solve the global mental health crisis. This role is centered around developing and overseeing marketing strategy, driving user adoption, engagement, as well as serving as the primary point of contact with our payer clients. The ideal candidate should possess extensive expertise in the healthcare industry, and proven track record in navigating the matrixed operating structure amongst payers, providers, and employers.

We are hiring remote workers for this role in the San Francisco Bay Area, Los Angeles, or NYC areas. At this time, only candidates in these locations will be considered.

What You’ll Do

As the Director of Product Marketing, you’ll be responsible for go-to-market strategy for the B2B offerings, including the Calm App, Calm Health, and other business services. You will also have responsibilities to drive user enrollment and engagement metrics. In leading Product, you’ll be responsible for growing and mentoring a team while driving market requirements for Calm’s enterprise solutions and features for organizations around the world. You will assess market needs and conduct research to influence new product development, evaluate approaches to mitigate product risks, develop launch plans to bring products to market, and identify opportunities to improve existing products. You will support product strategy development, grow product adoption, and engage with customers (buyers and employees at companies) to drive retention and renewal revenue. Excellent cross-functional leadership, analytical and communication skills, ability to manage multiple concurrent projects, and comfort with ambiguity are a must as there will be extensive partner team alignment required in this role.

The ideal candidate will also have a strong understanding of the healthcare, HR industry, digital health world, as well as a track record of shaping product strategy and growing product adoption. This position will report into the VP of Marketing for Calm’s enterprise division. Other things you’ll do:

• Design and lead the go-to-market strategy for all Calm B2B products and solutions and partner with cross-functional teams to create prospect/client communications and sales collateral
• Cultivate, nurture, and oversee relationships with payer and employer organizations to strategically drive marketing initiatives through these external touchpoints
• Refine marketing strategies and campaigns aimed at enhancing product enrollment and boosting engagement metrics to align with our business Key Performance Indicators (KPIs)
• Partner with product organization to support in-product triggered communications, and user experience development
• Create the positioning and narrative for Calm solutions and ensure all go-to-market teams and external partners share our story consistently
• Lead market/buyer/user assessment, quantitative analysis, qualitative feedback, and represent the requirements of the market internally with internal stakeholders
• Understand the customer journey and develop strategic onboarding and lifecycle programs that drive engagement and adoption for our buyers, clients, and end users
• Partner with cross-functional teams (Product, Content, Sales, CS) to ensure that market feedback is incorporated into the product and that positioning and messaging is relevant and compelling
• Drive product adoption and usage by developing and managing detailed, long-term adoption plans

Who You Are

• Excellent understanding of legal and regulatory environment in healthcare marketing, promotions, and other compliance-related issues
• Competence in interacting and managing enterprise clients and large payers relationships
• Track record working with cross functional stakeholders and executive audience
• Demonstrated ability to conceive, develop and implement multi-channel marketing plans in complex payers and employers dynamics
• Entrepreneurial spirit: willingness to roll up your sleeves and drive new initiatives forward
• Skilled in creative problem solving, applying experience and critical thinking to deliver solutions and results
• Excellent communication, collaboration, and project management skills
• Comfortable working on multiple projects at the same time, with attention to detail
• Proven track record of leading and developing teams
• Excited about Calm’s mission and passionate about mental health and wellness
• Comfortable with data and can leverage data and insights to inform your team’s decisions and priorities

Minimum Requirements

This role typically requires a minimum of 12 years of related experience, building product and customer marketing teams, with a proven track record of partnering and serving payer, provider, and employer relationships

The anticipated salary range for this position is $218,200 - $305,500. The base salary range represents the low and high end of Calm’s salary range for this position. Not all candidates will be eligible for the upper end of the salary range. Exact salary will ultimately depend on multiple factors, which may include the successful candidate's geographic location, skills, experience and other qualifications. This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.