Onbe
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Segment Management Director
role at
Onbe . Onbe, a fast-growing FinTech, brings innovation to a rapidly growing global marketplace. We work on behalf of our clients as their comprehensive payments partner, transforming payments into opportunities for innovation, customer insights, and global partnerships. Overview
The Segment Management Director combines a deep understanding of our buyers with expertise in how Onbe’s capabilities can be deployed to tackle high-value problems in specific segments, roles, and business situations. You will develop strategy and turn it into action by working closely with go-to-market teams within a value-based framework anchored in buyer pains, measurable outcomes, and delivered ROI. You possess an entrepreneurial spirit and are passionate about payments. You will boost leadership by fostering partnerships and securing cross-team support for strategy implementation. This is a hybrid role that will work onsite 2 days per week at our Plano, TX office. Occasional travel may be required. Responsibilities
Lead value-driven segmentation and targeting. Identify and prioritize high-fit markets, accounts, and buyer personas based on what they value most. Continuously refine segmentation with market feedback and performance data. Develop vertical-specific buyer profiles. Create and maintain ICPs, personas, and top-target lists that reflect real buyer pains and value drivers, guiding sales to focus on the most attractive opportunities. Oversee development of high-impact assets. Oversee the development of positioning, messaging, and enablement deliverables (e.g., discovery decks, value calculators, proposals). Ensure these assets consistently articulate Onbe’s ROI and differentiation, and drive urgency for action. Act as a consultative deal partner. Join live sales cycles as a segment SME to lead detailed discovery sessions, assemble current-state assessments, and deliver value summaries that demonstrate Onbe’s impact. Create structured feedback loops. Partner with Sales, Enablement, and Marketing to capture insights from field conversations. Translate feedback into iterative improvements for messaging, tools, and GTM plays. Serve as the voice of the customer internally. Ensure external activities (PR, panels, webinars, tradeshows) align to validated customer value drivers. Provide thought leadership by representing the authentic customer perspective. Standardize solution design & positioning. Collaborate with Product, Legal/Compliance, and Finance to define and maintain solution standards—features, pricing models, packaging approaches, and compliance positions. Ensure solutions align to customer value drivers. Surface market insights to inform product roadmap. Uncover market trends to guide the product roadmap and translate research findings into prioritized features. Provide structured, data-backed recommendations to influence roadmap decisions. Report and influence at the executive level. Deliver concise, data-backed updates on segment performance, market dynamics, risks, and opportunities. Distill complex findings into clear narratives that inform strategic decisions and organizational alignment. Qualifications
10+ years in Segment/Market Management, Value Engineering, Product Marketing, Strategy, or related field, with at least 5+ years in fintech, SaaS, or financial services. Consistent track record of leading value-based positioning initiatives that drove measurable outcomes. Strong written and verbal communication skills, including presenting to executive leadership. Expertise in value-based frameworks, value engineering, segmentation, and customer profiling. Strong understanding of financial metrics, buyer psychology, and GTM dynamics in B2B fintech. Excellent analytical thinking and execution skills; ability to translate insights into action. Outstanding cross-functional collaboration and stakeholder management. Ability to synthesize complex data into clear, compelling strategies. Comfort with ambiguity and experience building new frameworks and processes from scratch. The base salary range for this position is between $165,000 to $180,000 with eligibility for an annual bonus. The actual base salary offered depends on factors including qualifications, experience, skills, education, and market demand. Our benefits include medical, dental, vision, wellness, 401(k) matching, Open PTO, work from anywhere, generous parental leave, and more. Our job titles may span more than one career level. All candidates are encouraged to apply. Onbe is committed to a diverse and inclusive workplace. We maintain equal opportunity policies and do not discriminate on the basis of race, color, origin, sex, gender identity, sexual orientation, marital or family status, religion, age, disability, genetic information, or military service. This applies to all employment decisions including hiring, placement, promotion or advancement, termination, layoff, recall, transfer, compensation, training and leaves of absence. Seniority level
Director Employment type
Full-time Job function
Product Management and Marketing
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Segment Management Director
role at
Onbe . Onbe, a fast-growing FinTech, brings innovation to a rapidly growing global marketplace. We work on behalf of our clients as their comprehensive payments partner, transforming payments into opportunities for innovation, customer insights, and global partnerships. Overview
The Segment Management Director combines a deep understanding of our buyers with expertise in how Onbe’s capabilities can be deployed to tackle high-value problems in specific segments, roles, and business situations. You will develop strategy and turn it into action by working closely with go-to-market teams within a value-based framework anchored in buyer pains, measurable outcomes, and delivered ROI. You possess an entrepreneurial spirit and are passionate about payments. You will boost leadership by fostering partnerships and securing cross-team support for strategy implementation. This is a hybrid role that will work onsite 2 days per week at our Plano, TX office. Occasional travel may be required. Responsibilities
Lead value-driven segmentation and targeting. Identify and prioritize high-fit markets, accounts, and buyer personas based on what they value most. Continuously refine segmentation with market feedback and performance data. Develop vertical-specific buyer profiles. Create and maintain ICPs, personas, and top-target lists that reflect real buyer pains and value drivers, guiding sales to focus on the most attractive opportunities. Oversee development of high-impact assets. Oversee the development of positioning, messaging, and enablement deliverables (e.g., discovery decks, value calculators, proposals). Ensure these assets consistently articulate Onbe’s ROI and differentiation, and drive urgency for action. Act as a consultative deal partner. Join live sales cycles as a segment SME to lead detailed discovery sessions, assemble current-state assessments, and deliver value summaries that demonstrate Onbe’s impact. Create structured feedback loops. Partner with Sales, Enablement, and Marketing to capture insights from field conversations. Translate feedback into iterative improvements for messaging, tools, and GTM plays. Serve as the voice of the customer internally. Ensure external activities (PR, panels, webinars, tradeshows) align to validated customer value drivers. Provide thought leadership by representing the authentic customer perspective. Standardize solution design & positioning. Collaborate with Product, Legal/Compliance, and Finance to define and maintain solution standards—features, pricing models, packaging approaches, and compliance positions. Ensure solutions align to customer value drivers. Surface market insights to inform product roadmap. Uncover market trends to guide the product roadmap and translate research findings into prioritized features. Provide structured, data-backed recommendations to influence roadmap decisions. Report and influence at the executive level. Deliver concise, data-backed updates on segment performance, market dynamics, risks, and opportunities. Distill complex findings into clear narratives that inform strategic decisions and organizational alignment. Qualifications
10+ years in Segment/Market Management, Value Engineering, Product Marketing, Strategy, or related field, with at least 5+ years in fintech, SaaS, or financial services. Consistent track record of leading value-based positioning initiatives that drove measurable outcomes. Strong written and verbal communication skills, including presenting to executive leadership. Expertise in value-based frameworks, value engineering, segmentation, and customer profiling. Strong understanding of financial metrics, buyer psychology, and GTM dynamics in B2B fintech. Excellent analytical thinking and execution skills; ability to translate insights into action. Outstanding cross-functional collaboration and stakeholder management. Ability to synthesize complex data into clear, compelling strategies. Comfort with ambiguity and experience building new frameworks and processes from scratch. The base salary range for this position is between $165,000 to $180,000 with eligibility for an annual bonus. The actual base salary offered depends on factors including qualifications, experience, skills, education, and market demand. Our benefits include medical, dental, vision, wellness, 401(k) matching, Open PTO, work from anywhere, generous parental leave, and more. Our job titles may span more than one career level. All candidates are encouraged to apply. Onbe is committed to a diverse and inclusive workplace. We maintain equal opportunity policies and do not discriminate on the basis of race, color, origin, sex, gender identity, sexual orientation, marital or family status, religion, age, disability, genetic information, or military service. This applies to all employment decisions including hiring, placement, promotion or advancement, termination, layoff, recall, transfer, compensation, training and leaves of absence. Seniority level
Director Employment type
Full-time Job function
Product Management and Marketing
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