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. Senior IC, real scope. 

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.

The AI-first part isn't decoration. You're marketing AI to enterprise buyers who want the speed and are nervous about the failure modes. CIOs 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 is 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. 

• Build the launch tier framework. Not every launch deserves a press release. Match scope to ambition. 

• 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. 

• Own portfolio and product positioning across the full lifecycle.

• Develop vertical and segment narratives. BFSI doesn't buy the way e-commerce does. Healthcare doesn't buy the way logistics does. Partner with regional GTM to translate the platform story into vertical-specific positioning that moves pipeline. 

• Feed positioning insights into the roadmap. 

Competitive intelligence and sales enablement 

• 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

• Build the enablement core sales runs on: playbooks, discovery guides, RFP responses, demo scripts, objection handling

• Build for the buyer who never fills out a form. 60-70% of enterprise research happens before sales gets a call. Self-serve content, interactive demos, comparison pages, ROI calculators, and a website that answers questions instead of just capturing leads.

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

• A/B test hero sections, CTAs, and conversion paths. Apply behavioural data to refine messaging continuously

• Partner with content and design on visually consistent, SEO-aligned experiences.

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

• Enterprise AI buying is gated by trust as much as capability

• Own the story around security, evaluation, accuracy, fallback behaviour, and human oversight

• This is positioning that gets read by procurement, legal, and risk teams, not just product champions.

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.

Event messaging and collateral

• Develop event narratives and collateral: brochures, infographics, decks, booth messaging

• Ensure consistency across platforms and touchpoints

• Measure event impact, gather feedback, optimise the next one.

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. 

• 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.