Responsibilities
- Own product positioning and messaging for your product area, from ICP definition to value proposition to proof points, built from first principles and validated against real deals.
- Lead win/loss analysis: interview AEs and customers, synthesize patterns, and translate findings into clear competitive and messaging recommendations.
- Build and maintain competitive intelligence on key players, covering direct competitors, adjacent tools, and legacy solutions, with a focus on narrative-level differentiation and AE-ready talking points.
- Develop sales enablement materials that AEs actually use: battlecards, pitch decks, objection handling guides, one-pagers, and demo frameworks.
- Own product launch GTM in close partnership with the Product Enablement team, ensuring every launch has a clear segment focus, sharp messaging, and a sales readiness plan aligned with strategic priorities before anything ships.
- Act as the connective tissue between Product and Sales on launches, making sure the value proposition is commercially compelling and tied to where the business is going.
- Partner with AEs and Sales leadership to identify where deals are getting stuck and build targeted content or training to address it.
- Refine ICP definitions based on closed-won/lost data and expansion patterns, and ensure that intelligence flows back into demand gen and sales targeting.
Requirements
- 5+ years in B2B SaaS PMM, with clear ownership of sales enablement, positioning, or competitive intelligence.
- Demonstrated experience running win/loss programs and translating them into actionable GTM changes.
- Track record of leading product launches end-to-end, including cross-functional alignment, messaging definition, and sales readiness.
- Strong writer and communicator in both Portuguese and English, able to take complex technical products and make them land with an industrial buyer or a skeptical VP of Operations.
- Experience working directly with Sales: understanding the deal cycle, building for AE workflows, running enablement sessions.
- Sharp competitive instincts, with experience tracking competitors, building battlecards, and using that intelligence to shift how the sales team positions.
- Comfortable operating with ambiguity in a fast-moving environment; you know how to prioritize and ship.
Bonus Points
- Background in industrial tech, IoT, manufacturing, or maintenance.
- Experience in markets outside Brazil, particularly North America or Mexico.
- Exposure to product-led or usage-based GTM motions.
- Familiarity with tools like Gong, Salesforce, or similar sales intelligence platforms.
- Based in São Paulo.
Top Skills
What We Do
Tractian is a machine intelligence company that offers industrial monitoring systems. Tractian builds streamlined hardware-software solutions to give maintenance technicians and industrial decision-makers comprehensive oversight of their operations. It is democratizing access to sophisticated real-time monitoring and asset operations tools. Tractian's solutions are used in environments that address a combined total of 5% of global industrial output. The company’s broad market reach is evidenced in its customer base from various industries, such as John Deere, Procter & Gamble, Caterpillar, Goodyear, Carrier, Johnson Controls, and Bimbo, the owner of the brands Little Bites and Thomas Bagels. Tractian's customers see a 6-12x ROI with savings of $6,000 per monitored machine annually on average. In a major milestone and a first for the industry, Tractian launched the AI-Assisted Maintenance category in the industrial sector. In this new paradigm, artificial intelligence identifies machine problems and suggests preventive actions to be taken, giving invaluable insight and support to maintenance professionals. It is important to highlight that the intent of Assisted Maintenance is firmly rooted in augmenting maintenance professionals to provide more assertive diagnosis with human-in-the-loop feedback. Tractian's mission is to elevate this category of workers in a highly impactful way. The Assisted Maintenance category will provide unimaginable support for maintenance professionals. By combining shop floor expertise with our technology, maintainers will be able to anticipate and address issues with unprecedented accuracy and speed
