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 7000 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 Exotels 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

Were hiring an AI-first PMM to own positioning messaging pricing input and competitive strategy across all three portfolios. Senior IC real scope.

Youll 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 isnt decoration. Youre 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.

Youll also work AI-first. We expect youve already built workflows around AI tooling for research competitive synthesis drafting and market sizing.

What youll 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 doesnt buy the way e-commerce does. Healthcare doesnt 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 were looking for

• Experience. 4-6 years in B2B SaaS product marketing. Youve 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 youve built. You know what these tools do well and where they confidently make things up.

• Analytically grounded. Read an analyst report a competitors 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 youre 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.