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Sr. Director, Go-to-Market Plays

Location: US Remote

Reports to: VP, Product Marketing

Context

Shifting from Platform Messaging to Solution-Led Growth

OutSystems offers a powerful platform that dramatically simplifies the development of custom enterprise applications. However, our ideal customer profile (ICP) often starts their journey more focused on solving a specific business problem that demands a tailored solution.

This means our most successful customer engagements begin with a concrete use case - a pain point or business goal that requires a custom solution. Only after a successful first project do customers fully recognize the breadth and strategic value of our platform, often leading to broader adoption across their organization.

To accelerate pipeline growth, especially in new prospects, we need to lead with high-impact, relevant solutions to business challenges.

The Role

We are looking for a strategic, hands-on Sr. Director of Go-to-Market Plays to lead the definition, packaging, and execution of our use case-centric GTM motions. Use cases may include a mixture of horizontal use cases applicable to companies across verticals as well vertically tailored use cases, focusing first on business outcomes and then on technical justification.

This role is responsible for building compelling plays that help our field and partners sell solutions that resonate with our Ideal Customer Profile (ICP) as they seek to build custom agents, applications, or systems that deliver on business outcomes

As a senior leader within the Product Marketing organization, you will work cross-functionally with Sales, Product, Demand Generation, Enablement, and Partner teams to translate market opportunity and customer needs into scalable GTM playbooks, messaging, and toolkits. Your work will directly fuel pipeline generation, sales velocity, and market adoption. You will understand where the target market for our packaged use cases tends to go to evaluate solutions to their challenges and make informed recommendations for the demand generation strategy and tactics to capture their interest. Extending value propositions to relevant Line of Business (LOB) stakeholders in addition to OutSystems’ core IT audiences will be paramount.

What You’ll Do

Define and prioritize GTM plays tied to high-value use cases for custom agents and applications that align with OutSystems’ strengths and customer needs.
Develop playbooks, messaging frameworks, competitive positioning, and sales enablement assets tailored to each play. Messaging frameworks should include outcome based stories for both technical and business buyers.
Define the key personas who are relevant to each use case, drive persona-specific messaging, and work with Marketing Operations to ensure we have a strategy to acquire and reach these personas.
Partner closely with Product Marketing (platform), Product, and Sales to ensure plays are differentiated, aligned to roadmap, and executable in the field. Ensure that use case specific messaging strikes the right balance of conveying use case specificity while staying consistent with core platform messages.
Work with Sales Leaders, Sales Enablement and Professional Services to launch, train, and reinforce GTM plays globally.
Collaborate with Demand Generation and Campaigns teams to develop campaign briefs and content strategies that activate each play in the market.
Continuously analyze performance of plays across funnel stages, using insights to optimize messaging, segmentation, and sales materials.
Champion a test-and-learn mindset, piloting plays with select regions or segments before broader rollout.

What We’re Looking For

12+ years of experience in product marketing, sales strategy, or go-to-market consulting roles in B2B SaaS/tech, ideally in platforms, app dev, AI, or enterprise tech.
Proven ability to build and operationalize high-impact GTM motions focused on specific customer use cases or solutions.
Strong understanding of enterprise buying groups, value selling, and sales enablement.
Strategic thinker with exceptional storytelling skills — able to translate technical capabilities into business value for both CIO and LOB audiences.
Strong working knowledge of B2B demand generation strategies and how to reach target buyers and progress them through the sales funnel.
Comfortable navigating matrixed organizations and building alignment across Product, Marketing, and Sales.
Experience working with or selling to developers, architects, or technical decision-makers is a plus.
Previous experience working in or alongside low-code, app dev, or AI platform businesses is highly desirable.

Why This Role Matters

This role is central to how OutSystems evolves from a platform-centric narrative to a use case- and value-driven GTM motion. You’ll help shape how the company lands and expands with enterprise customers, enabling both product-led and sales-led growth — at scale.

The Longer Story:

OutSystems enables enterprise teams to build AI-powered applications and agents that reduce manual work, streamline internal operations, and accelerate impact. A proven low-code foundation combined with agentic AI and AI app generation capabilities empowers teams to move up to 10x faster with the assurance of security, scalability, and governance built in.

As the future becomes agentic, our customers need us now more than ever. AI has opened the door to extraordinary possibilities—but inside the enterprise, things are moving fast and feeling chaotic. Some early adopters are making progress in production, but for many, AI tools are sprawling without governance, data isn’t ready, and talent isn’t there yet. Enterprises are still drowning in application backlogs and struggling with legacy systems. But with the right platform, AI doesn’t have to add to the chaos. It can become the breakthrough that brings clarity—and drives real, enterprise-wide impact. At OutSystems, we’ve built that platform, providing the tools necessary for enterprises to overcome these hurdles.

We are looking for passionate, talented, and motivated people to join us in helping our customers build, deploy, and scale apps and agents—fast, helping them accelerate innovation while enabling secure, governed human-AI collaboration.

OutSystems is a truly global company, with more than 850,000 developer community members, 1,700 employees, more than 500 partners, and thousands of active customers in over 75 countries and across 21 industries. Founded in 2001, OutSystems has offices in the United States, United Kingdom, the Netherlands, Portugal, Germany, the UAE, Japan, Hong Kong, Malaysia, Australia, India, and Singapore, and of course has a thriving, worldwide community of remote employees.

Amongst our 2,400 customers are some of the world's most recognizable brands across diverse industries—brands like Toyota, Heineken, Bosch, KeyBank, and UCLA. These customers are the reason we have a 4.6 star rating on G2. Their success is ours, and their stories demonstrate tangible ROI and transformational impact. We are a 9x Gartner Magic Quadrant Leader for Low-Code Application Platforms and a multi-year leader in the Forrester Wave. We’re recognized not just as leaders but as visionaries with a strong ability to execute, now extending our leadership into the AI and agentic application development arena.

Working at OutSystems

Our goal is to ensure that OutSystems is a place for bright, happy, and motivated people who share a common purpose and take pride in doing excellent work to pursue our vision of providing the AI-powered low-code development platform enterprise leaders trust to build, secure, and evolve their business applications, agents, and core systems. Our culture is focused on our core values of trust, customer success, innovation, and alignment. Our team members operate with transparency, integrity, and accountability, define success through the lens of the outcomes we deliver for our customers, push the boundaries with excellence, and work together toward our shared vision to deliver on what matters most.

What do we have to offer you?

A company that is always growing, changing, and innovating. We challenge each other to innovate in our products, in our team, and how we use our own technology. And we give our teams space to be proactive and creative.
Real career opportunities. We care about growth and development. Yes, vertical career progression is a possibility, but it's not the only one. From lateral moves and joining different teams to mastering specialized skills, we support your growth no matter what your goals are.
Work colleagues that are as smart, hard-working, and driven as you. We act as one global OutSystems team, taking ownership and working together toward a shared vision.
Disrupting the status quo is in our DNA. In fact, it’s why our company exists.
We ask “why” a lot. It helps us connect our individual work to the bigger picture and sometimes even uncover a better way.

Are you ready for the next step in your career? Then we’d love to hear from you!

OutSystems nurtures an inclusive culture of diversity, where everyone feels empowered to be their authentic self and perform at their best. A company that embraces the creativity and innovation that comes through diverse perspectives. We are committed to creating a team that reflects society through inclusive programs and initiatives and are proud to be an equal opportunity employer. All qualified applicants receive equal consideration regardless of race, place of origin, color, age, marital status, religion, sex, sexual orientation, gender expression or identity, protected veteran status, disability status or any other status protected by law.

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