Director, B2B and Product Marketing

Job Description: Rakuten International is a division of Rakuten Group, Inc., a Japanese global technology leader in services that empower individuals, communities, businesses and society. Headquartered in San Mateo, California with more than 4,000 employees worldwide, the Rakuten International business portfolio includes market leaders in e-commerce, digital marketing, advertising, communications and entertainment. We create products and services that provide exceptional value by aligning members and the businesses that want to engage them in a shared community. Rakuten is the most rewarding way to shop, giving millions of members Cash Back when they buy from their favorite brands. As a leading shopping platform, Rakuten partners with thousands of top brands across apparel, beauty and wellness, grocery, travel, on-demand services, subscriptions, and dining, helping members save on everyday purchases. Since 1999, Rakuten members have earned more than $4.6 billion in Cash Back, making it the largest Cash Back platform of its kind. Learn more at Rakuten.com. Job Summary: We’re looking for a Director of B2B and Product Marketing to lead our go-to-market (GTM) strategy, product positioning, and B2B demand efforts. This role sits at the intersection of Product, Sales, and Marketing—owning how we bring products to market, articulate customer value, enable revenue teams, and drive pipeline growth across target segments. You’ll build and lead high-performing product marketing and B2B marketing programs, translating customer and market insights into compelling narratives, differentiated positioning, and scalable campaigns that accelerate growth. Key Responsibilities: Product Marketing & GTM Leadership Own product positioning, messaging, and differentiated value propositions across our portfolio. Lead GTM marketing planning for launches and key product initiatives, partnering closely with Product, Sales, Sales Strategy/Enablement and Marketing. Develop customer segmentation and ICP frameworks; refine personas, use cases, and buyer journeys. Drive competitive intelligence and market research to inform product strategy, pricing/packaging input, and GTM priorities. Create and maintain core product marketing assets (pitch decks, one-pagers, solution briefs, case studies, web messaging, demos, FAQs). B2B Demand & Pipeline Growth Build and execute B2B marketing strategies that drive qualified pipeline, revenue growth, and expansion. Drive Demand Gen through the development of integrated campaigns across channels (email, paid, organic, webinars/events, partners). Develop ABM strategy and collaborate with Sales on target account selection, plays, and measurement. Work with Marketing Ops to define funnel metrics, attribution approach, and reporting that connects programs to revenue outcomes. Leadership & Cross-Functional Alignment Manage and mentor a team (product marketing, B2B marketing). Establish planning rhythms, launch processes, and clear ownership across stakeholders. Serve as the voice of the market and customer, ensuring alignment between product strategy and commercial execution. Qualifications: To perform this job successfully, an individual must satisfactorily perform each essential duty. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. - Experience with PLG motions, enterprise sales, or hybrid GTM models. - ABM experience with measurable outcomes. - Familiarity with pricing/packaging strategy and commercialization. Minimum Requirements: 8–12+ years of experience in B2B marketing and product marketing, preferably in SaaS/technology. Proven experience leading product launches and building positioning/messaging frameworks. Demonstrated ability to drive measurable pipeline growth and partner effectively with Sales. Strong strategic thinking with hands-on execution ability; comfortable operating in ambiguity. Experience managing and developing teams. Exceptional communication skills—able to translate product capabilities into clear customer value. #LI-EP1 Five Principles for Success Our worldwide practices describe specific behaviors that make Rakuten unique and united across the world. We expect Rakuten employees to model these 5 Shugi Principles of Success. Always improve, Always Advance - Only be satisfied with complete success - Kaizen Passionately Professional - Take an uncompromising approach to your work and be determined to be the best Hypothesize - Practice - Validate – Shikumika - Use the Rakuten Cycle to succeed in unknown territory Maximize Customer Satisfaction - The greatest satisfaction for our teams is seeing their customers smile Speed!! Speed!! Speed!! - Always be conscious of time - take charge, set clear goals, and engage your team Rakuten provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type. Rakuten considers applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetic information, protected veteran status, sexual orientation, gender, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws. At the time of posting, Rakuten expects the base compensation for this role to be within the range shown below. Individual compensation will vary based on job-related factors, including the skills, qualifications, and experience of the successful candidate as well as business need and geographic location. The successful applicant for this role will be eligible for discretionary bonus, health, vision, dental insurance, 401k matching, PTO, Volunteer Time Off (VTO), and other employee benefits as the company implements. USD $113,157.00 - $211,032.00 annually Rakuten International oversees 7 businesses with over 4,000 employees globally. The brand is recognized for its leadership and innovation in e-commerce, digital content, advertising, entertainment, and communications, bringing the joy of discovery and access to more than 1 billion members across the world. Everyday team members deliver on the company’s mission to delight merchants and customers through innovation, optimism, and teamwork. Rakuten Rewards is a leading e-commerce company that enhances the way people shop by offering Cash Back, deals and rewards from more than 3,500 merchants. Founded in 1999, Rakuten has grown to become the go-to shopping destination for consumers, having paid out nearly $2 billion in Cash Back to its 15 million members. The company also operates ShopStyle, a leading fashion discovery destination, and Cartera Commerce, a top rewards platform for airlines and banks. For more information, visit www.rakuten.com. The Consolidated Appropriations Act’s Transparency in Coverage Rules require group health plans to disclose on a public website information regarding in-network provider rates and historical out-of-network allowed amounts and billed charges for covered items and services in two separate machine-readable files (MRFs). The MRFs for Rakuten’s Aetna benefit plan are provided in the link below. Aetna Transparency in Coverage: Machine-Readable Files | Rakuten