What are the key traits you look for in hiring enterprise PMMs?

When I think about hiring enterprise PMMs, there are a few traits that stand out to me:  1. Ability to sell the vision and ground it in reality The best enterprise PMMs can operate at two levels. They can set the narrative for where the market is going, and they can also get into the details and make sure that story shows up in how deals are actually being sold. If you only live in one of those worlds, you tend to fall short in enterprise roles. 2. Strong partnership with the field, ideally with ...Read More

When it comes to hiring a segment PMM like an Enterprise Product Marketer, one key trait I look for is someone who is problem-solver. As an enterprise PMM, you’ll need to identify and investigate business issues, read through the data, and solve challenges or make appropriate suggestions and be able to pivot when needed to get the desired results. I would also prioritize communication and story-telling abilities. From internal enablement to GTM functions-– a PMM needs to tell a compelling story ...Read More

Great question! I generally look for folks that have a bit more of a technical background or have worked with products that are a bit more technical in nature. Specifically I’m not looking for them to be technical, but I want them to understand when they need help, and when to turn to a sales engineer or PM rather than struggle through it, or ignore a concept.  Another key component is experience working with large companies, understanding the nature of how a big company is structured and how de ...Read More

There are a few things I look for when recruiting enterprise PMMs in a product-led growth company going upmarket (with a sales team):- Have they done enterprise PMM work before? This usually means both have: 1) owned the product marketing work for the enterprise pricing plan (in a PLG company this plan often includes security/privacy features like SCIM, SSO etc.), and 2) gained experience targeting enterprise-sized companies (what's "enterprise" varies at every company but let's say 10,000 emplo ...Read More

Understanding of an enterprise sales motion - Enterprise buying is complex . I look for PMMs who understand this complexity and have experience dealing with it. Do they understand that buyers and users and influencers are not the same ? Do they understand the concept of a buying committee ? Do they understand the varied nature of sales collateral by different stages of the sales process ? Do they understand the number of meetings/weeks/time it takes to go from discovery to closed won ? Have they ...Read More

Liz's point on storytelling and Sahil's breakdown of sales motion complexity are both right. I'd add one more trait that's the hardest to screen for in an interview. Business acumen. Enterprise PMMs who don't understand how buyers build a business case don't last. They write beautiful positioning. Their one-pagers look great. But they have nothing to say when a VP of Operations asks what the payback period is. At UiPath, I've hired PMMs who could explain automation compellingly to a technical au ...Read More

Having interviewed and spoken with a lot of PMM leaders over the past few months, I'd say the best enterprise PMMs tend to share a few common traits: Strategic thinking: They can zoom out and connect product capabilities to business outcomes and market opportunities. Exceptional communication: They simplify complexity and create narratives that resonate with different stakeholders—from users to executives. Cross-functional influence: Enterprise PMMs rarely have direct authority, so they need to ...Read More