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Director of GTM Reference Marketing in San Jose at PayPal

Date Posted: 3/27/2019

Job Snapshot

Job Description

Fueled by a fundamental belief that having access to financial services creates opportunity, PayPal (NASDAQ: PYPL) is committed to democratizing financial services and empowering people and businesses to join and thrive in the global economy. Our open digital payments platform gives PayPal’s 267 million active account holders the confidence to connect and transact in new and powerful ways, whether they are online, on a mobile device, in an app, or in person. Through a combination of technological innovation and strategic partnerships, PayPal creates better ways to manage and move money, and offers choice and flexibility when sending payments, paying or getting paid. Available in more than 200 markets around the world, the PayPal platform, including Braintree, Venmo and Xoom enables consumers and merchants to receive money in more than 100 currencies, withdraw funds in 56 currencies and hold balances in their PayPal accounts in 25 currencies.

At PayPal we need to tell great stories to our customers to inspire them about our proposition. You will be responsible for building the reference marketing program and team that, together with select customers, tells our PayPal story to customers across the world. Reference marketing is a new function at PayPal, designed to give credibility and authority to our sales and marketing story; ultimately driving product adoption and solution selling at scale.

Reference marketing programs should enable sales teams to leverage customer-told stories to:

  • Build momentum and “signal” of winning lighthouse merchants and partners
  • Recommend multi-product solutions by showcasing similar success stories
  • Scale wins in challenging verticals or regions by showing how a complex solution can work
  • Deepen our relationship with key merchants, marketplaces, and partners

The Global GTM team helps shape the narrative of our products to our customers and does the groundwork to ensure they grow a strong and loyal customer-base. As part of this team, you will build the reference program as a one-stop-shop team to inspire and collect, create, and distribute reference marketing material, showcasing the value PayPal is able to deliver to real customers.

Your responsibilities will include:

  • Defining and building a centralized, global reference marketing program at PayPal
  • Acting as the global point of contact for reference marketing across the organization (with sales, marketing, account management teams, etc.)
  • Building relationships with sales/account management teams
  • Developing training programs for sales teams to identify reference merchants that are credible, authentic and trusted by their audiences
    • Provide talking points and materials on value and shared benefits of participating in the program
  • Creating sales materials, including case studies, demos and videos that demonstrate the value of PayPal, as proven through actual customer experiences
  • Partnering with Global Sales Org leaders to determine and manage employee incentives
  • Identifying, recruiting and interfacing directly with merchants/partners
    • Deepening our relationship with key merchants, marketplaces, and partners
    • Creating joint messaging that drives ongoing commitment


  • Exceptional communicator: able to articulate the purpose and value of this new function to drive buy-in and commitment to deliver high impact results across the org
  • Relationship manager: can establish and foster trusted relationships with external reference customers and internal stakeholders, including global sales and marketing teams
  • Leader & Influencer: thought leader with a strong point of view who can inspire teams to adopt the new program and align teams to shared goals and outcomes
  • Demonstrated ability in creating and launching reference marketing strategies and programs, including driving meaningful business results
  • Story teller: Ability to lead creation of compelling materials that highlight our customer success stories as a result of our solutions

We're a purpose-driven company whose beliefs are the foundation for how we conduct business every day. We hold ourselves to our One Team Behaviors which demand that we hold the highest ethical standards, to empower an open and diverse workplace, and strive to treat everyone who is touched by our business with dignity and respect. Our employees challenge the status quo, ask questions, and find solutions. We want to break down barriers to financial empowerment. Join us as we change the way the world defines financial freedom.

PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities.



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