Senior Director, Product Strategy & GTM Offers - Fuelman

📍 Job Overview

Job Title: Senior Director, Product Strategy & GTM Offers - Fuelman

Company: Corpay

Location: Atlanta, Georgia, United States

Job Type: Full-time

Category: Product Strategy & Go-To-Market Operations

Date Posted: 2026-06-19

Experience Level: 10+ Years

Remote Status: On-site

🚀 Role Summary

• Drive the strategic direction and commercial architecture for Corpay's Fuelman product suite, focusing on competitive positioning and Go-To-Market (GTM) offer development.

• Own the end-to-end strategy for pricing, rebate structures, promotional offers, and value propositions that optimize revenue and market share.

• Translate complex market intelligence, competitive dynamics, and customer insights into actionable strategies for sales, marketing, and product teams.

• Act as a central commercial strategy owner, fostering collaboration across Product, Sales, Marketing, Finance, Revenue Operations, and Legal to ensure cohesive GTM execution.

• Leverage a builder's mindset and strong analytical discipline to create scalable processes, refine offer frameworks, and drive measurable business outcomes.

📝 Enhancement Note: This role is positioned at a senior leadership level, requiring strategic oversight and cross-functional influence rather than direct team management, though it will significantly impact revenue operations and sales effectiveness. The emphasis on "builder's mindset" and creating "repeatable processes" suggests a need for someone who can establish foundational strategies and operational frameworks within the GTM function.

📈 Primary Responsibilities

• Develop and maintain a comprehensive competitive intelligence system, tracking competitor pricing, rebates, fees, network capabilities, product features, value propositions, customer segments, sales motions, and messaging.

• Analyze win/loss data and market trends to provide clear, actionable recommendations for pricing adjustments, messaging enhancements, and product roadmap prioritization.

• Own the strategy and governance for Fuelman's GTM offers, including pricing constructs, rebate programs, promotional structures, packaging, and core value propositions.

• Design and implement offer frameworks tailored to specific customer segments, company sizes, sales channels, use cases, and risk profiles.

• Collaborate with Finance, Sales, and Risk teams to rigorously evaluate offer economics, understand margin trade-offs, assess revenue quality, and analyze customer acquisition and retention impacts.

• Recommend and manage pricing and offer tests to systematically improve acquisition rates, conversion metrics, customer retention, product usage, and overall profitability.

• Establish clear guidelines and guardrails for standard offers versus custom or promotional offers to ensure consistency and manage risk.

• Develop Fuelman's core product narrative, segment-specific positioning, key differentiators, supporting proof points, and claims to inform marketing and sales collateral.

• Coach Product Marketing, Sales Enablement, and other GTM teams on articulating Fuelman's value proposition clearly, credibly, and competitively.

• Create compelling launch narratives for new offers, product enhancements, pricing changes, and strategic competitive initiatives.

• Serve as the primary commercial strategy liaison across Product, Sales, Marketing, Finance, Revenue Operations, Legal, and Service teams to align on GTM offer and market strategies.

• Establish a structured operating cadence for competitive reviews, offer performance analysis, win/loss readouts, pricing experiment reviews, and sales feedback loops.

• Utilize data, customer insights, sales input, and financial analysis to drive clarity on commercial priorities and critical trade-offs.

• Influence senior stakeholders through concise recommendations, robust decision frameworks, and practical, executable plans.

• Build and scale repeatable processes and essential artifacts that ensure sustained GTM effectiveness beyond individual efforts.

📝 Enhancement Note: The responsibilities emphasize a deep dive into commercial strategy, GTM offer architecture, and financial analysis, directly impacting revenue generation and operational efficiency. The need to "own strategy/governance" and "establish operating cadence" highlights the strategic and process-oriented nature of this senior role within the GTM function.

🎓 Skills & Qualifications

Education: Bachelor's degree in Business, Marketing, Finance, Economics, or a related field. Master's degree or MBA is preferred.

Experience: Minimum of 8 years of progressive experience in product strategy, product marketing, pricing and packaging, monetization, commercial strategy, revenue strategy, or related Go-To-Market (GTM) strategy roles.

Required Skills:

• Proven expertise in developing and executing comprehensive product strategies and GTM offer architectures.

• Demonstrated success in shaping and implementing pricing strategies, rebate structures, promotional offers, and packaging for B2B products or services.

• Strong financial acumen and analytical skills, with a deep understanding of customer economics, segmentation, margin analysis, and performance metrics.

• Ability to translate complex market intelligence, competitive research, and win/loss insights into actionable recommendations for sales, marketing, and product teams.

• Excellent written and verbal communication skills, with a proven ability to craft crisp executive memos, compelling sales narratives, and clear product positioning statements.

• Track record of effectively influencing senior stakeholders across Product, Sales, Finance, Marketing, Operations, and Legal departments.

• Demonstrated proficiency in using AI tools such as ChatGPT Enterprise or Claude for market analysis, content generation, or strategic planning.

• Strategic thinking capabilities combined with strong commercial instincts and a thought leadership approach.

• A "builder's mindset" with the ability to create structure, simplify complexity, and drive decisive action.

• A data-driven and financially disciplined approach, with a willingness to rigorously challenge assumptions.

• Strong writing and communication skills, capable of simplifying complex value propositions for diverse audiences.

• Comfort and adaptability in operating within environments characterized by ambiguity, incomplete data, and competing stakeholder agendas.

• Credibility and strong interpersonal skills to effectively engage with Sales, Marketing, Finance, Product, and executive audiences.

• A high-accountability operator focused on translating insights into decisions, tools, and measurable business outcomes. Preferred Skills:

• Experience within the B2B payments, fintech, fleet cards, commercial cards, expense management, lending, merchant services, procurement/AP automation, or B2B SaaS industries.

• Experience in developing and managing GTM frameworks and value proposition strategies.

• Familiarity with revenue operations principles and their application in GTM strategy.

• Experience with A/B testing and experimentation for pricing and offer optimization.

• Advanced proficiency in data analysis and visualization tools.

📝 Enhancement Note: The "8+ years" requirement, combined with the strategic nature of the role and the mention of influencing senior stakeholders, indicates this is a senior individual contributor role with significant impact. The preference for specific industry experience (B2B payments, fintech) is a key differentiator for candidates. The explicit mention of AI tools like ChatGPT Enterprise and Claude is a modern requirement that should be highlighted.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Case studies demonstrating successful development and implementation of GTM offers, pricing strategies, or rebate programs that resulted in measurable business improvements (e.g., increased revenue, improved margins, higher conversion rates).

• Examples of competitive analysis frameworks or market intelligence reports that led to strategic GTM adjustments or product positioning changes.

• Documentation or examples of how you've created clarity and structure in complex commercial or product strategy areas, showcasing a "builder's mindset."

• Evidence of influencing cross-functional teams (Sales, Marketing, Finance, Product) to align on and execute commercial strategies. Process Documentation:

• Showcase examples of established operating cadences or feedback loops for competitive reviews, offer performance analysis, or win/loss readouts.

• Demonstrate how you've built repeatable processes or artifacts to scale GTM effectiveness and operational discipline.

• Provide examples of how data, customer insight, and financial analysis were used to drive commercial decisions and trade-offs.

• Illustrate your approach to defining clear guardrails for offers, pricing, or promotions in complex commercial environments.

📝 Enhancement Note: For a role focused on strategy and GTM offers, a portfolio demonstrating strategic thinking, analytical rigor, and cross-functional influence is crucial. The emphasis on "building repeatable processes" suggests that candidates should be prepared to showcase examples of operationalizing strategies.

💵 Compensation & Benefits

Salary Range: Based on industry benchmarks for Senior Director-level Product Strategy and GTM roles in Atlanta, GA, with 8+ years of experience, the estimated annual base salary range is $160,000 - $220,000. This range can vary based on specific experience, qualifications, and the company's compensation philosophy.

Benefits:

• Comprehensive Medical, Dental, and Vision insurance benefits, effective the first month after hire.

• Automatic enrollment into the 401k plan (subject to eligibility requirements), providing retirement savings support.

• Access to company-wide virtual fitness classes to promote employee well-being.

• Generous Paid Time Off (PTO) offerings, including major holidays, vacation, sick leave, personal days, and volunteer time.

• Employee discounts with major providers for services such as wireless, gym memberships, and car rentals.

• Opportunities for philanthropic support through engagement with local and national organizations.

• A dynamic and engaging company culture with opportunities for fun contests and prizes.

Working Hours: This is a full-time position, typically requiring 40 hours per week, with expectations for flexibility to meet business needs and project deadlines.

📝 Enhancement Note: Salary range is estimated based on industry standards for a Senior Director role in a major US city like Atlanta, considering the experience level and strategic nature of the position. It's important to note that this is an estimate and actual compensation will be determined by Corpay based on various factors. The benefits listed are standard for corporate roles and are detailed as provided.

🎯 Team & Company Context

🏢 Company Culture

Industry: Corpay operates within the global technology and commercial payments sector, specializing in payment solutions for fuel, general payables, and toll/lodging expenses. The company is a leader in its niche, focusing on innovation to create better payment experiences for businesses worldwide.

Company Size: Corpay is a substantial organization, likely employing over 1,000 individuals, indicating a stable and established corporate environment with structured processes and opportunities for career development.

Founded: Founded in 1997, Corpay has a long history in the payments industry, signifying deep market expertise, established client relationships, and a proven track record of adapting to evolving financial technologies.

Team Structure:

• The role sits within the Product organization, specifically focusing on the Fuelman brand.

• It requires deep collaboration with Sales, Marketing, Finance, Revenue Operations, Legal, and Service departments, suggesting a matrixed, cross-functional team environment.

• While the role is an individual contributor, it will influence and guide teams across these functions, requiring strong leadership and communication skills. Methodology:

• Data Analysis & Insights: The role heavily relies on rigorous competitive analysis, market intelligence, customer insights, and financial data to inform strategic decisions.

• Workflow Planning & Optimization: A key aspect is developing and refining GTM offer architectures, pricing strategies, and operational processes to enhance efficiency and effectiveness.

• Automation & Efficiency: While not explicitly stated as a primary focus, the emphasis on "repeatable processes" and "scaling effectiveness" implies an underlying drive for efficiency, potentially through process automation or standardization.

Company Website: https://www.corpay.com/

📝 Enhancement Note: The company's long history and focus on specialized payment solutions suggest a mature market understanding and a commitment to innovation within its domain. The collaborative model described is typical for senior GTM strategy roles, requiring strong interpersonal and influencing skills.

📈 Career & Growth Analysis

Operations Career Level: This role is a Senior Director level, signifying a high level of strategic responsibility and individual contribution. It represents a significant step in a career focused on product strategy, GTM commercialization, pricing, and monetization within the B2B payments or SaaS sectors. It requires experience in shaping major commercial offers and influencing executive-level decisions.

Reporting Structure: The role reports into the Product organization, but its cross-functional nature means it will work closely with leaders in Sales, Marketing, Finance, and Revenue Operations. This structure allows for strategic alignment across key revenue-driving functions.

Operations Impact: The Senior Director will have a direct and significant impact on Corpay's revenue growth and profitability by defining the competitive offers, pricing, and value propositions that drive customer acquisition, retention, and usage for the Fuelman brand. Their work will shape the commercial success of the product in the market.

Growth Opportunities:

• Strategic Leadership: Potential to advance to VP-level roles in Product Management, GTM Strategy, or Commercial Operations, leading larger teams or broader product portfolios.

• Specialization: Deepen expertise in monetization, pricing science, or market strategy within the fintech and commercial payments space.

• Cross-Functional Leadership: Opportunity to lead strategic initiatives that span multiple departments, building a track record of driving complex organizational change.

• Mentorship: As a senior leader, there will be opportunities to mentor junior product managers, strategists, or analysts within the organization.

📝 Enhancement Note: This role is positioned as a senior individual contributor with significant strategic influence. Growth opportunities would likely involve expanding scope, moving into VP roles, or specializing further within high-impact areas like monetization or commercial strategy.

🌐 Work Environment

Office Type: This is an on-site role requiring a physical presence in the Buckhead, Atlanta office. This setup is designed to foster in-person collaboration and team synergy.

Office Location(s): The primary work location is Buckhead, Atlanta, GA. This is a well-established business district with good accessibility.

Workspace Context:

• Collaborative Environment: The office setting is intended to facilitate direct interaction and collaboration with colleagues across various departments, crucial for a role that bridges Product, Sales, Marketing, and Finance.

• Tools and Technology: Employees are provided with company-issued equipment, ensuring they have the necessary tools to perform their duties effectively. The role also explicitly mentions the use of AI tools like ChatGPT Enterprise or Claude, indicating a forward-looking technology adoption.

• Team Interaction: Regular face-to-face interactions with peers and stakeholders are expected, supporting the development of strong working relationships and efficient information exchange.

Work Schedule: The role is full-time, with a standard expectation of 40 hours per week. However, the strategic and deadline-driven nature of product strategy and GTM offers may require flexibility to accommodate project timelines, executive reviews, and market dynamics.

📝 Enhancement Note: The explicit "On-site" requirement and the mention of an assigned workspace in Buckhead, Atlanta, are key details for candidates considering commuting and office-based work. The emphasis on collaboration in an office setting is important for understanding the team dynamics.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A review of your resume and application to assess alignment with the required experience, skills, and qualifications, with particular attention to GTM strategy, pricing, and B2B experience.

• Hiring Manager Interview: A discussion with the hiring manager to delve deeper into your background, strategic approach, and fit for the role. Expect questions about your experience in competitive analysis, offer development, and cross-functional leadership.

• Cross-Functional Interviews: Meetings with key stakeholders from Sales, Marketing, Finance, and Product to evaluate your ability to collaborate, influence, and drive consensus across different departments. Be prepared to discuss how you've navigated complex stakeholder landscapes.

• Case Study/Presentation: Potentially a practical exercise or presentation where you'll be asked to analyze a hypothetical market scenario, develop offer recommendations, or present a GTM strategy. This is a critical opportunity to showcase your strategic thinking, analytical skills, and communication abilities.

• Executive Interview: A final interview with senior leadership to assess your strategic vision, leadership potential, and overall fit with Corpay's culture and long-term objectives.

Portfolio Review Tips:

• Quantify Impact: For each portfolio item, clearly articulate the problem, your proposed solution (strategy, offer, pricing), the actions taken, and the measurable business outcomes (e.g., % increase in revenue, % improvement in margin, reduction in customer churn). Use specific metrics and data.

• Showcase Strategic Thinking: Highlight your analytical process, how you synthesized market data, competitive intelligence, and financial information to arrive at your recommendations. Demonstrate your ability to connect insights to actionable strategies.

• Demonstrate Cross-Functional Influence: Include examples where you successfully collaborated with or influenced Sales, Marketing, Finance, or Product teams to gain buy-in and drive execution. Detail the communication strategies you employed.

• Structure for Clarity: Organize your portfolio logically, perhaps by project type or key responsibility area. For presentations, ensure a clear narrative flow: problem, analysis, solution, outcome.

• Highlight "Builder" Mentality: If applicable, showcase instances where you created new processes, frameworks, or systems that improved efficiency or scalability within GTM operations.

Challenge Preparation:

• Market Analysis: Be ready to analyze a competitive landscape for a B2B product and propose strategic GTM offers and pricing adjustments.

• Offer Design: Prepare to design a pricing and packaging strategy for a new product or a revamped existing one, considering various customer segments and business objectives.

• Stakeholder Management Scenarios: Anticipate questions about how you would handle conflicting priorities or gain alignment from different departments on a strategic initiative.

• Communicate Value: Practice articulating complex value propositions clearly and concisely, as if presenting to sales teams or executive leadership.

📝 Enhancement Note: The interview process description emphasizes the need for strategic thinking, analytical rigor, and strong cross-functional collaboration skills. A well-prepared portfolio with quantifiable results and clear examples of influence will be critical for success.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Proficiency with Salesforce or similar CRM platforms for understanding customer data, sales pipelines, and market segmentation.

• BI/Analytics Tools: Experience with tools like Tableau, Power BI, or Looker for data analysis, performance tracking, and dashboard creation.

• Product Management/Roadmapping Tools: Familiarity with tools such as Jira, Aha!, or Productboard for managing product strategy inputs and roadmaps.

• AI Tools: Explicit requirement for demonstrated use of AI tools like ChatGPT Enterprise or Claude for market analysis, strategic content generation, and competitive intelligence.

Analytics & Reporting:

• Spreadsheet Software: Advanced proficiency in Microsoft Excel or Google Sheets for financial modeling, data manipulation, and complex analysis.

• Data Warehousing/ETL Tools: Familiarity with data concepts and potentially tools like SQL for accessing and manipulating data from various sources.

• Reporting Platforms: Experience in generating reports and dashboards that communicate key GTM offer performance, competitive insights, and financial metrics to stakeholders.

CRM & Automation:

• Sales Operations Tools: Understanding of how GTM offers and pricing are operationalized within sales processes and potentially integrated with sales enablement platforms.

• Marketing Automation Platforms: Awareness of how product positioning and messaging translate into marketing campaigns, though direct use may not be required.

• Integration Concepts: Understanding of how CRM, ERP, and other financial systems interact to support offer delivery and revenue recognition.

📝 Enhancement Note: The explicit mention of AI tools is a critical requirement. Proficiency in CRM and BI tools is standard for this level, enabling data-driven decision-making and performance tracking.

👥 Team Culture & Values

Operations Values:

• Data-Driven Decision Making: A core value is leveraging data, customer insights, and financial analysis to inform all commercial strategy and offer development decisions.

• Efficiency & Scalability: Emphasis on building repeatable processes and scalable frameworks that drive operational efficiency and sustained GTM effectiveness, embodying a "builder's mindset."

• Collaboration & Influence: Fostering a collaborative environment where cross-functional teams are engaged, and stakeholders are influenced through clear communication and robust reasoning.

• Strategic Rigor: A commitment to deep analysis, challenging assumptions, and maintaining financial discipline in all aspects of offer and pricing strategy.

• Impact Orientation: A focus on delivering measurable business outcomes and driving tangible improvements in revenue, profitability, and market position.

Collaboration Style:

• Cross-Functional Integration: The role acts as a central hub, requiring seamless integration and communication with Product, Sales, Marketing, Finance, Revenue Operations, and Legal teams.

• Process Review & Feedback: An open culture for reviewing GTM processes, offers, and strategies, incorporating feedback from various departments to drive continuous improvement.

• Knowledge Sharing: Encouraging the sharing of market insights, competitive intelligence, and best practices across teams to build collective understanding and strategic alignment.

📝 Enhancement Note: The values highlight a blend of analytical rigor, strategic foresight, and strong interpersonal skills. The emphasis on "builder's mindset" and "challenging weak assumptions" points to a culture that values proactive problem-solving and intellectual honesty.

⚡ Challenges & Growth Opportunities

Challenges:

• Navigating Ambiguity: The role will often involve operating with incomplete data, evolving market conditions, and competing stakeholder agendas, requiring strong adaptability and problem-solving skills.

• Cross-Functional Alignment: Gaining and maintaining alignment across diverse departments with potentially conflicting priorities (e.g., Sales pushing for aggressive pricing, Finance focused on margin) will be a continuous challenge.

• Translating Insights to Action: The complexity of the B2B payments market and the number of stakeholders can make it challenging to move from analysis and insight to concrete, adopted decisions and actions.

• Balancing Standardization and Customization: Developing offer frameworks that are both scalable and flexible enough to meet diverse customer needs and sales scenarios requires careful strategic planning.

Learning & Development Opportunities:

• Fintech/Payments Expertise: Deepen specialized knowledge in commercial payments, fleet cards, and B2B fintech, becoming a subject matter expert.

• Monetization & Pricing Strategy: Advance skills in advanced pricing methodologies, value-based selling, and complex offer architecture design.

• Executive Communication & Influence: Hone skills in presenting to and influencing senior leadership, building a strong executive presence.

• Strategic Leadership: Develop capabilities for leading broader strategic initiatives and potentially managing teams in future roles.

📝 Enhancement Note: The challenges are typical for senior strategy roles, requiring strong resilience and influencing skills. The growth opportunities leverage the specific industry and functional focus of the role.

💡 Interview Preparation

Strategy Questions:

• "Describe a time you developed a competitive strategy for a B2B product. What was your process, what were the key insights, and what was the outcome?" (Focus on process, data, and impact).

• "How would you approach designing a new pricing and rebate structure for a commercial card product targeting mid-sized businesses? What factors would you consider?" (Assess analytical framework and commercial acumen).

• "Imagine Sales wants to offer significant discounts on our core product to close a large deal. How would you evaluate this request from a commercial and financial perspective, and what recommendation would you make?" (Tests understanding of offer economics and cross-functional collaboration). Company & Culture Questions:

• "Based on your understanding of Corpay and the Fuelman brand, what do you see as our biggest competitive advantage, and how would you leverage it in our GTM offers?" (Demonstrates research and strategic thinking).

• "This role requires significant influence without direct authority. Describe a situation where you had to gain buy-in from multiple senior stakeholders for a strategic initiative." (Assesses influencing and collaboration skills).

• "How do you ensure that GTM offers and pricing strategies are not only competitive but also financially sustainable and aligned with company profitability goals?" (Focus on financial discipline and impact measurement). Portfolio Presentation Strategy:

• Structure Your Narrative: For each case study, follow a clear Problem -> Analysis -> Solution -> Outcome structure. Quantify results with specific metrics (e.g., "increased conversion by 15%", "improved average deal margin by 3%").

• Highlight Strategic Thinking: Explain why you made certain recommendations, referencing market data, competitive intel, or customer insights. Showcase your ability to connect the dots.

• Demonstrate Cross-Functional Collaboration: Explicitly mention who you worked with and how you managed relationships and alignment to achieve the outcome.

• Emphasize "Builder" Aspects: If you created new processes or frameworks, clearly explain their purpose and impact on efficiency or scalability.

• Be Ready to Dive Deep: Prepare to answer detailed questions about your analysis, assumptions, and execution challenges.

📝 Enhancement Note: The interview questions are designed to probe strategic thinking, analytical capabilities, cross-functional influence, and GTM execution experience. Candidates should prepare specific examples and quantify their impact.

📌 Application Steps

To apply for this Senior Director, Product Strategy & GTM Offers position:

• Submit your application through the provided link on the Corpay careers portal.

• Tailor your resume: Highlight your experience in product strategy, GTM offer development, pricing, competitive intelligence, and financial analysis, using keywords from the job description (e.g., "GTM architecture," "rebate strategy," "commercial strategy," "B2B payments," "AI tools"). Quantify achievements with specific metrics.

• Prepare your portfolio: Curate 3-4 key projects that best demonstrate your strategic thinking, analytical rigor, GTM offer development, and cross-functional influence. Be ready to present these with a clear narrative and quantifiable results.

• Research Corpay and Fuelman: Understand their market position, key products, and competitive landscape. Familiarize yourself with their company values and culture to articulate your fit.

• Practice your interview responses: Prepare detailed, STAR-method (Situation, Task, Action, Result) answers for common strategy and behavioral questions, focusing on your ability to influence and drive results in a complex GTM environment.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.

---