Segment Management Director

Job description

Onbe, a fast-growing FinTech, bringing innovation to a rapidly growing global marketplace, stands for “on behalf.” Because that’s exactly how we work: on behalf of our clients, as their comprehensive payments partner. We transform the way payments are imagined — as an opportunity for innovation, a source of insight to customers, and a way to connect with partners around the globe!

Summary:

The Segment Management Director combines a deep understanding of our buyers with expertise in how Onbe’s capabilities can be deployed to tackle high-value problems in specific segments, roles, and business situations. You will develop strategy and turn it into action by working closely with go-to-market teams, working within a value-based framework that ensures our activities are anchored in buyer pains, quantifiable outcomes, and delivered ROI. Reporting to the VP, Segment Management, you possess an entrepreneurial spirit and are passionate about payments. Boost leadership skills by encouraging partnerships and gaining support for cross-team strategy implementation.

This is a hybrid role that will work onsite 2 days per week at our Buffalo Grove, IL office. Occasional travel may be required as part of this position.

Responsibilities:

• Lead value-driven segmentation and targeting Identify and prioritize high-fit markets, accounts, and buyer personas based on what they value most. Continuously refine segmentation with market feedback and performance data.
• Develop vertical-specific buyer profiles Create and maintain ICPs, personas, and top-target lists that reflect real buyer pains and value drivers, guiding sales to focus on the most attractive opportunities.
• Oversee development of high-impact assets Oversee the development of positioning, messaging, and enablement deliverables (e.g., discovery decks, value calculators, proposals). Ensure these assets consistently articulate Onbe’s ROI and differentiation, and drive urgency for action.
• Act as a consultative deal partner Join live sales cycles as a segment SME to lead detailed discovery sessions, assemble current-state assessments, and deliver value summaries that demonstrate Onbe’s impact.
• Create structured feedback loops Partner with Sales, Enablement, and Marketing to capture insights from field conversations, Translate feedback into iterative improvements for messaging, tools, and GTM plays.
• Serve as the voice of the customer internally Ensure external activities (PR, panels, webinars, tradeshows) align to validated customer value drivers. Provide thought leadership by representing the authentic customer perspective, and where appropriate, participate in external forums.
• Standardize solution design & positioning Collaborate with Product, Legal/Compliance, and Finance to define and maintain solution standards—features, pricing models, packaging approaches, and compliance positions. Ensure solutions align to customer value drivers.
• Surface market insights to inform product roadmap Uncover market trends to guide product roadmap Translate research findings and buyer value drivers into prioritized features to drive growth. Provide structured, data-backed recommendations to influence roadmap decisions.
• Report and influence at the executive level Deliver concise, data-backed updates on segment performance, market dynamics, risks, and opportunities. Distill complex findings into clear narratives that inform strategic decisions and create organizational alignment.

Qualifications:

• 10+ years in Segment/Market Management, Value Engineering, Product Marketing, Strategy, or a related field, with at least 5+ years in fintech, SaaS, or financial services
• Consistent track record of leading value-based positioning initiatives that drove measurable outcomes
• Strong written and verbal communication skills, including presenting to executive leadership
• Expertise in value-based frameworks, value engineering, segmentation, and customer profiling
• Strong understanding of financial metrics, buyer psychology, and GTM dynamics in B2B fintech
• Excellent analytical thinking and execution skills; ability to translate insights into action
• Outstanding cross-functional collaboration and stakeholder management
• Ability to synthesize complex data into clear, compelling strategies
• Comfort with ambiguity and experience building new frameworks and processes from scratch

The base salary range for this position is between $165,000 to $180,000 with eligibility for an annual bonus. The actual base salary offered depends on a variety of factors, including but not limited to the qualifications of the individual applicant for the position, years of relevant experience, specific and unique skills, level of education attained, certifications or other professional licenses held, business needs, and market demand. Our competitive benefits include medical, dental, vision, wellness, 401(k) matching, Open PTO, work from anywhere, generous parental leave, and more! Our job titles may span more than one career level. All candidates are encouraged to apply.

At Onbe, a diverse group of people, ideas, and perspectives are key to achieving phenomenal things. For over 25 years, our focus has remained on building a culture of openness and ingenuity, where employees come together to innovate and build disbursement solutions that make the lives of our clients and their consumers and workforces easier and better. Our definition of success includes celebrating differences and affirming belonging. To that end, we ask employees to come to Onbe as they are and contribute their diverse perspectives, identities, and experiences.

We believe that the recruiting phase is only the very beginning of diversity and inclusion. At Onbe, we’re constantly evolving the way we celebrate diversity every day and in everything we do. With several internal committees that are dedicated to mental and physical wellness, diversity, inclusion, and community outreach, we are committed to making a culture that is inclusive to all.

Onbe is proud to be an equal opportunity employer. We seek out ways to create a mindful workforce that embraces diversity and celebrates a culture of inclusion. We do not discriminate against employees or job applicants on the basis of race, color, ancestry, national origin, sex (including pregnancy), gender identity, sexual orientation, marital or family status, religion, age, disability, genetic information or military service. Our equal opportunity policy applies to all decisions of employment including hiring, placement, promotion or advancement, termination, layoff, recall, transfer, compensation, training and leaves of absence