Segment Management Director at Onbe

Plano, Texas, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

FinTech, PaymentsIndustries

Requirements

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

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

Skills

Key technologies and capabilities for this role

Market SegmentationBuyer PersonasICP DevelopmentSales EnablementValue PropositionROI AnalysisStrategic PlanningPositioningMessagingConsultative SellingCross-functional LeadershipPayments Strategy

Questions & Answers

Common questions about this position

Is this role remote or does it require office work?

This is a hybrid role that requires working onsite 2 days per week at the Plano, TX office, with occasional travel possibly required.

What are the key responsibilities of the Segment Management Director?

Key responsibilities include leading value-driven segmentation and targeting, developing vertical-specific buyer profiles, overseeing high-impact assets, acting as a consultative deal partner, and creating feedback loops with teams.

What skills or qualities are needed for this position?

The role requires a deep understanding of buyers, expertise in Onbe’s capabilities, entrepreneurial spirit, passion about payments, and strong leadership skills to encourage partnerships and implement cross-team strategies.

What is the reporting structure for this role?

The position reports to the VP, Segment Management.

What makes a strong candidate for this Segment Management Director role?

Strong candidates will have an entrepreneurial spirit, passion for payments, proven ability to develop strategies and drive cross-team implementation, and experience working closely with go-to-market teams in a value-based framework.

Onbe

Digital payment solutions for businesses

About Onbe

Onbe specializes in digital payment solutions that enhance the payment experience beyond traditional currency transactions. The company provides a variety of customizable and secure payment options for businesses across multiple industries, including automotive, biotech, and telecom. Onbe's primary focus is on corporate disbursement solutions, which help companies efficiently and securely distribute funds to their recipients. Unlike many competitors, Onbe tailors its services to meet the specific needs of different sectors, allowing clients to create engaging payment experiences that drive growth and address market challenges. The goal of Onbe is to be a preferred payments partner, delivering value that extends beyond mere transactions and improving the overall experience for both businesses and their customers.

Buffalo Grove, IllinoisHeadquarters

1996Year Founded

VENTURE_UNKNOWNCompany Stage

Fintech, Financial ServicesIndustries

201-500Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Wellness Program

401(k) Company Match

401(k) Retirement Plan

Unlimited Paid Time Off

Parental Leave

Risks

Emerging fintech startups increase competition in digital payments.

Regulatory risks in niche markets like recycling may impact operations.

Reliance on partnerships could pose challenges if partners face difficulties.

Differentiation

Onbe offers customizable digital payment solutions across diverse industries.

The platform enables instant digital disbursements, enhancing recipient satisfaction.

Onbe's partnerships expand its reach in niche markets like recycling and restaurant tips.

Upsides

Growing demand for digital payments boosts Onbe's market potential.

Partnerships with industry leaders enhance Onbe's service offerings.

Onbe's focus on instant payouts aligns with consumer preferences for speed and convenience.

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