Merge pull request #3095 from FlowFuse/job-descriptions-to-handbook

Add product marketer JD to handbook + JDs overview

Author: ZJvandeWeg

src/handbook/peopleops/job-descriptions/account-executive.md

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+---
+navTitle: Account Executive
+navGroup: Job Descriptions
+---
+
+## Job Description
+We are seeking a highly motivated, driven, and self-sufficient Account Executive (a "Sales Explorer") to join our team and drive growth in the local region. In this early-stage growth opportunity, you will be responsible for identifying and closing new business opportunities, building strong customer relationships, and contributing to the overall success of FlowFuse. This role requires someone who can build pipeline, refine messaging, and optimize our sales motion based on real conversations, demonstrating a willingness to experiment and a comfort level with ambiguity.
+
+* Expand FlowFuse's customer base and revenue in the regional market, targeting key accounts using an Account-Based Marketing (ABM) approach.
+* Identify and engage new prospects, and drive deals from initial contact to close.
+* Test and refine our sales motion to optimize effectiveness in the regional market.
+* Generate pipeline through proactive prospecting and creative outreach, going beyond traditional cold emails.
+* Effectively communicate the value proposition of FlowFuse to both technical and business stakeholders.
+* Collaborate cross-functionally with marketing, product, and customer success to align on go-to-market strategy.
+* Gather and communicate market feedback to inform product development and sales enablement.
+
+## Skills
+* Startup Sales DNA: Experience working in an early-stage company (or have the mindset to thrive in one). Embraces ambiguity, iteration, and autonomy.
+* Full-Cycle Sales Experience: Proven experience selling B2B SaaS or enterprise technology and navigating complex sales cycles with multiple stakeholders.
+* Curiosity & Adaptability: A passion for testing new approaches, learning from data, and evolving sales strategies to match market needs.
+* Creative Prospecting Skills: Ability to go beyond cold emails and find innovative ways to connect with buyers.
+* Communication Skills: Excellent verbal and written communication skills with the ability to present complex information clearly.   
+* Technical Acumen: Comfortable understanding and explaining technical solutions such as Node-RED, industrial automation, IoT, or DevOps tooling.
+* Cultural Awareness: Strong understanding of cultural nuances and business practices within the region.
+* Familiarity with AI tools to enhance sales processes is a plus.
+* A strong attitude match with the existing team is critical, as is experience managing both inbound leads and creating outbound strategies.
+
+## 90-Day Plan:
+
+* Week 1-4:
+   * Immerse yourself in FlowFuse’s product, strategy, and market with a focus on enterprise-readiness, applications on the edge, and enhanced integration capabilities.
+   * By week 2, you should be driving sales pitches with a supportive shadow.
+   * Familiarize yourself with the Node-RED ecosystem, competitive landscape, and specific regional market dynamics.
+   * Meet with key stakeholders across sales, marketing, product, and customer success.
+   * Review existing sales materials and processes, and roll out iterative improvements.
+* Week 5-8:
+   * Develop a deep understanding of our target customer personas and their specific needs within the region.
+   * Begin refining key messaging and positioning for FlowFuse in the regional market.
+   * Start building pipeline through proactive prospecting and outreach.
+   * Analyze initial sales activity and identify key metrics for tracking success.
+* Week 9-13:
+   * Actively manage and progress sales opportunities.
+   * Refine and iterate on sales strategies and playbooks based on market feedback and results.
+   * Collaborate with marketing to develop targeted campaigns for the regional market.
+   * Provide feedback to the product team on market needs and requirements.
+
+## EMEA Specific information
+* Expand FlowFuse's customer base and revenue in the EMEA market, targeting key accounts using an Account-Based Marketing (ABM) approach.
+* Test and refine our sales motion to optimize effectiveness in the EMEA market.
+* Multilingual & Culturally Fluent (Bonus): Fluency in French, German, or another European language is a significant plus.
+
+## Hiring Plan:
+* Initial Screening: Review resumes and cover letters to assess candidate qualifications and experience.
+* First Interview: Conduct a phone or video interview to further evaluate candidate skills, experience, and cultural fit.
+* Second Interview: In-depth interview with the hiring manager and other team members to discuss specific experience, skills, and how the candidate aligns with the product strategy and pillars.
+* STAR interview - Behaviour interview to understand if there’s value alignment.
+* Assessment/Presentation: May require a work sample, case study, or presentation to demonstrate the candidate's abilities. 
+* Final Interview: A final interview with key stakeholders.
+* Offer: Extend an offer to the selected candidate.

src/handbook/peopleops/job-descriptions/index.md

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+---
+navTitle: Job Descriptions
+---
+
+# Job Descriptions
+
+At FlowFuse, job descriptions are the first step in hiring. They are an important tool in helping manage expectations with candidates on what role they're applying for and, because like all other documents, are kept up-to-date in the handbook, they also become the basis for performance reviews. 
+
+Job Descriptions have a few standard parts to them:
+* Job Description- an overview of the role and the resposibilities that we will expect this candidate to fulfill
+* Skills- requirements and nice-to-have experience sets of candidates; we never expect a candidate to have 100% of the requirements
+* 90 Day Plan- (technically a 13 week plan) expectations for onboarding and how a candidate can expect their first 3 months to go 
+* About FlowFuse- this is our chance to sell candidates on why they want to work here; this is not required in the handbook, just on the actual job posting
+* Hiring Plan- what will the interview path for this candidate look like
+
+There may be other fields or add-ons included in the job posting via Greenhouse that may not be in the job description in the handbook, inlcuding geographic or timezone requirements, salary ranges, or other details specific to that particular hire that are not specific to the role. 

src/handbook/peopleops/job-descriptions/product-marketer.md

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+---
+navTitle: Product Marketer
+navGroup: Job Descriptions
+---
+
+## Job Description
+We are seeking a highly motivated and experienced Product Marketer to join our team. In this role, you will be responsible for developing and executing marketing strategies that drive adoption and growth of the FlowFuse platform. You will work closely with product, engineering, and sales to understand and shape our product roadmap, target audience, and market trends. Your primary focus will be to effectively communicate the value of FlowFuse to our target audience, drive demand, and support our overall business growth.
+
+* Develop and execute comprehensive product marketing strategies to drive product adoption and achieve revenue targets.
+* Clearly articulate the value proposition of FlowFuse and its features to target audiences.
+* Increase market awareness and generate demand for FlowFuse solutions.
+* Support the sales team with effective marketing collateral and tools.
+* Gather and analyze market and customer insights to inform product development and marketing strategies.
+* Join a team that includes a content writer and marketing generalist, reporting directly to the CEO, and set the vision for what Product Marketing a FlowFuse looks like.
+
+## Skills
+* Proven experience in product marketing, preferably in a B2B SaaS environment. 
+* Strong understanding of software development, deployment, and management.
+* Excellent written and verbal communication skills, with the ability to create compelling content.
+* Ability to translate technical product features into clear and concise benefits for users.
+* Experience with various marketing channels and tools, including digital marketing, content marketing, and social media.
+* Analytical skills to measure marketing effectiveness and optimize campaigns.
+* Collaborative and able to work effectively across different teams.
+* Requirement to be familiar with the industrial sector, IIoT, Iot or similar
+   * Node-RED knowledge and familiarity is a plus.
+
+## 90-Day Plan:
+* Week 1-4:
+   * Immerse yourself in FlowFuse's product, strategy, and market.
+   * Familiarize yourself with the Node-RED ecosystem and competitive landscape.
+   * Meet with key stakeholders across product, sales, and engineering.
+   * Review existing marketing materials and identify areas for improvement.
+* Week 5-8:
+   * Develop a deep understanding of our target personas and their needs.
+   * Start developing key messaging and positioning for FlowFuse.
+   * Begin working on content for upcoming product launches or feature releases.
+   * Analyze current marketing performance and identify key metrics for tracking success.
+* Week 9-13:
+   * Develop and begin executing on initial marketing campaigns.
+   * Create sales enablement materials to support the sales team.
+   * Gather customer feedback and market insights to refine messaging and strategy.
+   * Establish processes for ongoing market analysis and competitive intelligence.
+
+## Hiring Plan:
+* Initial Screening: Review resumes and cover letters to assess candidate qualifications and experience.
+* First Interview: Conduct a phone or video interview to further evaluate candidate skills, experience, and cultural fit.
+* Second Interview: In-depth interview with the hiring manager and other team members to discuss specific experience, skills, and how the candidate aligns with the product strategy and pillars.
+* STAR interview - Behaviour interview to understand if there’s value alignment.
+* Assessment/Presentation: Will require a work sample, case study, or presentation to demonstrate the candidate's abilities. [Internal doc with assessment guidance](https://docs.google.com/document/d/1AXja3R-SRl5KLNqB-8emMuYgnRp8cAOtkVKVD207szo/edit?tab=t.0){rel="nofollow"}.
+* Final Interview: A final interview with key stakeholders.
+* Offer: Extend an offer to the selected candidate.