About WorkSpan
The next era of growth is being driven by business interoperability. Cloud, genAI, solutions combining services and software- more and more, companies outpace their competition not just through building superior products, but by creating stronger partnerships, paths to market, and better business models for winning together. Cloud providers, service providers, tech partners and resellers are teaming up to win more deals together through co-selling.
WorkSpan is building the world’s largest, trusted co-selling network.
WorkSpan already has seven of the world’s ten largest partner ecosystems on our platform and $50B of customer pipeline under active management. AWS, Google, Microsoft, MongoDB, PagerDuty, Databricks and dozens of others trust WorkSpan to accelerate and amplify their ecosystem strategies.
With a $30M series C and backing from world class investors Insight Partners, Mayfield, and M12, WorkSpan is poised to drive the future of B2B. Come be a part of it.
Join our team for the opportunity to:
● Own your results and make a tangible impact on the business
● Develop a deep understanding of GTM working closely with leadership across sales & marketing
● Work with driven, passionate people every day
● Be a part of an ambitious, supportive team on a mission
Role Overview
We are looking for a Sr. Product Manager – Marketplace to own and scale our Marketplace
Application across AWS, Microsoft, and Google ecosystems. This person will be responsible for:
● Defining the product strategy and roadmap for Marketplace (private offers,
authorizations/CPPO, agreements, usage, and billing/reconciliation).
● Working deeply with customers, field teams, and Hyperscaler partners to understand the
cloud marketplaces processes and what they need from WorkSpan to run these motions
at scale.
● Translating complex marketplace, billing, and CRM workflows into simple, powerful
capabilities in WorkSpan Web and Salesforce/Dynamics apps.
This is a senior, hands-on PM role: you will do customer discovery, write detailed PRDs, own
execution with engineering and design, and be accountable for outcomes in production.
Key Responsibilities
Product Strategy & Roadmap
● Own the end-to-end product strategy and roadmap for Marketplace – including listings,
private offers, authorizations/CPPO, agreements, metering/usage, and billing &
reconciliation across AWS, Azure, and GCP marketplaces across all Sales Motions
Seller, Reseller and Vendor.
● Define clear problem statements, success metrics, and release-by-release iteration
plans (e.g., usage ingestion, billing data ingest, reconciliation reports, multi-currency,
flexible billing, offer withdrawal, CPQ flows).
● Continuously assess competitive products (Tackle, Suger, Labra, etc.) and Hyperscaler
roadmaps to maintain and extend WorkSpan’s differentiation in marketplace operations
and reporting.
Customer & Partner Discovery
● Run structured discovery with ISVs, GSIs, and resellers to understand their marketplace
motions: listing, private offer creation, approvals, buyer acceptance, billing, and
reseller-led CPPO flows.
● Deeply understand the needs of Partner Ops, Deal Desk, Cloud Alliances, Sales Ops,
and Finance/Billing teams who rely on WorkSpan for marketplace execution and
reporting.
● Build strong working relationships with hyperscaler counterparts (AWS Marketplace,
Microsoft Commercial Marketplace, Google Cloud Marketplace) to align on APIs,
programs, and joint use cases.
Execution & Delivery
● Write clear, detailed PRDs and user stories that cover end-to-end flows (web +
SFDC/Dynamics), edge cases, API contracts, and reporting requirements.
● Work closely with engineering and QA to groom the backlog, size work, manage
scope, and drive on-time, high-quality releases (monthly core releases plus CRM app
releases).
● Partner with Design to create intuitive user experiences for complex marketplace
workflows (offer lifecycle, authorizations, billing views, dashboards, reconciliation).
● Ensure new capabilities are testable and observable, with clear metrics, logs, and
dashboards for Marketplace health and adoption.
Cross-Functional Leadership
● Collaborate with Sales, CS, PS, and Support on GTM, implementations, and
escalations; convert repeated PS/custom asks into standard product features where it
makes sense.
● Own field and customer enablement for Marketplace releases – feature positioning,
release notes input, internal FAQs, and training content for PMs, CS, PS, and partners.
● Act as the internal subject-matter expert for cloud marketplaces and represent
Marketplace in product planning, release go/no-go, and quarterly planning forums.
What We’re Looking For
Must-Have
● 5–10 years of Product Management experience in B2B SaaS, with at least part of that
owning a complex product area (cloud marketplaces, integrations, or billing/payments).
● Strong product thinking: ability to take an ambiguous space (cloud marketplaces,
private offers, billing) and drive it to a clear, opinionated product strategy and roadmap.
● Demonstrated experience owning API/integration-heavy systems (e.g., payments,
marketplaces, CRM, or ERP), including working through edge cases, failure modes, and
data consistency issues.
● Excellent execution discipline: writing detailed specs, driving grooming, supporting
design, unblocking engineering, and getting features to production with quality and on
schedule.
● Very strong analytical skills – comfortable working with usage, billing, and revenue data
to define KPIs, validate impact, and drive prioritization.
● Communication and collaboration: can work across time zones with engineering,
design, PS, field teams, and leadership; can clearly communicate trade-offs, decisions,
and timelines.
● High ownership, bias for action, and comfort operating in a fast-paced, evolving
environment.
Great to Have
● Direct experience with one or more cloud marketplaces (AWS Marketplace, Microsoft
Commercial Marketplace, Google Cloud Marketplace) – especially around listings,
private offers, CPPO/MPO, or marketplace reporting.
● Experience with Salesforce or other CRM apps in the context of co-sell or marketplace
motions (e.g., creating offers from SFDC, mapping opportunities to offers/agreements).
● Background in billing, metering, or financial reconciliation – e.g., working with
systems like Metronome, Orb, NetSuite, or SAP for usage and billing flows.
● Prior work on ecosystem / partner / co-sell products or GTM motions.
● Technical grounding (CS degree or equivalent) enabling productive conversations with
architects and senior engineers.
