Segment Marketing Manager

What we do-

Aspen is a technology leader in sustainability and electrification solutions. The Company's aerogel technology enables its customers and partners to achieve their own objectives around the global megatrends of resource efficiency, e-mobility, and clean energy. Aspen's PyroThin products enable solutions to thermal runaway challenges within the electric vehicle ("EV") market. The Company's Cryogel and Pyrogel products are valued by the world's largest energy infrastructure companies. Aspen's strategy is to partner with world-class industry leaders to leverage its Aerogel Technology Platform into additional high-value markets. Aspen is headquartered in Northborough, Mass.

What we value-

At Aspen, our values reflect who we are and how we work both with each other and our customers, suppliers, and communities. They shape our interactions, guide our decisions, and inspire us to bring our best. Whether collaborating internally or externally, our values drive us to make a meaningful impact within Aspen and in all our relationships.

Aspen's CORE Values

We Do the Right Thing

We are Problem Solvers

We are Allies

We Drive Forward

What you will do-

A key player supporting Aspen Aerogels' adjacent markets team, the Segment Marketing Manager, Adjacent Markets is responsible for identifying, prioritizing, and developing new market segments that leverage Aspen's core technology in adjacent applications and industries. This role is focused on validation and enablement, with successful segments handed off to the business development team for scale.

This position reports to VP Marketing and Sales Excellence. The ideal candidate will be passionate about understanding customers and markets, able to drive clarity in ambiguous situations, and thrive in a fast-paced environment. To be successful, he/she will build effective relationships based on confidence and trust with key collaborators at all levels of the organization, including marketing, sales, product management, engineering, operations, and finance.

How will you do it-

• Adopt and follow Aspen's core values -We do the right thing, We are problem solvers, We are allies and We drive forward.
• Conduct market research and competitive analysis to understand global industry dynamics, market trends and competitors' strategies, including total addressable and service addressable marketing analysis
• Market Selection & Prioritization: Build and maintain a portfolio of adjacent market opportunities, define clear screening criteria, and recommend where to focus based on fit, attractiveness, feasibility, and time-to-revenue. Establish explicit disqualifiers and stage gates to avoid low-value pursuits.
• Work with Product Management to develop and drive progress of an attractive product development portfolio, in close collaboration with Research & Development.
• Voice of Customer & Insights: Lead structured customer, partner, and internal stakeholder discovery to understand segment needs, buying processes, and adoption barriers; translate learning into segment strategy, messaging, and action.
• Positioning & Messaging: Develop segment-specific positioning, value propositions, and proof points that translate Aspen's technical capabilities into customer outcomes for each priority segment.
• Go-to-Market Planning: Value chain and ecosystem analysis, define buyer personas, target account profiles, and sales channel for priority adjacent segments.
• Sales Enablement: Partner with business development to create tools that improve conversion and consistency, including segment one-pagers, objection handling and segment playbooks.
• Competitive & Substitute Analysis: Analyze alternatives customers use today (materials, designs, processes, and suppliers), identify Aspen's differentiated edge, and document competitive landmines and disqualifiers.
• Business Case Development: Work with finance, product, and technical teams to develop ROI assumptions, sizing logic, and value frameworks that support internal investment decisions and customer justification.
• Cross Functional Marketing: Partner with other marketing team members to support integrated campaigns and advise on the best use of tactics (events, content, PR, digital) to support adjacent market validation objectives.
• Handoff Readiness: Define "ready to scale" criteria and build the handoff package for winning segments (ICP, messaging, proof points, pilot learnings, qualification criteria, and recommended sales motion). Support transition to the owning commercial team to ensure continuity and adoption.

Why you are right for the job-

• 5+ years' experience in B2B segment marketing, product marketing, strategy, or adjacent market development (industrial, energy, automotive, or technical materials preferred)
• Proven ability to build segment strategy: segmentation, ICP definition, persona development, market entry planning, and prioritization frameworks
• Demonstrated Voice of Customer capability, including interview design, insight synthesis, and translating findings into positioning and GTM decisions
• Strong writing and communication skills for technical/industrial audiences, including messaging, value propositions, sales tools, application narratives, and executive-ready summaries
• Strong business acumen, including competitive/substitute analysis, basic market sizing, and building value/ROI frameworks with cross-functional inputs
• Experience partnering cross-functionally with sales, engineering, product management, operations, and finance to drive commercialization outcomes
• Comfort operating with incomplete information, using stage gates and disqualifiers to make decisions and avoid analysis paralysis

Personal Competencies:

• Ability to work independently, multi-task, and perform under pressure, with a bias toward action and measurable outputs
• Strong relationship-building skills and the ability to influence without authority across marketing, sales, technical, and operations teams
• Excellent project management and prioritization skills, with the discipline to drive decisions, not just activity
• Intellectually curious and customer-focused, with the ability to learn new technical concepts quickly and translate them into clear market language
• Clear, direct communicator who can simplify complex ideas and align stakeholders around a focused plan
• High ownership mindset: sees gaps, proposes solutions, and follows through to completion

What to expect-

Physical Demands and Work Environment:

• Occasionally required to stand and walk
• Frequently required to sit
• Frequently required to utilize hand and finger dexterity
• Occasionally required to climb, balance, bend, stoop, kneel or crawl
• The employee must occasionally lift and/or move more than 5lbs pounds.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

PERKS OF JOINING OUR TEAM!

Aspen is committed to offering a comprehensive benefits package, a positive and productive work environment, encouraged work/life and family balance, and opportunities for growth and development, in a culture that is focused on inclusion, sustainability, and working together to solve the world's toughest challenges.

Aspen is proud to offer a competitive benefits package including Medical, Dental, Vision, Tuition Reimbursement, Paid Holidays, Sick Time, and PTO. In addition, we also offer 401k Employer Match, Life and Disability Insurance, and other benefits.

Expected Compensation: Between $130,000 and $160,000 USD/year based on experience. Yearly Bonus eligibility.

Aspen Aerogels, Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.

Aspen Aerogels, Inc. is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e-mail to abuttitta@aerogel.com or call and leave a voice message at (508) 466-3111 and let us know the nature of your request and your contact information and we will return your message.