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 Pyro Thin 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.

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.

• We Do the Right Thing
• We are Problem Solvers
• We are Allies
• We Drive Forward

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.

• 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‑pages, 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,…