We are seeking a seasoned and insightful people leader to build and lead our Market Intelligence function. In this strategic role, that will lead a small team, you will be responsible for developing a comprehensive understanding of our target markets, identifying and analyzing customer segments, and translating insights into actionable strategies and deliverables that drive marketing, sales, and product development efforts.
Key Responsibilities:
- Drive and evolve the company’s competitive strategy, with a focus on clearly articulating differentiation and influencing go-to-market decisions. Evolve a robust market intelligence program that interprets competitive ecosystem dynamics, GTM shifts, emerging threats and activates a call to action.
- Take the lead - create and deliver strategic insights for company-wide and external consumption (including but not limited to presentations, quarterly business reviews, board memo, etc.)
- Lead market research initiatives for the company: Design and execute qualitative and quantitative research studies to understand market dynamics, customer needs, competitor landscapes, and industry trends.
- Develop and refine customer segmentation frameworks across multiple products and personas: Identify, analyze, and prioritize customer segments based on firmographics, technographics, and behavioral data.
- Democratize insights - Maintain a repository of research reports, industry reports and news, customer and partner feedback so it is discoverable and usable by Marketing, Sales and Product.
- Synthesize and distill research data and feedback from multiple sources, and proactively share with teams via regular read-outs, research recaps, lunch-and-learns, etc.
- Partner with Product Marketing and Sales Enablement to embed competitive insights into messaging frameworks, positioning guides, sales playbooks, and training.
- Organize and deliver strategic competitive briefings and learning sessions to inform and educate cross-functional go-to-market teams.
- Partner with Business Operations and functional leaders to distill win/loss as well as churn & downgrade analyses into actionable insights and competitive positioning to improve business performance.
- Build and maintain a robust competitive insights program, including keeping a pulse on the latest news with key competitors, delivering win-loss intelligence, and articulating product differentiators
- Lead competitor analysis: Conduct in-depth research and analysis of key competitors, including their products, pricing, marketing strategies, and sales tactics.
- Monitor competitor activity and emerging threats: Proactively identify new entrants, product innovations, and market shifts that could impact your competitive landscape.
- Benchmark our performance against competitors: Analyze market share, win/loss, customer acquisition costs, and other key metrics to identify areas for improvement
- Translate market insights into actionable strategies: Partner with demand generation & campaign teams to recommend and implement data-driven strategies for marketing campaigns, sales messaging and enablement, and product development based on segment-specific needs and opportunities.
- Support product development: Provide insights into market trends and competitor offerings and customer needs to inform and shape product lifecycle decisioning
- Build and manage a high-performing team: develop and lead a small team that collaborates and informs cross-functional teams: Partner closely with marketing, sales, product, and other departments to ensure alignment and effective utilization of market intelligence.
Required Qualifications:
- 10+ years of experience in B2B marketing, market research, or a related field,
- Proven track record of success in developing and implementing market research initiatives.
- 3+ years’ experience leading a marketing function, or similar, used to managing multiple projects at one time within established timelines.
- Ability to handle individual contributor and detail-oriented responsibilities in addition to people management responsibilities such as guiding, performance managing and mentoring a team
- Strong analytical skills and experience in quantitative and qualitative research methods, translating complex data into actionable insights
- Deep understanding of B2B segmentation principles and best practices.
- Excellent communication and presentation skills, both written and verbal.
- Ability to build strong partnerships at all levels of leadership and manage by influence
Preferred Qualifications:
- Experience in high growth companies, Software/SaaS/B2B technology industry experience is preferred.
- Experience in product marketing
- Experience of managing global market research projects that include EMEA and/or APAC markets
The base salary range for this position is 168,000 - 262,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.
Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.
