Senior Manager, Competitive Intelligence & Positioning

Wrike • Remote (US - Remote) • 1m ago

About the Role:

Collaborative work management is a $14B category growing at 15% a year, and the competitive set is consolidating fast. Wrike is hiring a Senior Manager, Competitive Intelligence & Positioning to own our company wide competitive program end to end, connecting what's happening in the market to how our GTM teams win deals because of it.

You'll build the single source of competitive truth our field relies on daily, sharpen the "Why Wrike Over Them" narrative for the core platform, and turn competitive analysis into deal level plays that move win rates against our primary competitors.

This is not a research only role. You'll be equally comfortable writing an executive brief for our CEO, building a battlecard, and coaching an AE through a live competitive situation the same afternoon.

This is a senior individual contributor role. You won't have direct reports. You'll have a mandate, executive air cover, and the responsibility to influence Sales, Product, Enablement, and Analyst Relations without direct authority.

Your Impact:

The Competitive Program: Build, scale, and maintain a high adoption single source of truth: battlecards, competitor teardowns, and playbooks, with a clear tiering framework that decides which competitors get which depth of coverage. Success is measured by whether the field uses it, not whether it exists.
Core positioning and differentiation: Craft and evolve Wrike's positioning and value messaging framework across target verticals and buyer personas: before and after scenarios, the capabilities buyers must have to get there, our defensible differentiators, and the metrics and proof points that make the claims verifiable. Keep it the single source of truth across Sales, CS, and campaigns, not a parallel doc that competes with what the field already uses.
Deal-Level Wins: Partner with Sales and Revenue Enablement to translate intelligence into tactical plays (trap setting discovery questions, objection handling, displacement plays) and join high stakes competitive evaluations and churn risk calls directly when your expertise can tip the outcome.
The win/loss program. Design and operate win/loss across segments, instrumented via [Salesforce/Clari/Clozd,Klu], with quarterly readouts and recommendations that reach Product and GTM leadership.
Competitive pricing and packaging intelligence. Track and analyze competitor pricing models, packaging shifts, and discounting behavior, and equip Sales to navigate them in negotiation.
Quantified value. Build the business-case layer that makes our differentiation defensible in enterprise deals — ROI models, TCO comparisons, and value realization frameworks Sales can put in front of an economic buyer.
Executive Intel cadence: Establish a recurring intel cadence for GTM and product leadership, analyzing market movements, pricing/packaging shifts, product launches, M&A activity, and analyst coverage.
Analyst and review site influence. Partner with AR on Gartner, Forrester, and IDC submissions, RFIs and RFPs, evaluation criteria, and review site strategy (G2, TrustRadius) so Wrike's differentiators are accurately represented where buyers actually look.
An AI native operating model. Build and optimize AI-powered workflows that scale how intelligence is gathered, synthesized, and distributed — competitor tracking, win/loss sentiment mining from deal notes, teardown analysis, and competitive RFP response.

How You'll Drive Business Value:

You'll own and report on:

Win rate against named primary competitors
Competitive displacement, meaning deals won where an incumbent competitor was in seat
Deal velocity and influenced ACV in competitive opportunities
Field adoption of competitive assets, measured rather than assumed

Your Qualifications:

7+ years in competitive intelligence, product marketing, or strategic GTM in B2B SaaS, with demonstrated success building competitive programs and enablement assets that measurably moved win rates and deal velocity.
Proven ownership of strategic functional initiatives end to end. You set the priorities, you're accountable for the outcomes, and you've done it without a team underneath you.
Demonstrated ability to influence and align senior stakeholders across Sales, Product, Enablement, and Executive Leadership without direct authority.
Exceptional written and verbal communication. You can hold a room of executives and a room of AEs on the same day, and adjust the altitude without losing the point.

Standout Qualities:

Familiarity with enterprise value selling methodologies (Force Management's Command of the Message, MEDDICC/MEDDPICC, Challenger, or similar) and a track record of translating them into messaging, discovery guides, and competitive plays reps will actually use.
Experience in work management, collaboration, knowledge management, or adjacent enterprise SaaS categories.
Hands on with CI and revenue tooling: [Klue, Clozd, Clari, Salesforce, Gemi, Claude, etc ].
Direct experience contributing to major industry research: Gartner Magic Quadrant, Forrester Wave, or equivalent.
Comfort with pricing intelligence, packaging analysis, and contract negotiation dynamics.
Financial literacy. You can pull an insight out of a company's annual filings.

Our Work Style:

You'll report into Product Marketing Management and partner closely with Product Management, Revenue Enablement, Sales, and Executive Leadership as the resident expert on competitive dynamics: strategic advisor to leadership, trusted tactical partner to the field.

We're a collaborative, fast moving team that values transparency, continuous learning, and swift execution. We run on Wrike, so you'll use the product you're positioning every day, which turns out to be one of the better competitive research methods available.