Market Intelligence Specialist

This is a fully remote position, open to applicants anywhere in the world.

📋 Description

• Continuously monitor the healthcare SaaS and Fintech landscape, including Rivio, Upflux, Osigu, Noxtec, TOTVS Saúde, and emerging players.

• Develop and maintain an ongoing monitoring system with established sources, update frequency, and output format — avoiding ad hoc research.

• Leverage AI to enhance monitoring capabilities: utilizing news-tracking agents, competitor job boards, reviews, and industry publications.

• When a competitor introduces a feature, alters pricing, engages a Fin‑x account, or secures funding — provide context to the Director before market awareness.

• Oversee the win/loss process — from designing scripts to quarterly synthesis that highlights actionable patterns.

• Conduct structured interviews with potential clients and lost customers, maintaining neutrality and avoiding commercial executive bias.

• Categorize reasons for losses by various dimensions: product, pricing, sales process, timing, competition, and inertia.

• Automate transcription and categorization using AI to detect clusters and patterns at scale.

• Keep an updated map of the Brazilian hospital Total Addressable Market (TAM): networks, independents, categorized by size, specialty, and region.

• Cross-reference with the existing customer base to identify whitespace — areas where Fin‑x is absent but should be present.

• Provide structured data for Sales Planning to facilitate territory planning, avoiding reliance on estimates.

• Automate the collection of public data: CNES, ANS, and hospital-industry publications.

• Maintain current market share metrics and identify market opportunities.

• Map the installed-base TAM: assess potential revenue headroom for each customer — identifying unused products, unimplemented units, and potential take rates.

• Develop an upsell-readiness model: determining which customers have the profile, health, and timing for expansion — integrating product adoption, health scores, and financial behavior.

• Detect early churn-risk signals: declines in adoption, unusual financial behavior, stakeholder changes — prior to CS identifying the issue.

• Deliver a prioritized monthly list of customers for expansion to CS and Sales — including estimated revenue potential and recommended engagement timeframes.

• Provide CS with risk intelligence: prioritized monitoring account lists with context for alerts — encompassing not just scores but the signals that triggered them.

• Collect and maintain market benchmarks: typical win rates for B2B SaaS in healthcare, sales cycles by company size, take rates of health fintechs, net revenue retention of similar platforms, and signals for product roadmaps.

• When the Director requires insights on whether Fin‑x’s pricing is appropriate or if churn rates are exceeding expectations — you will have the benchmarks at hand.

• Identify market signals that influence the roadmap — recurring trends in win/loss scenarios, competitive features gaining traction, and gaps leading to systematic losses.

• Conduct quarterly cohort analyses to validate or challenge the current Ideal Customer Profile (ICP): assessing which customer vintages exhibit higher lifetime value, lower churn, and greater expansion.

• Determine commonalities among the best customers and the worst customers — to refine qualification criteria.

• Provide Commercial Planning with an evidence-based ICP rather than relying on intuition.

• Establish and operate competitive monitoring agents that provide a structured weekly summary to the Director.

• Utilize large language models (LLMs) such as GPT-4 and Claude for processing and synthesizing extensive volumes of interviews, reviews, and documents.

• Implement automation using low-code tools (Zapier, Make, n8n) for the collection and structuring of market data.

• Create simple predictive models with low-code machine learning tools to assist in expansion and ICP decisions.

• Maintain an external-intelligence dashboard that updates automatically — tracking share of voice, competitive movements, and TAM evolution.

⛳️ Requirements

• A degree in Business Administration, Economics, Engineering, Data Science, or related fields — prioritizing analytical and synthesis capabilities over the diploma itself.

• Experience in at least two of the following areas: strategy consulting, competitive intelligence at a technology firm, B2B market research, strategy/planning in SaaS, or commercial business intelligence.

• Familiarity with the healthcare sector is advantageous — but not a barrier if the analytical profile is robust.

• Proficiency in Excel / Google Sheets: adept at modeling, utilizing pivot tables, and conducting cohort analyses.

• Basic to intermediate SQL skills: capable of extracting and joining data without reliance on engineering support.

• Practical application of AI in the workplace: using tools like GPT-4, Claude, or Perplexity — integrating them as daily resources rather than mere curiosities.

• Experience with low-code automation tools: such as Zapier, Make, or n8n — being able to build workflows independently from developer assistance is a plus.

• Familiarity with qualitative research methodologies: including interview script design, unbiased conduct, and structured synthesis.

• Structured curiosity: able to focus research efforts, defining necessary knowledge, searching efficiently, and delivering valuable insights.

• Ability to tolerate ambiguity: adept at working with incomplete data and communicating the confidence level of deliverables.

• Executive communication skills: capable of distilling complex analyses into three slides that the CEO can easily comprehend and act upon.

• Demonstrated autonomy and proactivity: proactively monitoring the market and surfacing signals before inquiries arise.

• Intellectual flexibility: willing to adjust hypotheses in light of contradicting data — prioritizing the truth over the analysis.

• Systems thinking: recognizing that intelligence informs decision-making, rather than merely reporting — aiming for impactful outcomes over volume of output.

🏝️ Benefits

• Performance review: career advancement linked to your development.

• Onboarding kit provided.

• Fin‑X Day: a semiannual gathering for alignment on Culture & Strategy.

• Access to Fiibo: exclusive benefits designed to simplify daily life.

• Welhub: a wellbeing platform to promote your physical and mental health.

• Company recess to foster team bonding.