Senior Director, Market & Competitive Intelligence

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and oversee Kaseya's competitive intelligence program, which includes competitor profiles, battlecards, objection-handling resources, and early-warning systems.

• Direct market intelligence efforts through Total Addressable Market (TAM) analysis, evaluations of the market landscape, industry trend assessments, and analysis of emerging categories.

• Establish the enterprise Voice of Customer capability, incorporating customer research, buyer journey assessments, and a win/loss analysis program.

• Create and sustain the customer segmentation framework, ensuring alignment among go-to-market teams around a unified methodology.

• Take ownership of marketing-effectiveness measurements, including pipeline influence, revenue contributions, campaign performance, and funnel conversion rates.

• Collaborate with Data Science and Revenue Operations on AI-driven churn prediction, expansion potential, and customer lifetime value models.

• Provide counsel to executive leadership via regular Executive Intelligence Reviews focused on market dynamics, competitive threats, customer sentiment, and growth possibilities.

• Integrate competitive and market insights into sales onboarding, training sessions, and support for live deals.

• Recruit, nurture, and manage a team of analysts and researchers.

⛳️ Requirements

• Over 10 years of progressive experience in competitive intelligence, market intelligence, insights, analytics, product marketing, or corporate strategy.

• At least 3 years of experience leading teams or programs in intelligence, insights, analytics, research, or strategy.

• Proven track record of building or significantly expanding an intelligence, insights, or analytics function.

• Hands-on expertise in customer segmentation, Voice of Customer initiatives, competitive intelligence, and win/loss analysis.

• Exceptional analytical abilities and synthesis skills; capable of translating analytics into strategic executive decisions.

• Excellent written and verbal communication skills; comfortable presenting to C-level executives and large sales groups.

• Strong cross-functional leadership capabilities; adept at influencing without authority across product, sales, marketing, and corporate development teams.

• B2B SaaS experience is highly preferred; experience in IT management, cybersecurity, MSP/channel, or infrastructure software is advantageous.

• Background in private equity-backed or rapidly growing, acquisitive software environments.

• Familiarity with the MSP ecosystem and its competitive landscape.

• Experience with competitive intelligence platforms such as Klue and Crayon, as well as analyst research from Gartner, Forrester, and Canalys, and AI/ML analytics initiatives.

• Experience in subscription and retention-based business models.

• An MBA or equivalent advanced degree is preferred but not required.

🏝️ Benefits

• Equal employment opportunity for all employees and applicants, regardless of race, religion, age, ancestry, gender, sex, sexual orientation, national origin, citizenship status, physical or mental disability, veteran status, marital status, or any other characteristic protected by applicable law.