Senior Manager, Competitive Intelligence – Positioning

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

📋 Description

• Develop, enhance, and sustain a competitive program with high adoption that includes battlecards, competitor analyses, and playbooks.

• Shape and refine Wrike's positioning and value messaging framework targeting various verticals and buyer personas.

• Convert competitive insights into actionable sales strategies, incorporating discovery questions, objection handling, and displacement tactics.

• Participate in critical competitive assessments and calls addressing churn risks.

• Create and manage the win/loss program utilizing Salesforce, Clari, Clozd, or Klu, accompanied by quarterly reports and recommendations.

• Monitor and evaluate competitor pricing strategies, changes in packaging, and discounting behaviors.

• Develop ROI models, TCO comparisons, and frameworks for value realization pertaining to enterprise transactions.

• Establish a consistent cadence for executive intelligence that encompasses market trends, pricing and packaging changes, product launches, M&A activities, and analyst engagement.

• Collaborate with Analyst Relations on submissions for Gartner, Forrester, IDC, RFI/RFP processes, evaluation criteria, and strategies for review sites.

• Design and enhance AI-driven workflows for tracking competitors, analyzing win/loss sentiments, conducting teardown analyses, and responding to competitive RFPs.

• Report on win rates against main competitors, competitive displacement, deal velocity, influenced ACV, and the adoption of competitive resources in the field.

• Report to Product Marketing Management while partnering with Product Management, Revenue Enablement, Sales, and Executive Leadership.

⛳️ Requirements

• Minimum of 7 years in competitive intelligence, product marketing, or strategic go-to-market roles within B2B SaaS.

• Proven track record of creating competitive programs and enablement tools that significantly enhance win rates and deal velocities.

• Demonstrated ability to manage strategic functional initiatives from start to finish without a dedicated team.

• Capacity to influence and align senior stakeholders across Sales, Product, Enablement, and Executive Leadership without direct authority.

• Outstanding written and verbal communication skills.

• Knowledge of enterprise value selling methodologies such as Force Management's Command of the Message, MEDDICC/MEDDPICC, Challenger, or similar frameworks.

• Experience in work management, collaboration, knowledge management, or related enterprise SaaS sectors.

• Practical experience with CI and revenue tools, including Klue, Clozd, Clari, Salesforce, Gemi, or Claude.

• Direct involvement in significant industry research such as Gartner Magic Quadrant or Forrester Wave.

• Familiarity with pricing intelligence, packaging assessments, and contract negotiation processes.

• Financial literacy, with the ability to derive insights from corporate annual reports.

🏝️ Benefits

• Flexible Time Off (FTO)

• Company 401(k) Match

• Parental Leave: 18 Weeks Maternity / 4 Weeks Paternity

• 2 Volunteer Days

• Health (medical, dental & vision) Insurance (Employees + Dependents)

• Disability (STD, LTD) & Life Insurance Plans (2x Salary, Capped)

• Working from Home Allowance ($40 / Monthly)

• $500 Working from Home office setup Stipend

• Options for remote work, hybrid environments, and co-working spaces in various locations.