Senior Manager, Competitive Intelligence & Positioning

About the Role

This is a senior individual contributor position focused on building and scaling Wrike's competitive intelligence program end-to-end. You will own the company-wide competitive strategy, translating market dynamics into GTM wins and field enablement assets that directly impact win rates and deal velocity.

Key Responsibilities

• Build and maintain a single source of competitive truth including battlecards, competitor teardowns, and playbooks with clear tiering frameworks

• Develop Wrike's core positioning and differentiation messaging across target verticals and buyer personas

• Partner with Sales and Revenue Enablement to translate competitive intelligence into tactical deal-level plays and objection handling strategies

• Design and operate win/loss programs across segments, instrumented via Salesforce/Clari/Clozd with quarterly readouts to leadership

• Track competitor pricing models, packaging shifts, and discounting behavior to equip Sales in negotiations

• Build business-case frameworks including ROI models, TCO comparisons, and value realization tools for enterprise deals

• Establish recurring executive intelligence cadences analyzing market movements, product launches, M&A activity, and analyst coverage

• Partner with Analyst Relations on Gartner, Forrester, and IDC submissions and review site strategy

• Develop AI-powered workflows to scale intelligence gathering, synthesis, and distribution

• Hold the room with executives and coach Account Executives through live competitive situations on the same day

Requirements

• 7+ years in competitive intelligence, product marketing, or strategic GTM in B2B SaaS with demonstrated success building programs that moved win rates and deal velocity

• Proven ability to own strategic initiatives end-to-end without a team reporting to you

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

• Exceptional written and verbal communication skills adaptable to different audiences

Standout Qualities

• Familiarity with enterprise value selling methodologies such as Command of the Message, MEDDPICC, or Challenger

• Experience in work management, collaboration, or adjacent enterprise SaaS categories

• Hands-on experience with Klue, Clozd, Clari, Salesforce, or similar CI and revenue tooling

• Direct contribution to major industry research including Gartner Magic Quadrant or Forrester Wave

• Comfort with pricing intelligence, packaging analysis, and contract negotiation dynamics

• Financial literacy and ability to extract insights from company annual filings