Director, Market Intelligence

About the Role

Key Responsibilities

• Drive and evolve the company's competitive strategy, articulating differentiation and influencing go-to-market decisions.
• Create and deliver strategic insights for company-wide and external consumption, including presentations, quarterly business reviews, and board memos.
• Lead market research initiatives by designing and executing qualitative and quantitative studies to understand market dynamics, customer needs, competitor landscapes, and industry trends.
• Develop and refine customer segmentation frameworks across multiple products and personas, analyzing and prioritizing segments based on firmographics, technographics, and behavioral data.
• Maintain a repository of research reports, industry news, customer and partner feedback to ensure insights are discoverable and usable by Marketing, Sales, and Product teams.
• Synthesize research data and feedback from multiple sources, proactively sharing findings through read-outs, recaps, and learning sessions.
• Partner with Product Marketing and Sales Enablement to embed competitive insights into messaging frameworks, positioning guides, sales playbooks, and training.
• Organize and deliver strategic competitive briefings and learning sessions to inform cross-functional go-to-market teams.
• Partner with Business Operations and leaders to analyze win/loss, churn, and downgrade data into actionable insights to improve business performance.
• Build and maintain a competitive insights program, monitoring news on key competitors, delivering win-loss intelligence, and articulating product differentiators.
• Conduct in-depth competitor analysis, including products, pricing, marketing strategies, and sales tactics.
• Monitor competitor activity and emerging threats, identifying new entrants, product innovations, and market shifts.
• Benchmark performance against competitors by analyzing market share, win/loss rates, customer acquisition costs, and other key metrics.
• Translate market insights into actionable strategies by partnering with demand generation, campaign teams, and product teams to recommend data-driven initiatives.
• Support product development by providing insights into market trends, competitor offerings, and customer needs.
• Build and manage a high-performing team, collaborating with marketing, sales, product, and other departments to ensure alignment and effective utilization of market intelligence.

Requirements

• 10+ years of experience in B2B marketing, market research, or a related field.
• Proven success in developing and implementing market research initiatives.
• 3+ years of experience leading a marketing function or managing multiple projects within established timelines.
• Ability to handle both individual contributor responsibilities and people management, including guiding, performance managing, and mentoring a team.
• Strong analytical skills with experience in quantitative and qualitative research methods, translating complex data into actionable insights.
• Deep understanding of B2B segmentation principles and best practices.
• Excellent communication and presentation skills, both written and verbal.
• Ability to build strong partnerships at all levels of leadership and manage by influence.

Nice to Have

• Experience in high growth companies, Software/SaaS/B2B technology industry experience.
• Experience in product marketing.
• Experience managing global market research projects including EMEA and/or APAC markets.

Benefits & Perks

• Competitive salary
• Comprehensive benefits package from day one
• Flexible work arrangements
• Company equity
• ESPP (Employee Stock Purchase Program)
• Retirement or pension plan
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks
• Mental wellness programs