Senior Manager, Competitive Intelligence & Positioning

Wrike

1d•$135,000 - $155,000•Hybrid

About The Position

Wrike is hiring a Senior Manager, Competitive Intelligence & Positioning to own the company-wide competitive program end-to-end. This role connects market intelligence to Go-To-Market (GTM) team success in winning deals. The individual will build a single source of competitive truth for the field, refine Wrike's core platform positioning and differentiation narrative, and translate competitive analysis into actionable strategies to improve win rates against key competitors. This is a senior individual contributor role focused on influencing Sales, Product, Enablement, and Analyst Relations without direct reports. The role requires a blend of strategic thinking, hands-on execution, and strong communication skills, with comfort in executive briefings, battlecard creation, and direct coaching of sales teams.

Requirements

7+ years in competitive intelligence, product marketing, or strategic GTM in B2B SaaS.
Demonstrated success building competitive programs and enablement assets that measurably moved win rates and deal velocity.
Proven ownership of strategic functional initiatives end-to-end, accountable for outcomes without a team.
Demonstrated ability to influence and align senior stakeholders across Sales, Product, Enablement, and Executive Leadership without direct authority.
Exceptional written and verbal communication skills, with the ability to adjust communication style for different audiences (executives and AEs).
Hands-on experience with CI and revenue tooling such as Klue, Clozd, Clari, Salesforce, Gemi, Claude.

Nice To Haves

Familiarity with enterprise value selling methodologies (e.g., Force Management's Command of the Message, MEDDICC/MEDDPICC, Challenger) and experience translating them into actionable sales assets.
Experience in work management, collaboration, knowledge management, or adjacent enterprise SaaS categories.
Direct experience contributing to major industry research like Gartner Magic Quadrant or Forrester Wave.
Comfort with pricing intelligence, packaging analysis, and contract negotiation dynamics.
Financial literacy, including the ability to extract insights from company annual filings.

Responsibilities

Build, scale, and maintain a high adoption single source of truth for competitive intelligence, including battlecards, competitor teardowns, and playbooks, with a clear tiering framework for competitor coverage.
Craft and evolve Wrike's positioning and value messaging framework across target verticals and buyer personas, ensuring it serves as the single source of truth across Sales, Customer Success (CS), and campaigns.
Partner with Sales and Revenue Enablement to translate intelligence into tactical plays such as trap-setting discovery questions, objection handling, and displacement strategies.
Design and operate a win/loss program across segments, instrumented via Salesforce/Clari/Clozd, with quarterly readouts and recommendations for Product and GTM leadership.
Track and analyze competitor pricing models, packaging shifts, and discounting behavior, and equip Sales to navigate these effectively.
Build the business-case layer, including ROI models, TCO comparisons, and value realization frameworks, to support differentiation in enterprise deals.
Establish a recurring competitive intelligence cadence for GTM and product leadership, analyzing market movements, pricing/packaging shifts, product launches, M&A activity, and analyst coverage.
Partner with Analyst Relations (AR) on industry research submissions (Gartner, Forrester, IDC), RFIs, RFPs, evaluation criteria, and review site strategy (G2, TrustRadius) to ensure accurate representation of Wrike's differentiators.
Build and optimize AI-powered workflows for intelligence gathering, synthesis, and distribution, including competitor tracking, win/loss sentiment mining, teardown analysis, and competitive RFP response.