Senior Director, Market & Competitive Intelligence

About the company

The company is the leading provider of AI-powered IT management and cybersecurity software, serving Managed Service Providers (MSPs) and internal IT organizations worldwide. Our comprehensive platform helps organizations efficiently manage, secure, and automate their IT environments, driving operational efficiency and long-term business success.

Backed by Insight Partners , a leading global software investor, the company has experienced sustained double-digit growth and continues to expand its global footprint. Today, the company supports customers in more than 20 countries and manages over 15 million endpoints worldwide.

Founded in 2000, the company was built by builders - and we're still building. We look for people who create rather than wait, who see a hard problem and lean in, and who treat challenges as raw material. At the company, everyone plays a role in shaping the future of IT: whether you're in engineering, product, sales, marketing, customer support, or operations, your work helps protect, defend, and optimize IT environments across the globe.

We're building teams that grow, perform, and make an impact. If you're driven by the itch to make things better - a product, a process, a career - you'll fit right in.

At the company, we don't just raise the bar. We build it.

Position Summary

We compete in one of the most dynamic and consolidating markets in software, and we're looking for a leader to make sure we see it more clearly than anyone else.

As Director, Market & Competitive Intelligence, you'll report directly to the CMO and build a world-class intelligence function serving Product Marketing, Revenue Marketing, Product Management, Sales, Customer Success, and Executive Leadership. You'll create a unified understanding of our customers, markets, competitors, buyer behavior, growth opportunities, and turn that understanding into decisions that shape how the company positions, prices, sells, and wins.

This is a high-visibility role with regular exposure to the executive team, real influence over strategy, and the opportunity to build a function — and a team — from a strong foundation.

You'll answer questions that matter: Which customer segments create the highest long-term value? Why do customers buy, expand, renew, or churn? Which competitors represent the biggest threat, and how do we beat them? Where should the company invest next?

Key Responsibilities

• Build and own the company's competitive intelligence program; competitor profiles, battlecards, objection-handling guides, and early-warning systems for competitor product launches, pricing moves, and M&A activity

• Lead market intelligence: TAM analysis, market landscape assessments, industry trend analysis, and emerging category evaluation across the MSP and SMB IT landscape

• Build the enterprise Voice of Customer capability, including customer research, buyer journey analysis, and a best-in-class win/loss program

• Design and maintain the company's customer segmentation framework and ensure all go-to-market teams operate against a common methodology

• Own the measurement framework for marketing effectiveness - pipeline influence, revenue contribution, campaign performance, and funnel conversion, moving marketing from descriptive reporting toward predictive intelligence

• Partner with Data Science and Revenue Operations on AI-enabled models for churn prediction, expansion propensity, and customer lifetime value

• Serve as a trusted intelligence advisor to executive leadership, producing regular Executive Intelligence Reviews on market movements, competitive threats, customer sentiment, and growth opportunities

• Embed competitive and market insight into sales onboarding, training, and live deal support and measure its impact on win rates

• Hire, develop, and lead a high-performing team of analysts and researchers, grounded in curiosity, rigor, and commercial impact

Required Qualifications

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

• 3+ years leading intelligence, insights, analytics, research, or strategy teams or programs

• B2B SaaS experience strongly preferred; experience in IT management, cybersecurity, MSP/channel, or infrastructure software is a plus

• Demonstrated success building or significantly scaling an intelligence, insights, or analytics function

• Hands-on experience with customer segmentation, Voice of Customer programs, competitive intelligence, and win/loss analysis

• Exceptional analytical and synthesis skills; you move from fragmented data to a clear, defensible point of view, and translate analytics into executive decisions

• Outstanding written and verbal communication; comfortable presenting to C-level executives and large sales audiences

• Strong cross-functional leadership; able to influence without authority across product, sales, marketing, and corporate development

Preferred Qualifications

• Experience in private equity-backed or high-growth, acquisitive software environments

• Familiarity with the MSP ecosystem and its competitive landscape

• Experience with CI platforms (e.g., Klue, Crayon), analyst research (Gartner, Forrester, Canalys), and AI/ML analytics initiatives

• Experience in subscription and retention-based businesses

• MBA or equivalent advanced degree

Additional information

The company provides equal employment opportunity to all employees and applicants without regard to 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.