Director of Market Intelligence, PagerDuty

• 10+ years of experience in B2B marketing, market research, or a related field,
• Proven track record of success in developing and implementing market research initiatives
• 3+ years’ experience leading a marketing function, or similar, used to managing multiple projects at one time within established timelines
• Ability to handle individual contributor and detail-oriented responsibilities in addition to people management responsibilities such as guiding, performance managing and mentoring a team
• Strong analytical skills and 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

Desirable

• We are seeking a seasoned and insightful people leader to build and lead our Market Intelligence function
• In this strategic role, that will lead a small team, you will be responsible for developing a comprehensive understanding of our target markets, identifying and analyzing customer segments, and translating insights into actionable strategies and deliverables that drive marketing, sales, and product development efforts
• Drive and evolve the company’s competitive strategy, with a focus on clearly articulating differentiation and influencing go-to-market decisions. Evolve a robust market intelligence program that interprets competitive ecosystem dynamics, GTM shifts, emerging threats and activates a call to action
• Take the lead - create and deliver strategic insights for company-wide and external consumption (including but not limited to presentations, quarterly business reviews, board memo, etc.)
• Lead market research initiatives for the company: Design and execute qualitative and quantitative research studies to understand market dynamics, customer needs, competitor landscapes, and industry trends
• Develop and refine customer segmentation frameworks across multiple products and personas: Identify, analyze, and prioritize customer segments based on firmographics, technographics, and behavioral data
• Democratize insights - Maintain a repository of research reports, industry reports and news, customer and partner feedback so it is discoverable and usable by Marketing, Sales and Product
• Synthesize and distill research data and feedback from multiple sources, and proactively share with teams via regular read-outs, research recaps, lunch-and-learns, etc
• 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 and educate cross-functional go-to-market teams
• Partner with Business Operations and functional leaders to distill win/loss as well as churn & downgrade analyses into actionable insights and competitive positioning to improve business performance
• Build and maintain a robust competitive insights program, including keeping a pulse on the latest news with key competitors, delivering win-loss intelligence, and articulating product differentiators
• Lead competitor analysis: Conduct in-depth research and analysis of key competitors, including their products, pricing, marketing strategies, and sales tactics
• Monitor competitor activity and emerging threats: Proactively identify new entrants, product innovations, and market shifts that could impact your competitive landscape
• Benchmark our performance against competitors: Analyze market share, win/loss, customer acquisition costs, and other key metrics to identify areas for improvement
• Translate market insights into actionable strategies: Partner with demand generation & campaign teams to recommend and implement data-driven strategies for marketing campaigns, sales messaging and enablement, and product development based on segment-specific needs and opportunities
• Support product development: Provide insights into market trends and competitor offerings and customer needs to inform and shape product lifecycle decisioning
• Build and manage a high-performing team: develop and lead a small team that collaborates and informs cross-functional teams: Partner closely with marketing, sales, product, and other departments to ensure alignment and effective utilization of market intelligence