Market Intelligence Director

About the role

The Market Intelligence Director leads efforts that inform strategic decision-making across sales, marketing, and product teams. This role develops and implements strategies to monitor market trends, analyze the competitive landscape, and assess buying events that influence customer decisions.

Responsibilities

• Drive the architecture and design of a sophisticated competitive intelligence program, serving as the primary internal authority on competitive and market trends.
• Equip sales teams with effective strategies to counter competitor positioning in a highly competitive market.
• Establish protocols and rapid-response frameworks for analyzing and neutralizing competitive misinformation across GTM channels.
• Architect and scale evidence-based enablement frameworks and materials, such as predictive battlecards, to elevate the field's competitive positioning.
• Drive the strategic direction of the Win/Loss program, determining how internal and external data integrations can best optimize GTM decision-making.
• Analyze current and potential target markets, including Total Addressable Market (TAM), Serviceable Available Market (SAM), and SWOT assessments.
• Strategize on increased integration of cross-functional capabilities, building formal intelligence-sharing networks with key internal decision-makers to influence functional priorities.
• Provide strategic guidance to sales and sales engineering teams on effective competitive tactics.
• Develop impactful competitive messaging for global sales and marketing initiatives.
• Collaborate with marketing, product, and field teams to refine competitive positioning and influence product development roadmaps.
• Represent Workiva at industry forums and conferences, providing insights on market conditions and emerging trends.
• Engage with clients and partners to influence decisions through timely and thorough competitive analysis.

Requirements

• Bachelor’s Degree in marketing or related field with 10+ years of experience in market intelligence, competitive intelligence, product marketing or related fields.
• Experience in the B2B technology and/or SaaS industry.

Preferred Qualifications

• Proficiency in influencing Go-to-Market (GTM) strategies, approaches, and tactics.
• Exceptional communication skills with the ability to engage and influence stakeholders at all levels, from end-users and buyers to executive leadership.
• Proven ability to drive complex programs with strong leadership and cross-functional collaboration (experience leading without direct authority preferred).
• Deep expertise in competitive analysis frameworks, win/loss programs, and market intelligence tools, with a track record of turning insights into strategic action.
• Demonstrated success in collaborating and influencing cross-functional leadership teams, including Sales, Marketing, Product, Sales Operations, Enablement, and Customer Success.
• Proven ability to gather, analyze, and act on competitive insights to drive data-informed decision-making.
• Expertise in competitive intelligence platforms, CRM, and analytics tools.

Travel Requirements & Working Conditions

• 30% travel for company events and internal meetings.
• Reliable internet access for any period of time working remotely and not in a Workiva office.

Pay

Salary range in the US: $154,000.00 - $250,000.00

Schedule

Full-time