Market Intelligence Lead

About the role

The market intelligence function at Tulip sits at the intersection of competitive strategy and commercial execution — turning signals from win/loss patterns, analyst perspectives, and buyer behavior into GTM and positioning inputs that matter. B2B SaaS marketing is being reshaped by AI in real time, and this role is designed for someone who understands that shift, is motivated by it, and is already building their practice around it.

About you

You sit at the intersection of market strategy and commercial execution — the person who sees what the data implies before anyone asks and turns a collection of signals into a clear point of view. You've spent your career building intelligence functions that actually change how companies go to market, not just report on them. You're equally at home synthesizing win/loss patterns for a CMO briefing and putting a battlecard in an AE's hands an hour before a competitive deal. AI isn't something you're curious about — it's already part of how you work, and you have a clear perspective on where it accelerates meaningful research and where human judgment is non-negotiable. You're genuinely curious about how operations work on the floor, and that curiosity shapes how you connect market signals to the Tulip platform narrative.

Key responsibilities

• Market & Competitive Intelligence
  • Own the competitive battlecard library — architecture, content, and freshness — ensuring AEs have reliable, current intelligence before any competitive deal
  • Track and interpret category shifts in how manufacturers think about AI governance, composable operations, and legacy MES alternatives, and translate those shifts into implications for Tulip's platform narrative before the market moves
  • Develop analyst briefing materials and design inquiry types that directly support Tulip's positioning strategy and competitive posture
• Win/Loss & Voice of Customer
  • Run a systematic win/loss program quarterly: interview design, candidate selection, pattern synthesis across deal sets, and distribution in formats that change how Sales talks and how PMM positions
  • Synthesize voice-of-customer signals from field conversations, deal debriefs, and CS reviews into positioning-grade insight that PMM and Product can act on directly
  • Collaborate with the Industry Practice Expert to incorporate composability methodology and source-of-truth documentation into external positioning and the marketing narrative
• Operating Model & Strategy
  • Own the market intelligence function architecture, research methodology, delivery cadences, and cross-functional feedback loops that connect intelligence output to GTM and product decisions
  • Build and continuously evolve Tulip's AI operating model for market intelligence — identifying where AI accelerates research velocity and briefing development and keeping those practices current as the tools change
  • Define and own success metrics tied to competitive win rate, positioning effectiveness, and pipeline quality rather than activity volume

Skills & experience

• 8-10+ years in product marketing or market intelligence, with demonstrated ownership of competitive intelligence and win/loss programs that directly shaped a company's GTM positioning
• Win/loss program design and execution: interview methodology, deal-set pattern synthesis, and translation of findings into sales motion changes the field actually adopts
• Competitive battlecard development and ongoing monitoring, with the discipline to keep intelligence current enough that an AE can trust it before a call today
• Experience making complex platform or composable architecture narratives land commercially with operational buyers — translating technical capability into buyer-relevant positioning
• Demonstrated AI fluency in research workflows today, with a clear perspective on where it accelerates meaningful work and where human judgment is non-negotiable
• Familiarity with manufacturing, industrial software, or complex operational domains is a plus; genuine curiosity about how operations work on the floor is non-negotiable
• Bachelor's degree in Marketing, Business, Communications, or equivalent working experience

Key collaborators

• Product Marketing
• Industry Practice Experts
• Account Executives and Sales
• Customer Success
• Executive leadership

Benefits

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D, FSA, Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Virtual company events and happy hours
• Fitness subsidies
• Dog-friendly office

Pay

The salary range for this position is $125,000 - $170,000 per year.

Schedule

This role is located in Somerville, MA. We are a hybrid work environment and are in the office 3+ days/per week.