Senior Manager, Competitive Intelligence & Positioning

Wrike; United States; Hybrid; USD 150,000 - 190,000; Full time

Benefits offered by this job

25 calendar days of paid vacation

Parental Leave: 26 Weeks Maternity / 4

Volunteer Days

Bike-to-Work Scheme

Health Insurance (Employees + Depend)

Life Insurance

Income Protection

Pension Scheme

Job summary

Wrike is seeking a Senior Manager of Competitive Intelligence & Positioning to own the company-wide competitive program end to end. You will craft Wrike's core positioning, build battlecards, and convert intelligence into practical plays that win deals against primary competitors.

This is a senior IC role with executive exposure and cross-functional influence. You'll shape the narrative, enable Sales and Product with differentiated messaging, and drive a scalable, AI-enabled operating model for

Qualifications

• 7+ years in competitive intelligence, product marketing, or strategic GTM in B2B SaaS, with 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. You set the priorities, you're accountable for the outcomes, and you've done it without a team underneath you.
• Demonstrated ability to influence and align senior stakeholders across Sales, Product, Enablement, and Executive Leadership without direct authority.
• Exceptional written and verbal communication. You can hold a room of executives and a room of AEs on the same day, and adjust the altitude without losing the point.

Responsibilities

• Build, scale, and maintain a high adoption single source of truth: battlecards, competitor teardowns, and playbooks.
• Craft and evolve Wrike's positioning and value messaging framework across target verticals and buyer personas.
• Translate intelligence into tactical plays and join high stakes competitive evaluations and churn risk calls.
• Design and operate win/loss programs with quarterly readouts to reach Product and GTM leadership.
• Track and analyze competitor pricing models, packaging shifts, and discounting behavior for Sales navigation.
• Build ROI models, TCO comparisons, and value realization frameworks for executive buyers.
• Establish an intel cadence for GTM and product leadership with market movement analysis.
• Collaborate with AR on Gartner/Forrester/IDC submissions and review-site strategy.
• Develop AI-powered workflows to scale intelligence gathering and distribution.

Skills

Competitive intelligence

Product marketing

Strategic GTM

Executive communication

Tools

Klue

Clozd

Clari

Salesforce

Gemi

Claude

Job description

Location: Ireland

Wrike is the most powerful work management platform. Built for teams and organizations looking to collaborate, create, and exceed every day, Wrike brings everyone and all work into a single place to remove complexity, increase productivity, and free people up to focus on their most purposeful work.

Wrike is our people, not a place. As a distributed team, we own our growth, stay globally connected, and rely on the product we build to deliver impactful work alongside brilliant minds. You'll have real ownership over meaningful work, a global team that has your back, and the flexibility to do your best work your way. If that sounds like you, we'd love to hear from you.

Our vision: A world where everyone is free to focus on their most purposeful work, together.

About the Role:

You’ll own your outcomes, from the strategies you run to the conversations that shape what we build next. Collaborative work management is a $14B category growing at 15% a year, and the competitive set is consolidating fast. Wrike is hiring a Senior Manager, Competitive Intelligence & Positioning to own our company wide competitive program end to end, connecting what's happening in the market to how our GTM teams win deals because of it.

You’ll build the single source of competitive truth our field relies on daily, sharpen the "Why Wrike Over Them" narrative for the core platform, and turn competitive analysis into deal level plays that move win rates against our primary competitors.

This is not a research only role. You’ll be equally comfortable writing an executive brief for our CEO, building a battlecard, and coaching an AE through a live competitive situation the same afternoon.

This is a senior individual contributor role. You won't have direct reports. You’ll have a mandate, executive air cover, and the responsibility to influence Sales, Product, Enablement, and Analyst Relations without direct authority.

Your Impact:

• The Competitive Program: Build, scale, and maintain a high adoption single source of truth: battlecards, competitor teardowns, and playbooks, with a clear tiering framework that decides which competitors get which depth of coverage. Success is measured by whether the field uses it, not whether it exists.
• Core positioning and differentiation: Craft and evolve Wrike's positioning and value messaging framework across target verticals and buyer personas: before and after scenarios, the capabilities buyers must have to get there, our defensible differentiators, and the metrics and proof points that make the claims verifiable. Keep it the single source of truth across Sales, CS, and campaigns, not a parallel doc that competes with what the field already uses.
• Deal-Level Wins: Partner with Sales and Revenue Enablement to translate intelligence into tactical plays (trap setting discovery questions, objection handling, displacement plays) and join high stakes competitive evaluations and churn risk calls directly when your expertise can tip the outcome.
• The win/loss program. Design and operate win/loss across segments, instrumented via [Salesforce/Clari/Clozd,Klu], with quarterly readouts and recommendations that reach Product and GTM leadership.
• Competitive pricing and packaging intelligence. Track and analyze competitor pricing models, packaging shifts, and discounting behavior, and equip Sales to navigate them in negotiation.
• Quantified value. Build the business-case layer that makes our differentiation defensible in enterprise deals — ROI models, TCO comparisons, and value realization frameworks Sales can put in front of an economic buyer.
• Executive Intel cadence: Establish a recurring intel cadence for GTM and product leadership, analyzing market movements, pricing/packaging shifts, product launches, M&A activity, and analyst coverage.
• Analyst and review site influence. Partner with AR on Gartner, Forrester, and IDC submissions, RFIs and RFPs, evaluation criteria, and review site strategy (G2, TrustRadius) so Wrike's differentiators are accurately represented where buyers actually look.
• An AI native operating model. Build and optimize AI-powered workflows that scale how intelligence is gathered, synthesized, and distributed — competitor tracking, win/loss sentiment mining from deal notes, teardown analysis, and competitive RFP response.

How You'll Drive Business Value:

You’ll own and report on:

• Win rate against named primary competitors
• Competitive displacement, meaning deals won where an incumbent competitor was in seat
• Deal velocity and influenced ACV in competitive opportunities
• Field adoption of competitive assets, measured rather than assumed

Your Qualifications:

• 7+ years in competitive intelligence, product marketing, or strategic GTM in B2B SaaS, with 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. You set the priorities, you're accountable for the outcomes, and you've done it without a team underneath you.
• Demonstrated ability to influence and align senior stakeholders across Sales, Product, Enablement, and Executive Leadership without direct authority.
• Exceptional written and verbal communication. You can hold a room of executives and a room of AEs on the same day, and adjust the altitude without losing the point.

Standout Qualities:

• Familiarity with enterprise value selling methodologies (Force Management's Command of the Message, MEDDICC/MEDDPICC, Challenger, or similar) and a track record of translating them into messaging, discovery guides, and competitive plays reps will actually use.
• Experience in work management, collaboration, knowledge management, or adjacent enterprise SaaS categories.
• Hands on with CI and revenue tooling: [Klue, Clozd, Clari, Salesforce, Gemi, Claude, etc ].
• Direct experience contributing to major industry research: Gartner Magic Quadrant, Forrester Wave, or equivalent.
• Comfort with pricing intelligence, packaging analysis, and contract negotiation dynamics.
• Financial literacy. You can pull an insight out of a company's annual filings.

Our Work Style:

You'll report into Product Marketing Management and partner closely with Product Management, Revenue Enablement, Sales, and Executive Leadership as the resident expert on competitive dynamics: strategic advisor to leadership, trusted tactical partner to the field.

We're a collaborative, fast moving team that values transparency, continuous learning, and swift execution. We run on Wrike, so you'll use the product you're positioning every day, which turns out to be one of the better competitive research methods available.

Benefits & Perks:

• 25 calendar days of paid vacation
• Parental Leave: 26 Weeks Maternity / 4 Week Paternity
• 2 Volunteer Days
• Bike-to-Work Scheme
• Health Insurance (Employees + Dependents)
• Life Insurance
• Income Protection
• Pension Scheme

Your recruitment buddy will be Aziza Talhi, Senior Recruiter.

#LI-AT1

Who Is Wrike and Our Culture

We’re a team of innovators and creators who solve the complex work problems of today and tomorrow.

Hybrid work mode

Wrike is our people, not a place. With 1,000+ employees collaborating across nearly every time zone, we support talent through 10 global hubs — Australia, Costa Rica, Cyprus, Czechia, Estonia, France, India, Ireland, Japan, and the United States — offering flexible ways of working that include remote work, hybrid environments, and co-working spaces across many locations.

While flexibility looks different across teams and regions, employees located near certain hubs — particularly in Prague (CZ), Nicosia (CY), Bangalore (IN), and Rennes (FR) — are generally expected to collaborate in person around 2–3 days per week, balancing the flexibility of distributed work with opportunities for in-person collaboration and connection.

Our persona

Smart: We love what we do, and we’re great at it because this is our domain. Our combined knowledge in this space is unmatched.

Dedicated: We get up every day focused on helping our customers win. We’re committed to helping our teammates win, too!

Approachable: We're friendly, easy to get along with, considerate, and helpful.

Our culture and Values

Customer-Focused

We care about our customers. We understand the customer journey, experience, and value derived from Wrike. Decision‑taking and action‑taking is done with the customer in mind.

Collaborative

We work as one and win together, each bringing unique strengths that contribute to diversity of thought for better outcomes. Leveraging our own work management platform, we foster an environment of creative collaboration and shared achievement.

Creative

We strive to succeed through continuous innovation. It’s our pursuit of novel concepts that helped we create a market category. We continue to cultivate a workplace that fosters creative thinking as a means of transcending conventional boundaries and empowers us to break new ground to deliver extraordinary work management solutions.

Committed

We believe in ownership at all levels of the organization, by owning workflows from start to finish. Each member of our team is an integral part of this commitment, establishing work as a platform for personal growth and transformation, as well as collective success and growth.

Check out our LinkedIn Life Page, Company culture page, Instagram, Wrike Engineering Team, Medium, Meetup.com, Youtube for a feel for what life is like at Wrike.

Check us out on Glassdoor.