Wrike

Build Wrike’s competitive intelligence and positioning program, translating market, competitor, pricing, and win/loss insights into field-ready sales plays and executive recommendations. | Requires 7+ years in competitive intelligence, product marketing, or strategic B2B SaaS GTM, with demonstrated program ownership, measurable sales impact, and influence across senior stakeholders. | 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: • Flexible Time Off (FTO) • Company 401(k) Match • Parental Leave: 18 Weeks Maternity / 4 Week Paternity • 2 Volunteer Days • Health (medical, dental & vision) Insurance (EEs + Dependents) • Disability (STD, LTD) & Life Insurance Plans (2x Salary, Capped) • Working from Home Allowance ($40 / Monthly) • $500 Working from Home home office set-up Stipend Your recruitment buddy will be Aziza Talhi, Senior Recruiter. The range below reflects the base salary for this full-time position and applies to all U.S. locations, excluding benefits, discretionary bonuses, and other incentives. The final offer within this range will consider factors such as the role, seniority level, geographic location, and employment contract type. An individual’s work location, unique skills, experience, and relevant educational background will also influence the final offer. For tailored compensation details based on your preferred location, please discuss with your recruiter during the hiring process. Total compensation pay range: $135,000 USD - $155,000 USD 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-making and action-taking are 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 us 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.

Build financial models and ROI analyses to support customer investment and retention, partnering with Sales, Customer Success, and Product to connect value narratives to customer outcomes. | Requires a bachelor's degree and 10+ years in value consulting, sales engineering, or strategy consulting in SaaS or B2B, with business transformation expertise and executive-level communication. | 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. Sitting within Wrike's Business Value Services team, the Senior Business Value Consultant works directly with our strategic Commercial and Enterprise accounts across the entire lifecycle, from new prospects to long-standing enterprise customers. In this role, you will build compelling business cases that justify why customers should invest in Wrike and prove the value they realize post-implementation to directly support net revenue retention (NRR) and account expansion. You will serve as a strategic partner to Sales, Solution Consulting, Customer Success, and Professional Services, while collaborating with Product and Product Marketing to ensure our external value narrative aligns with real customer outcomes. Your Impact: New Business & Account Expansion Strategic Account Planning & Pipeline Generation: Partner closely with Sales at the account planning level to listen deeply to customer needs, uncover latent demand, and proactively generate pipeline for high-potential accounts. Connect Cross-Functional Workflows: Map how work flows across organizational boundaries (e.g., how Creative hands off to Sales, Marketing, or Finance) to connect the dots, identify adjacent stakeholder groups, and uncover new expansion avenues. Drive Strategic Deal Execution: Support Commercial and Enterprise opportunities by building rigorous financial models and return on investment (ROI) analyses tailored to specific business value drivers. Value Realization & Retention Baseline Discovery & Goal Alignment: Partner with Wrike account teams and customers to uncover, define, and establish operational baselines. Show customers clearly how Wrike technology will move the needle toward their specific target outcomes. Value Realization Dashboards & Champion Enablement: Simplify complex data through intuitive value realization dashboards. Arm customer champions and points of contact with bottom-line impact metrics, empowering them to speak confidently to internal executives about Wrike's ROI. Continuous Measurement & CS Support: Coach customer stakeholders to continuously measure progress against established goals. Support and enable Account Executives and Customer Success Managers (CSMs) on retention and expansion metrics—providing value engineering horsepower without taking over core CSM account management responsibilities. Cross-Functional Scale & Enablement GTM Methodology & Coaching: Guide and coach go-to-market teams (Sales, CS, Presales) through value consulting methodologies, frameworks, and self-service tools—helping them independently incorporate value messaging into their daily work. Scale Value Frameworks: Architect repeatable models, assets, and playbooks that accelerate deal cycles and streamline team onboarding. Inform Product Strategy: Partner with Product and Product Marketing to align platform capabilities and feature launches with customer-defined success metrics, such as approval throughput, execution speed, and operational capacity. Your Qualifications: 10+ Years of Industry Experience: Direct experience in value consulting, value engineering, sales engineering, or strategy consulting inside a SaaS or B2B software company. Business Transformation Mastery: Proven ability to lead business and workflow transformation conversations that transcend feature-level solution selling. Customer Lifecycle Ownership: Demonstrated history running value realization, baseline assessments, usage analyses, and renewal/expansion business cases for long-term enterprise clients. End-to-End Independence: Track record of independently executing full enterprise engagement lifecycles—from initial discovery and workshop facilitation to executive C-suite readouts. Domain Knowledge: Relevant industry exposure in manufacturing, professional services, retail, client service delivery, or healthcare. Executive Presence: Exceptional communication skills with the versatility to present to C-level executives while collaborating seamlessly with operations, procurement, and end users. Education: Bachelor’s degree from an accredited university or equivalent practical experience. Standout Qualities: Category Experience: Prior experience with Collaborative Work Management (CWM), Project Portfolio Management (PPM), or enterprise SaaS productivity platforms. GTM & Telemetry Systems Expertise: Hands-on familiarity with Salesforce, CRM ecosystems, and customer usage telemetry tools (e.g., Gainsight, Pendo, SQL). AI & Self-Service Innovation: Experience building, scaling, or deploying AI-enabled value tools, automated ROI engines, and self-service calculators for GTM teams. Sales Methodology Alignment: Understanding of enterprise sales frameworks (e.g., MEDDPICC, ValueSelling) and experience embedding value deliverables into complex sales cycles. Transformation & Facilitation Skills: Experience designing or facilitating interactive executive workshops, using design thinking or formal change management frameworks (e.g., Prosci). Enablement & Consulting Background: Management consulting background and a proven track record of designing GTM enablement curricula or training programs. Team Dynamics: Cross-Functional Synergy: You will operate as the critical value link between Sales, Solution Consulting, Customer Success, Professional Services, and Marketing—ensuring a unified outcome-driven narrative across the entire customer journey. BVC Peer Collaboration: You will join a highly collaborative team of value professionals who regularly peer-review complex ROI models, share industry-specific deal strategies, and co-develop team playbooks. Product Feedback Loop: You will act as the voice of the customer for Product and Product Marketing, translating real-world customer outcomes (throughput, speed, cost savings) into actionable product roadmap insights. Benefits & Perks: Flexible Time Off (FTO) Company 401(k) Match Parental Leave: 18 Weeks Maternity / 4 Week Paternity 2 Volunteer Days Health (medical, dental & vision) Insurance (EEs + Dependents) Disability (STD, LTD) & Life Insurance Plans (2x Salary, Capped) Working from Home Allowance (up to $40/Month through Expense Reimbursement) $500 Working from Home home office set-up Stipend Your recruitment buddy will be Aziza Talhi, Senior Recruiter. #LI-AT1 The range below reflects the total on-target earnings (including base salary and performance-based bonus potential) for this full-time position and applies to all U.S. locations, excluding benefits and other incentives. The final offer within this range will consider factors such as the role, seniority level, geographic location, and employment contract type. An individual’s work location, unique skills, experience, and relevant educational background will also influence the final offer. For tailored compensation details based on your preferred location, please discuss with your recruiter during the hiring process. Total compensation pay range $105,000—$140,000 USD 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-making and action-taking are 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 us 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.