Job Description

We’re looking for a Manager of Market Intelligence to help us understand why we win, why we lose, and where market signals should shape pricing, product, packaging, and GTM decisions. This role owns how market insight is gathered, synthesized, and translated into clear, decision-ready recommendations grounded in deal evidence and segment-level patterns.

This is not a research-only role. You will run structured win/loss analysis, diagnose root causes across pricing, product, packaging, positioning, and execution, and quantify where repeatable gaps are creating revenue risk. The role will also provide pricing-specific analysis on discounting, competitiveness, and deal structure to inform pricing strategy and guardrails.

This role directly improves how we learn from the market and act on it. Success means we understand the real drivers of deal outcomes, prioritize the gaps that matter most, and turn insight into better pricing, product, packaging, and GTM decisions that improve win rates over time. #LI-RS

Market Intelligence & Insight Translation (Primary)

• Run structured win/loss analysis to identify drivers of deal outcomes across segments, products, and competitors.

• Diagnose root causes of wins and losses across pricing, product, packaging, positioning, and execution.

• Quantify repeatable gaps by segment and revenue impact to prioritize where action is most needed.

• Translate insights into actionable recommendations across pricing, product, packaging, and GTM plays, with clear tradeoffs.

• Provide pricing-specific analysis on discounting, competitiveness, and deal structure to inform pricing strategy and guardrails.

• Operate a closed-loop system to ensure insights drive decisions and measurably improve win rates.

• Partner with Sales, Product, Finance, and GTM leaders to convert recurring market signals into execution priorities.

• Deliver regular market intelligence readouts to leadership with clear implications, recommendations, and follow-through.

Pricing & Packaging Support (Secondary)

• Support pricing and packaging strategy by providing competitive and market context to inform decisions.
• Contribute to pricing and packaging analyses as needed, including competitive benchmarking and deal-grounded insights.
• Partner with pricing and revenue stakeholders to ensure competitive considerations are reflected in proposals and execution.
• Help translate approved pricing or packaging changes into clear competitive positioning for the field.

• 6+ years of experience in market intelligence, pricing, strategy, product marketing, revenue strategy, or a related GTM role within B2B SaaS.

• Strong analytical skills with the ability to synthesize win/loss data, market signals, and deal evidence into clear recommendations.

• Deep understanding of enterprise sales motions and how pricing, packaging, positioning, and execution affect deal outcomes.

• Experience with Salesforce and Gong (or similar tools) required, with the ability to leverage data and insights to support GTM strategy and competitive positioning.

• Comfort influencing cross-functional stakeholders across Sales, Product, Finance, Marketing, and Revenue teams.

• Ability to quantify impact, surface tradeoffs, and prioritize actions based on revenue and repeatability.

• Clear, concise communicator who can turn complex market signals into decision-ready guidance.

Salary range and description:

$130,000-$160,000 annual salary

Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual bonus target and an equity component is included in the compensation package.

Our Commitments: Icertis is committed to:

• Icertians (employees) and their family's physical, mental and financial health and wellbeing
• Turbocharging Icertians careers
• Making a social and environmental impact in our communities
• Cultivation and advancing a culture of diversity, equity, inclusion and belonging (DEIB) within our company, customers, and suppliers
• Generous holidays including the 4th of July week off – paid
• Free professional and leadership coaching
• Annual personal development allowance

What we offer:

• Robust medical (physical & mental vision and dental benefits
• Employee assistance program (EAP)
• Equity (RSUs) and shared ownership in the company
• Generous 401K match
• Flexible work environment
• Paid maternity and paternity leave
• Generous holiday and PTO program
• CaaS (coaching as a service)
• Annual personal development allowance
• 7 Days for Humanity – 7 paid volunteer days annually

Icertis is the global leader in AI-powered contract intelligence. The Icertis platform revolutionizes contract management, equipping customers with powerful insights and automation to grow revenue, control costs, mitigate risk, and ensure compliance - the pillars of business success. Today, more than one third of the Fortune 100 trust Icertis to realize the full intent of millions of commercial agreements in 90+ countries.