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SeniorFull-timeAWSAzureMongoDBGoAI
Salary Range
$47,736 - $64,584 /year
This salary is estimated based on similar roles. The actual salary may vary.
About the Role
We are seeking a commercially sharp operator who is deeply curious about buyer behavior and comfortable operating closely with real deals. This role focuses on understanding the reasons why buyers choose one solution over another, producing the company’s Win/Loss repository, quarterly customer-insights reports, and customer-backed contributions to battlecards.
Key Responsibilities
- →Conduct structured win/loss interviews with buyers, prospects, and salespeople to capture the deal story beyond the CRM checkboxes
- →Systematically code interviews to extract consistent themes, separating genuine customer signals from internal interpretation
- →Identify competitor claims, objections, and buying criteria directly from customers to populate a competitive claims observatory and objection playbooks
- →Synthesize insights by role, segment, and buying context into concise summaries and quarterly reports that leadership can readily consume
- →Partner closely with PMM, GTM, and Product to ensure customer feedback actively informs roadmap decisions, positioning updates, and field strategy
- →Provide customer-backed evidence to help the Strategic Core team build battlecards and competitive narratives
Requirements
- ✓Strong interviewing and listening skills with the ability to get honest feedback from buyers and sellers
- ✓High commercial judgment and comfort with ambiguity; understanding of enterprise sales cycles and deal dynamics
- ✓Ability to synthesize messy qualitative insights into clear, actionable themes
- ✓Confidence in delivering insights (including uncomfortable truths) to senior stakeholders in Sales and Product
- ✓Prior experience in win/loss analysis, deal analysis, or working closely with Revenue/Sales teams
- ✓Demonstrated ability to conduct high-empathy, high-signal interviews with senior buyers and sellers
- ✓3-5+ years of experience working closely with Revenue, Sales, or Product teams
- ✓Proven track record of taking messy, unstructured qualitative data and synthesizing it into clear, repeatable themes and actionable executive summaries
- ✓Comfortable delivering insights to senior leadership without hedging
- ✓Prior experience specifically in Win/Loss Analysis, Deal Desk/Analysis, or Qualitative User Research where the primary output was strategic business guidance
