Pricing & Competitive Intelligence Lead

Department: Sales

Employment Type: Permanent - Full Time

Location: Mannheim

Description

Make osapiens 10× smarter than its competitors. Today we are often blind to what our competitors are doing — their go-to-market motions, their partnerships, their pricing, their wins, their roadmap, their talent. That ends with this role. You will build and run the central nervous system for competitive intelligence at osapiens, and you will own the pricing methodology that converts that intelligence into measurable revenue.

This is a high-ownership, cross-functional role at the intersection of strategy, pricing, product marketing, and revenue operations. You report into Revenue Operations and work daily with Sales, Product, Marketing, and the Executive team. The output of your work shows up in win rates, ACV, NRR, and the quality of our most important deals.

We are building a decacorn here. The competitive moat is yours to harden. That is genuinely exciting.

What you'll do

• The competitive intelligence engine. A live, structured map of every competitor that matters across our solution sets — Disclosures & Reporting (Workiva, Watershed, Sweep, Sphera, Greenly), Product Compliance & Traceability (IntegrityNext, Assent, Sphera), Risk & Due Diligence (EcoVadis, IntegrityNext, Prewave, Achilles), CBAM (CarbonChain, ClimatePartner), Whistleblower (EQS, NAVEX), and the long tail. You decide what "good enough" intelligence looks like, and you make sure we never lose a deal because we didn't see it coming.

• Per-competitor deep research. For every priority competitor: their GTM motion, their channel and partnership model, their ICP and named-account focus, their wins and customer testimonials, their pricing and packaging, their product portfolio and roadmap, the demos they run, the events they show up at, and the analyst stories they place. Outputs: solution-by-solution battle cards, deal-level competitor briefs on request, and a quarterly competitive readout for the executive team.

• Pricing methodology and framework. You own how osapiens prices — the tiering logic, the metrics, the discount governance, the bundling rules, and the renewal uplift policy. You publish the playbook and you make sure every AE has the same answer. You partner with Finance on revenue impact, with Product on packaging, and with the executive team on strategic exceptions.

•  Continuous pricing optimisation. Use the competitive intelligence above to recalibrate list prices, tiers, overages, and bundle pricing on a defined cadence. Run experiments, measure impact (ACV, win rate, NRR), and roll the results back into the framework. The goal is a pricing engine that gets sharper every quarter — not a one-time refresh.

• Mystery shopping and primary research. Run quarterly mystery-shopping sweeps on top competitors per solution. Capture quoted prices, packaging structures, contract terms, and sales motion. Where useful, sponsor third-party benchmarks and integrate their findings into our framework.

• Sales enablement that actually gets used. Battle cards, deal-desk competitive briefs, win/loss readouts, and competitor playbooks — all in the format sales actually opens, not the format that looks pretty in a slide. Embed your output into the AEs' daily flow (HubSpot, Slack, Claude). The KPI is win rate, not pages produced.

• Win / loss and pricing telemetry. Own the quantitative loop: discount distribution by solution and segment, win rates by competitor, deals where we left money on the table, deals where we were materially overpriced. Synthesise the signal monthly and feed it back into the framework and the executive read-out.

• Competitor talent intelligence. Know who the best people are at our competitors — sales leaders, product leaders, customer success, founders. Maintain a warm-target list and partner with Talent on outbound conversations. The best moat in software is people; we should be deliberate about it.

• Your own AI stack. Live inside Claude, ZoomInfo, Apollo, n8n, Clay, LinkedIn Sales Navigator, and the analyst tools (Gartner, IDC, G2, Crozdesk). Build agents and workflows that monitor competitor signals 24/7 — earnings calls, product announcements, hiring patterns, pricing-page changes, partnership moves — and surface what matters before anyone has to ask.

What you'll bring

• Top-tier talent profile. You could land a role at any top-tier company. Strong candidates come from a top university plus 3–8 years of working experience in management consulting (with a pricing or strategy practice — Simon-Kucher, McKinsey, BCG, Bain), B2B SaaS strategy / RevOps / pricing, or competitive intelligence at a high-growth software company. We are particularly interested in candidates who have worked at a SaaS company with a multi-solution offering — that environment is closest to what you will own here, where pricing, packaging, and competitive positioning have to work coherently across many products on one platform. We are open to candidates with a stronger analyst profile or a stronger leader profile — we hire for ownership and intellect, not job title.

• Pricing fluency. You understand B2B SaaS pricing primitives: per-seat vs consumption vs outcome, tier laddering, packaging, overage and metering, discount governance, renewal uplift, expansion pricing, bundling. You have an opinion on how to price AI agents.

• Competitive intelligence instinct. You enjoy the hunt. You read an earnings call, a hiring page, a partner press release or a pricing page diff and turn it into a thesis. You separate signal from noise and you publish concise, opinionated readouts.

• Strong analytical and storytelling combo. Comfortable in spreadsheets and SQL-light, comfortable in front of an executive audience. You can carry a quantitative argument and a qualitative narrative without losing either.

• Innovative, out-of-the-box thinker. You don't just run the playbook — you challenge it. Tell us what we should be doing differently, what tools we should be trying, what signals we're missing, and how we can get better at everything we do. We want operators who make the system smarter, not just keep it running.

• AI-first by default. You already work fluently with Claude, n8n, and adjacent tools, and you build and vibe-code your own lightweight agents to monitor competitors, draft battle cards, and pull primary research at scale.

• Multi-solution fluency. Comfortable holding the full picture across multiple osapiens solutions and connecting them to a customer's actual business challenge — not pitching features, but framing an answer to the problem they already have.

• High energy, resilient, and hungry. Intrinsically motivated. Cross-functional, high-pace environment, strong performance culture — we hire people who run toward that, not away from it.

• English required; additional European languages (German, French, Spanish) are a plus.

What Success Looks Like (first 12 Months)

• A live, ranked competitor list per solution set, refreshed quarterly, with a depth-of-intelligence score per competitor — and a visible improvement curve over the year.

• Battle cards live for the top 5 solutions, used in >80% of competitive deals (measured via HubSpot tagging).

• Pricing framework v2 published, adopted by sales, with measurable impact on net new ACV, gross margin, and discount discipline. Specifically: average list-to-realised gap reduced by [X] points, and Enterprise tier ACV uplift of at least [Y]% on new logos.

• Quarterly mystery-shopping sweeps completed for top competitors across all in-scope solutions, with findings integrated into pricing and battle cards.

• AI agent and bundling pricing strategy defined and adopted, with at least one live commercial bundle (e.g., PPWR + EUDR + Supplier Intelligence) priced and selling.

• Competitor talent map active, with at least 25 warm targets, and tangible contribution to at least 2 senior hires from competitor companies in the year.

• A monthly competitive intelligence readout that the executive team reads — short, opinionated, and acted on.