Pricing & Intelligence Lead

Pricing & Competitive Intelligence Lead

Department: Sales

Employment Type: Permanent - Full Time

Location: Mannheim

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.

• 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 (Integrity Next, Assent, Sphera), Risk & Due Diligence (Eco Vadis, Integrity Next, Prewave, Achilles), CBAM (Carbon Chain, Climate Partner), Whistle blower (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 (Hub Spot, 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…