Customer Discovery and Commercial Strategy Lead

Job Responsibilities: Customer Discovery & Continuous Research

• Lead ongoing customer discovery initiatives to deeply understand client needs, pain points, decision drivers, and jobs-to-be-done across target segments
• Apply continuous discovery methods to shape offerings and strategy
• Design and execute qualitative and quantitative research efforts including customer interviews, win/loss analysis, surveys, and observational studies
• Develop rich customer personas, journey maps, and ideal customer profiles (ICPs) that inform everything from product roadmap to sales enablement
• Build repeatable frameworks and processes for customer research and market validation that internal teams can adopt, scale, and sustain

Commercial Strategy Development & Execution

• Translate discovery insights into clear, actionable commercial strategy—informing product direction, pricing, packaging, and go-to-market motions
• Develop data-driven business cases for strategic initiatives including market sizing, competitive analysis, and financial projections
• Define and test go-to-market strategies that align customer insights with business objectives and competitive realities
• Design pricing strategies and value-based packaging frameworks informed by customer willingness to pay and buying patterns
• Identify and evaluate new market segments, channels, and revenue streams based on discovery findings
• Contribute to business transformation efforts by blending product and services perspectives into a unified commercial narrative

Market Intelligence & Competitive Positioning

• Monitor market trends, competitive movements, and emerging technologies that impact customer behavior and commercial opportunities
• Conduct systematic win/loss analysis to understand customer decision-making processes and refine commercial approaches
• Partner with product, marketing, and sales teams to refine positioning, messaging, and demand generation strategies rooted in customer understanding
• Develop clear point of view on market positioning that differentiates the company from competitors

Capability Building & Change Leadership

• Act as a coach and catalyst, upskilling internal teams in customer-centric thinking, discovery practices, and experimentation
• Enable cross-functional teams with customer insights, competitive intelligence, and frameworks that improve decision-making
• Work within existing organizational structures, earning trust while driving transformation through influence, structure, and results
• Champion a culture of continuous learning and customer obsession across product, engineering, marketing, and sales
• Present findings and strategic recommendations to executive leadership, making complex insights accessible and actionable

Education and experience:

• Bachelor's degree in Business, Economics, Engineering, or related field; MBA or relevant graduate degree preferred
• 12+ years of experience in product strategy, commercial innovation, go-to-market leadership, strategy consulting, or related strategic roles
• Proven track record leading structured customer discovery initiatives and translating insights into measurable commercial impact
• Strong commercial acumen with experience in market sizing, financial modeling, pricing strategy, and data-driven decision making
• Demonstrated ability to build repeatable frameworks and processes that scale across organizations
• Exceptional communication, storytelling, and facilitation skills—comfortable engaging both executives and technical teams
• Experience working cross-functionally and influencing without direct authority in complex organizational environments
• Hybrid experience at the intersection of product strategy and services, ideally in [B2B SaaS, cloud infrastructure, platform businesses, or relevant domain]
• Familiarity with continuous discovery methodologies and modern product practices (e.g., Jobs-to-be-Done, Lean Startup, Design Thinking)
• Domain knowledge in [relevant technical