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Drips is seeking a Director of Market Solutions to lead a dual mandate: defining and sizing market opportunities before they reach Product's roadmap or Sales' pitch deck, and leading a Solutions Consulting team that converts qualified opportunities into scoped, signed, executable business.
You will own market and competitive intelligence, maintaining a current view of the competitive landscape and translating findings into point-of-view documents that inform roadmap and positioning. You'll build strategic recommendations by picking up signals from sales calls, Solutions Consulting, Customer Success, and product conversations, then research open strategic questions and bring forward clear recommendations.
You will size and assess product opportunities by partnering with Product and Engineering leadership to evaluate incoming capability ideas, sizing TAM/SAM/SOM and assessing strategic fit. You'll draft Commercial Briefs—structured recommendations on what to commercialize and why—for Drips' go-to-market process and present them to cross-functional leadership.
On the commercialization side, you'll translate new capabilities into sellable packages by defining use cases and working with subject matter experts across targeted industries to establish ideal client profiles, then build repeatable frameworks and playbooks for vertical expansion.
You will hire, coach, and manage a Solutions Consulting team that takes qualified opportunities from discovery through proposal delivery. You'll build operational infrastructure—KPIs, SLAs, quota structures, coverage models—to scale the department without outgrowing its process. Once strategic direction is set, you'll drive alignment across Product, Sales, Solutions Consulting, and Marketing.
Ideal candidates have 8–12 years in product strategy, product management, solutions consulting, sales engineering, or hybrid strategy/pre-sales roles in B2B SaaS, with 2–3 years directly managing or mentoring a team. Experience in or selling into healthcare, insurance, education, or other regulated industries is valued. You should have demonstrated success turning market or competitive research into actual business cases or roadmap recommendations, building or maturing operational infrastructure (KPIs, SLAs, coverage models, quota structures), and identifying risks in opportunities with mitigation plans. You're comfortable establishing new process where none exists and maturing existing process as teams grow. You operate effectively without formal authority on strategic recommendations while owning full accountability for team management and operations. Strong written and verbal communication skills, including comfort presenting to senior leadership and stepping into client conversations, are essential. Working knowledge of market-sizing frameworks and competitive analysis methods required.
