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Senior Market Research Specialist
Job Description: • Conduct in-depth research to define TAM, SAM, and SOM globally and regionally for nonprofit verticals • Map industry structure, giving trends, digital adoption, and seasonality (e.g. Easter, Giving Tuesday, Ramadan, etc.) • Create sub-segment analyses — e.g., dioceses vs. parishes, Catholic vs. Protestant, churches vs. Christian orgs, animal shelters vs. wildlife rescues – for deeper understanding • Deliver clear market landscape reports that guide strategic prioritization • Develop and maintain detailed Ideal Customer Profiles (ICPs) and buyer personas for each segment • Identify key purchasing decision-makers and influencers — demographics, psychographics, motivations, and buying cycles • Understand their pain points, approval layers, and how they make technology decisions • Validate findings through structured surveys and interviews with nonprofit leaders and users that this candidate will conduct and analyze • Determine where and how arenaflex audiences consume information, from podcasts and newsletters to associations, conferences and other media platforms • Identify trusted communities and communication channels that influence their decisions • Understand preferred content formats and technology adoption levels • Analyze how organizations discover and evaluate software — through peers, partners, arenaflex search, or industry networks • Identify purchase drivers (simplicity, arenaflex, trust, integration, etc) and objections (security, fear of change, theological fit, etc) and explain how Donorbox can effectively address these challenges • Document budget cycles and fiscal dependencies to align sales outreach and marketing campaigns with optimal timing • Benchmark Donorbox against fundraising software competitors • Analyze features, pricing models, messaging, and positioning • Identify opportunities for differentiation — including through positioning, CRM integration, pricing flexibility, and product features and simplicity • Partner with the Product team to uncover insights that inform new features, product improvements, and market opportunities, ensuring Donorbox continues to evolve around real customer behavior and needs • Identify friction points in user journeys and translate findings into actionable product recommendations • Support new product or feature development with data-backed insights from arenaflex markets • Collaborate with the larger Marketing team, Sales, Customer Success, and Product to extract internal customer and performance data • Analyze customer mix, usage patterns, ARR by segment, and churn reasons • Conduct win/loss analyses and synthesize learnings into ICP refinements • Synthesize all research into clear, actionable insights backed by data points, and present findings to leadership and/or stakeholders • Share useful findings with the company to help inform decisions and shed light on users’ latest behaviors, preferences, and needs • Recommend GTM strategies, product & brand positioning, and technology partnership opportunities based on market data • Deliver quarterly reports on industry trends and emerging opportunities • Execute primary and secondary research using surveys, interviews, focus groups, and desk research, singlehandedly managing the process end-to-end • Design and analyze quantitative studies (market sizing, segmentation, survey analysis) • Conduct qualitative research — in-depth interviews, customer panels, win/loss interviews • Use data and tools like Typeform, arenaflex Trends, SEMrush, SimilarWeb, Crunchbase, and Pew/Giving USA reports • Build and maintain a market intelligence database with competitive data, pricing, and adoption metrics • Visualize findings through dashboards and concise, presentation-ready insights for senior stakeholders. Requirements: • 5–8 years of market research, strategy, or growth analysis experience (preferably in B2B or SaaS or nonprofit tech) • Strong analytical background and ability to translate complex data into actionable insights that stakeholders can immediately understand • Deep understanding of B2B buyer behavior and go-to-market segmentation • Familiarity with research and analytics tools such as Crunchbase, SEMrush, SimilarWeb, arenaflex Trends, Cision, survey tools, or AI-driven platforms • Exceptional written and verbal communication skills • Curiosity, initiative, and a self-starter attitude - comfortable working cross-functionally and autonomously. Benefits: • Fully remote work from the comfort of your home • Generous time off policy of 21 days (birthday included ), 8 designated/floating holidays, 2 paid volunteer days, and 5+ sick days (dependent on state) • Employer-sponsored health insurance plan through TriNet, including medical (United Healthcare), dental, vision, and life • 401(k) retirement plan via TriNet's partner, Empower, with an employer match of up to 4% • Reimbursement package for home office expenses and professional development, up to $1.5k • Eligibility for employee equity plan (stock options) • Wellness program with fitness and mindfulness classes • Love your work and our mission of serving nonprofits! Apply tot his job
