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 target 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, Google search, or industry networks
• Identify purchase drivers (simplicity, cost, 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 target 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, Google 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, Google 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!

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