The Asset Owners product team builds and evolves Clearwater Analytics' solutions for asset owners — including pension funds, corporations, REITs, foundations, and other institutional investors managing their own portfolios.
Role Summary
We're looking for a Market Product Leader to own Clearwater's point of view, product direction, and growth plan for the Pensions market. This role is accountable for defining and sizing the market, segmenting it by buying behavior, naming the job each segment is trying to get done and the gap between that job and what Clearwater does today, and converting that analysis into a funded roadmap and a go-to-market playbook. This role partners closely with R&D/Engineering, GTM/Sales, Marketing, Client Services, and Finance, and sits alongside the Market Product Leaders for Corporate Treasury and for Endowments, Funds & Trusts. This role owns the commercial outcome for Pensions and is measured on ACV growth, win rate, and retention in the market.
Key Responsibilities
Market Point of View
• Define the Pensions market in plain terms and size it — total addressable market, serviceable addressable market, and the share Clearwater has already captured — with every number sourced and the basis for each estimate stated.
• Segment the market by buying behavior rather than by label, covering corporate defined benefit and defined contribution plans, public retirement systems, multiemployer and Taft-Hartley plans, and OCIO-outsourced mandates.
• Score each segment on attractiveness and on Clearwater's right to win, and make an explicit call to prioritize, hold, or deprioritize.
• Keep the point of view current as a living document, and be clear at all times about what is validated, what is estimated, and what is still open.
Product Strategy & Roadmap
• Translate the capability gaps identified in the point of view into a prioritized, sequenced product roadmap for the market.
• Partner with R&D/Engineering leads to size the work, confirm capacity, and agree sequencing before commitments are made externally.
• Make and defend build, buy, or partner recommendations, including the business case behind each.
• Identify capability bets that serve Pensions and one or more other asset owner markets, and work with peer Market Product Leaders so those are built once.
• Represent client and market context in solutioning discussions so trade-offs are made with full information.
Go-to-Market Leadership
• Define the ideal client profile and the whitespace target list, and work with Sales to turn it into named-account coverage.
• Own positioning, messaging, and the competitive narrative for the market, including displacement plays against incumbent systems and in-house solutions.
• Partner with Finance and Sales on pricing and packaging for the market, and on the commercial construct for new capabilities.
• Build enablement for Sales and Client Services, and support strategic pursuits directly as the market expert.
• Run win/loss analysis and feed what it says back into the roadmap and the positioning.
Client & Market Engagement
• Build direct relationships with plan sponsors, chief investment officers, pension finance and accounting teams, and the investment consultants and OCIO firms that influence their technology decisions.
• Stay current on the reporting, accounting, and disclosure requirements that shape buying in this market, including GASB and ASC 715 reporting, funded-status and actuarial reporting cycles, and plan-level audit requirements.
• Represent Clearwater at industry events and in analyst and consultant conversations, and bring back a structured read on what the market is asking for.
• Maintain a working view of competitors, adjacent providers, and the systems Clearwater most often displaces or sits beside.
Customer Health & Retention
• Own the health of the installed Pensions base — satisfaction, retention, and concession pressure — and treat an unhealthy base as a gate on further penetration until it is remediated.
• Partner with Client Services and the client delight function to get recurring pain points scoped and fixed rather than managed around.
• Report market performance to leadership on a regular cadence, including where the plan is off track and what is being done about it.
Qualifications
• 10+ years in product management, market strategy, or commercial leadership within institutional investment management, asset servicing, or investment technology.
• Direct, substantive exposure to pensions — corporate DB/DC, public plans, multiemployer plans, or OCIO — and a working understanding of how these organizations are governed, staffed, and budgeted.
• Demonstrated ownership of a market, segment, or product line, with accountability for revenue growth rather than for delivery alone.
• Strong quantitative instincts. Comfortable building and defending market sizing, segmentation, and penetration analysis from primary data, and rigorous about sourcing.
• Comfortable engaging directly with engineers on technical scope, architecture trade-offs, and sequencing.
• Excellent written and verbal communication, with a track record of getting senior stakeholders to a decision.
• Experience in fintech, SaaS, or investment management technology preferred.
• Bachelor's degree required; MBA, CFA, or relevant advanced degree a plus.
What Success Looks Like
• A published, internally pressure-tested point of view for Pensions that leadership can allocate against.
• A funded roadmap, sequenced with Engineering, that closes the gaps the point of view identified.
• ACV growth in the market against plan, with a visible shift from growth carried by asset appreciation toward growth that is actively sold.
• Improved win rate in competitive Pensions pursuits.
• Retention and client satisfaction in the Pensions base at or above the Asset Owner average.
• Effective, trusted partnership with GTM, Engineering, Client Services, and Finance.
Salary Range
$179,400.00 - $243,136.45
This is the pay range the Company believes it will pay for this position at the time of this posting. Consistent with applicable law, compensation will be determined based on relevant experience, other job-related qualifications/skills, and geographic location (to account for comparative cost of living). The Company reserves the right to modify this pay range at any time. For this role, benefits include: health/vision/dental insurance, 401(k), PTO, parental leave, and medical leave, STD/LTD insurance benefits. Clearwater Analytics is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.
