Senior Manager, Competitive Intelligence and Strategy
Leads Navan’s competitive intelligence and revenue enablement strategy, turning market, buyer, product, and field signals into actionable sales messaging, training, and tools. The role requires 7–10 years of relevant GTM experience, strong stakeholder influence, and expertise in B2B competitive dynamics.
About the job
Responsibilities
- Set the competitive enablement strategy, connecting company priorities, market shifts, buyer needs, product strategy, and field realities.
- Lead a continuous competitive intelligence program using field insight, win/loss themes, customer feedback, market research, product signals, and competitor activity.
- Prioritize high-value initiatives, pivotal deals, emerging threats, and strategic growth opportunities.
- Align senior stakeholders and cross-functional teams across GTM, Product Marketing, Product, Revenue Operations, and Enablement.
- Translate competitive and market insights into battlecards, talk tracks, objection-handling guidance, deal plays, manager coaching resources, and learning content.
- Design and deliver high-adoption training for sellers, managers, and leaders.
- Support critical customer moments with strategic perspective, messaging, and guidance.
- Define success measures, monitor adoption and effectiveness, and improve content, training, positioning, and program focus.
Requirements
- 7–10 years of experience in competitive intelligence, revenue enablement, product marketing, sales, strategy, or a related go-to-market role.
- Experience defining strategy and translating it into programs, training, and tools that improve field readiness and seller behavior.
- Strong understanding of B2B competitive dynamics, positioning, buyer decision-making, and the intersection of product, market, and sales motions.
- Experience partnering with senior stakeholders and managing competing priorities across cross-functional teams.
- Exceptional synthesis, writing, and facilitation skills.
- Strategic judgment, curiosity, sound judgment, and a bias toward action.
- Experience in a high-growth, high-change environment preferred.
- Ability to influence executives and stakeholders, clarify complex information, lead programs, and create actionable sales guidance.
- Competitive intelligence expertise in gathering, validating, synthesizing, and applying B2B go-to-market intelligence.
- Comfortable using Google Workspace, LMS tools, Seismic, and systems supporting research, content management, and program measurement.
Compensation
- Pay range: $123,750–$215,000 USD.
- Compensation may include base salary and target incentive compensation for roles with on-target earnings.
Skills
Competitive Intelligence, Revenue Enablement, Product Marketing, Sales Enablement, B2B Positioning, Market Research, Win/Loss Analysis, Sales Training, Battlecards, Google Workspace, Learning Management Systems, Seismic, Revenue Operations, Program Management, Stakeholder Management
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