Responsibilities

• Own the end-to-end competitive intelligence program, ensuring timely, accurate, and actionable insights reach Product, Marketing, Sales, and executive stakeholders.
• Manage and optimize our competitive intelligence platform (Klue), including competitor profiles, battle cards, competitive content, and automated research feeds.
• Track competitor movements across product launches, pricing changes, messaging shifts, partnerships, and market positioning. Synthesize trends into digestible updates and proactive alerts.
• Build and maintain AI-powered agents and automated workflows that routinely search, collate, update, and distribute competitive intelligence to Product and GTM teams. Automate battle card refresh cycles, competitive digest generation, and alert distribution.
• Partner with Sales Enablement to ensure GTM teams have current competitive positioning, objection handling guidance, and battlecards.
• Evangelize competitive insights across the organization via Slack, Teams, newsletters, executive briefings, and QBRs.
• Serve as the go-to resource for ad-hoc competitive research requests.
• Own the strategy and execution of the win-loss program, building it into a scalable, insight-generating engine that influences product roadmap, sales execution, and marketing positioning.
• Conduct and oversee win-loss interviews with customers and prospects to uncover the real drivers behind deal outcomes, including product gaps, competitive dynamics, pricing, and sales execution quality.
• Build automated workflows for win-loss data capture, leveraging CRM triggers, survey automation, and AI-powered summarization to reduce manual lift and increase program coverage.
• Create and maintain a centralized insights repository with structured tagging (region, industry, product, competitor, outcome) that enables self-service access for Product and GTM stakeholders.
• Develop routing logic and processes that ensure interviews and insights reach the right product marketing managers and stakeholders based on product, deal size, industry, and region.
• Synthesize win-loss data into regular executive readouts and actionable recommendations for Product (roadmap priorities), Marketing (positioning and messaging), and Sales (process and enablement improvements).
• Dig into CRM (Salesforce) data to explore and surface insights on why we win and lose deals, to whom, in which segments, and what patterns emerge across regions, products, and deal sizes.
• Build and maintain dashboards and reports (Salesforce, Tableau, or equivalent) that track win/loss trends, competitive landscape, interview pipeline health, loss reason analysis, and data quality.
• Partner with Revenue Operations, Data, and CRM teams to ensure competitive and win-loss data flows cleanly into our systems and is accessible for analysis.
• Present competitive briefings and win-loss insights to audiences ranging from executive leadership to front-line sales and product teams.
• Partner with Analyst Relations to feed competitive positioning and market intelligence into major industry analyst evaluations.
• Collaborate with Platform and Solutions PMM teams who contribute domain-specific competitive knowledge. You are the central spoke; they are contributing experts.
• Share insights with Product teams to inform roadmap decisions, feature prioritization, and competitive differentiation strategies.