Senior Manager, Competitive Intelligence and Strategy

The Role

As a Competitive Intelligence Analyst within Revenue Enablement, you will own the operating rhythm for competitive intelligence across Navan’s GTM organization. You will build a scalable intelligence system that combines market, buyer, product, field, and competitor signals with CRM and revenue data to identify patterns, quantify business impact, and recommend where the organization should focus.

You will partner closely with Sales, Product Marketing, Product, Revenue Operations, and Field Enablement to turn those insights into field-ready messaging, learning experiences, reporting, and operating improvements. This role is responsible not only for explaining the competitive landscape, but also for measuring its effect on performance, diagnosing root causes, strengthening the underlying data and processes, and helping teams take action.

What You’ll Do

• Own the competitive intelligence strategy and operating rhythm: Develop and evolve a clear, scalable approach to competitive intelligence that connects company priorities, market shifts, buyer needs, product strategy, and field realities.


• Build the competitive intelligence system: Define and maintain competitor taxonomies, CRM fields, data standards, intake processes, research workflows, and feedback loops so competitive information is captured consistently and can be trusted for analysis.


• Analyze competitive performance: Use CRM, win/loss, pipeline, sales-cycle, deal-size, pricing and discount, segment, region, and product data to show where Navan wins or loses, quantify competitive impact, and diagnose the underlying drivers.


• Produce reporting and recommendations: Build dashboards, recurring performance reporting, executive readouts, and ad hoc analyses that convert data into clear points of view, priorities, and actions for GTM leaders; contribute insights to MBRs, QBRs, planning, and leadership materials.


• Detect risks and opportunities early: Combine field insight, customer feedback, win/loss themes, market research, product signals, and competitor activity to identify emerging threats, differentiated strengths, and growth opportunities ahead of the market.


• Translate insight into field-ready enablement: Create battlecards, talk tracks, objection-handling guidance, deal plays, manager coaching resources, and learning content that sellers can absorb quickly and use confidently in customer conversations.


• Enable critical customer moments: Partner with deal teams and leaders on high-impact opportunities, providing data-backed perspective, positioning, and practical guidance while feeding lessons learned back into the broader program.


• Improve processes and tools: Evaluate, implement, administer, and optimize the systems and workflows used for intelligence collection, analysis, content management, reporting, and field distribution.


• Lead cross-functional programs: Coordinate initiatives across Sales, Product Marketing, Product, Revenue Operations, Finance, and Enablement; clarify owners and dependencies, manage competing priorities, and drive work through completion.


• Measure and evolve the program: Establish KPIs for data quality, intelligence coverage, content adoption, field confidence, seller productivity, and competitive outcomes; monitor effectiveness and continuously improve the program.


• Competitive intelligence expertise: Gathers, validates, synthesizes, and applies market, buyer, product, field, and competitor intelligence with a balanced, evidence-based point of view.


• GTM analytics: Frames business questions, selects meaningful metrics, analyzes performance, identifies root causes, and turns findings into decisions and measurable actions.


• Systems and process design: Creates scalable data structures, governance, workflows, and tools that improve intelligence quality, consistency, and usability.


• Clarity from complexity: Distills sophisticated competitive and operational information into concise narratives, practical frameworks, and persuasive field guidance.


• Stakeholder influence: Builds credibility with senior and working-level audiences, frames tradeoffs clearly, and aligns diverse partners around a path forward.


• Program leadership: Creates structure across multiple workstreams, anticipates dependencies, prioritizes for impact, and keeps execution moving.


• Sales enablement craft: Converts insight into usable sales behavior through messaging, content, reinforcement, manager coaching, and training.


• Tool proficiency: Comfortable working across Google Workspace, Salesforce, BI and reporting tools, LMS and enablement platforms such as Seismic, and systems that support research, content management, and program measurement.

What We’re Looking For

• 7+ years of experience in competitive intelligence, Revenue Operations, GTM strategy and operations, sales analytics, revenue enablement, consulting, or a related role.


• Demonstrated ability to connect qualitative market and field intelligence with quantitative CRM and revenue data, identify meaningful patterns, and make actionable business recommendations.


• Strong understanding of competitive dynamics, buyer decision-making, positioning, sales processes, and the ways product, market, and GTM motions intersect.


• Advanced proficiency with Salesforce CRM and Google Sheets or Excel, plus experience building dashboards and recurring reporting in a BI or analytics platform; SQL or comparable data-querying experience is preferred.


• Experience defining metrics, improving data quality, and designing reporting systems that measure the impact of GTM programs and seller behavior.


• Proven ability to translate analysis and strategy into high-adoption messaging, tools, training, and process changes that improve field readiness and execution.


• Exceptional synthesis, writing, presentation, and facilitation skills, with the ability to make complex subjects clear and useful for sellers, managers, and senior leaders.


• Track record of managing complex, cross-functional programs and influencing stakeholders with different priorities, without relying on formal authority.


• Sound judgment, curiosity, attention to detail, and a bias toward action; able to bring structure to ambiguity and balance rigorous analysis with swift execution.


• Experience in a fast-paced, high-growth SaaS or startup environment is strongly preferred.

The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.

For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.Pay Range$123,750—$215,000 USD

Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.

Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.

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