Competitive Intelligence Manager

Accountabilities:: Lead the competitive intelligence strategy, serving as the subject matter expert on market dynamics, competitor positioning, industry trends, customer insights, and emerging business opportunities. Monitor and analyze competitor products, pricing models, go-to-market strategies, market developments, and positioning to identify competitive threats and opportunities. Develop, maintain, and optimize competitive intelligence resources, including battlecards, objection-handling guides, competitive narratives, pricing benchmarks, and centralized intelligence repositories. Conduct and oversee win/loss analysis to understand buyer behavior, competitive performance, customer decision drivers, and opportunities to improve sales effectiveness. Translate complex quantitative and qualitative intelligence into clear, actionable recommendations and strategic perspectives for Sales, Marketing, Product, Pricing, Operations, and Executive Leadership. Design and deliver competitive enablement programs, including training sessions, sales tools, talk tracks, and deal-specific support tailored to different industries and buyer personas. Own and manage the Enterprise and Large Enterprise customer reference program, building and maintaining a network of strategic customer advocates. Coordinate customer reference activities, including prospect reference calls, case studies, testimonials, customer reviews, analyst engagements, speaking opportunities, and advisory programs. Match prospective customers with relevant customer advocates and success stories to strengthen high-value sales opportunities and demonstrate measurable customer outcomes. Collaborate with Customer Marketing and Product Marketing to develop compelling customer success stories and advocacy materials that reinforce market credibility. Partner with Revenue Operations and other relevant teams to improve sales enablement, intelligence distribution, CRM integration, and program effectiveness. Establish scalable processes, governance standards, and best practices for competitive intelligence gathering, customer advocacy, and reference management. Manage competitive intelligence and customer reference platforms, feedback mechanisms, and appreciation programs to encourage engagement and ensure long-term program sustainability. Measure and report on program performance, including resource utilization, customer advocate engagement, sales influence, and business impact. Build strong cross-functional relationships and promote the adoption of competitive insights across the organization. Prioritize strategic initiatives, stakeholder requests, and program activities to maximize business value and resource efficiency. Handle confidential competitive information and sensitive customer relationships with professionalism, discretion, and sound judgment. Provide leadership, guidance, and mentorship to cross-functional stakeholders and contribute to broader strategic initiatives as needed. Requirements: 5–8 or more years of experience in competitive intelligence, product marketing, customer reference management, business strategy, or sales enablement, preferably within Human Capital Management (HCM), HR technology, or enterprise SaaS. Demonstrated experience developing competitive battlecards, managing win/loss analysis programs, conducting pricing and market benchmarking, and maintaining competitive intelligence repositories. Proven ability to build and manage customer reference or advocacy programs, including cultivating executive-level customer relationships and coordinating reference activities for enterprise sales opportunities. Strong quantitative and qualitative analytical skills, with the ability to interpret complex datasets, synthesize customer feedback, identify competitive patterns, and develop practical business recommendations. Proficiency in Excel or Google Sheets, with familiarity with business intelligence and data visualization tools such as Tableau or Power BI. Excellent storytelling, presentation, and executive communication skills, including the ability to communicate complex competitive narratives clearly to senior leaders and cross-functional audiences. Working knowledge of HCM and HR technology domains, including payroll, time and attendance, benefits administration, talent management, and regulatory compliance, as well as associated buyer needs and business challenges. Demonstrated ability to collaborate effectively with Sales, Product, Product Marketing, Marketing, Finance, Legal, Operations, and other cross-functional teams. Experience translating market intelligence into practical sales enablement resources, go-to-market recommendations, product positioning strategies, and revenue growth initiatives. Strong project management, organizational, and prioritization skills, with the ability to manage multiple initiatives and stakeholder requests in a fast-paced environment. Ability to influence stakeholders, establish scalable processes, and drive program adoption without necessarily having direct people-management responsibility. High degree of discretion, sound judgment, and professionalism when managing sensitive customer information and competitive intelligence. Familiarity with competitive intelligence platforms such as Crayon or Clozd, revenue operations and sales enablement tools such as Salesforce or Highspot, and customer advocacy platforms such as SlapFive or G2 is preferred. Knowledge of global payroll, international compliance requirements, and multinational HCM deployment considerations is an advantage. Ability to work remotely within the United States and maintain availability during designated working hours. Ability to perform essential computer-based duties, including extended periods of sitting, typing, using phone systems, and working across multiple software applications. Benefits: Competitive annual base salary: $97,000–$138,000, depending on job-related knowledge, skills, experience, and market location. Annual performance bonus: Eligibility for an additional bonus based on individual performance. Restricted stock units: Opportunity to receive an equity-based award, subject to applicable eligibility and plan terms. Comprehensive healthcare coverage: Medical, dental, and vision insurance. Financial protection: Life insurance and short- and long-term disability coverage. Retirement savings: Access to a 401(k) plan with employer matching contributions. Additional employee perks: Benefits and programs designed to support employees' personal, family, and financial well-being. Fully remote work: Work from home or another approved location within the United States, with no regular in-office requirement under the current arrangement. Career development: Opportunities to strengthen expertise in competitive intelligence, enterprise strategy, customer advocacy, and sales enablement. Cross-functional collaboration: Work closely with senior leaders and teams across Sales, Marketing, Product, Finance, and Operations. Strategic business impact: Influence market positioning, enterprise sales performance, customer engagement, and organizational growth. Inclusive workplace culture: An environment that values diverse perspectives, equal opportunity, accessibility, and employee resource groups. Workplace accommodations: Reasonable accommodations are available for qualified applicants and employees with disabilities.