Senior Manager, Competitive Intelligence and Strategy

The posting, as Navan wrote it

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

[…]
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.

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