About the Position

Senior Manager, Competitive Intelligence and Strategy

Location: New York, NY

Department: Sales

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.

Responsibilities

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.

Requirements

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.

We Offer

Competitive salary: $123,750-$215,000 USD
Comprehensive benefits: Healthcare coverage, insurance offerings, wellness resources, retirement savings programs, equity plans, flexible time off, paid parental leave, mental health resources, and more.
Professional growth: Opportunities for career development and advancement.
Work environment: Collaborative and innovative workplace with global office spaces and in-office perks.

About the Company

Navan (Nasdaq: NAVN) is the global AI-powered business travel and expense platform that makes travel easy for frequent travelers. From finding flights and hotels, to automating expense reconciliation, with 24/7 support along the way, Navan delivers an intuitive experience travelers love and finance teams rely on. See how Navan customers benefit and learn more at navan.com.

Culture of Excellence

Our team is our competitive edge - a high-performance group of smart, driven people committed to winning together. This dedication to excellence is why we’ve been recognized as a Best Place to Work by Built In (2023–2026), a G2 Best Global Software Company (2025–2026), Forbes Cloud 100 (2022–2025), and CNBC Disruptor 50 (2022–2025). At Navan, we provide an environment where top talent excels, offering the autonomy and fast-paced trajectory needed to build a defining career and do the best work of your life.

Equal Opportunity

Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Accommodations

Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law.

If you need any assistance or accommodations due to a disability, you are welcome to email us at [email protected].

Candidate Privacy Notice and Use of AI

As part of the recruitment process, certain personal data may be processed using automated tools, including tools that use AI. For details on how Navan collects and uses your personal data, please review Navan's Candidate Privacy Notice here.

Job Search Best Practices

We have been made aware of recruitment scams involving fraudulent attempts to lure job seekers into sending money or personal information in return for fake job offers or coerce them into purchasing equipment by electronic funds transfer (Zelle, Venmo, etc.) Legitimate Navan recruiters will never ask for money in any recruitment or onboarding activities. All available job openings at Navan will be posted on Navan’s website and all Navan recruiters will be reachable through an email address ending in “@navan.com” or “@navan.tech” or "@talent.navan.com".

Senior Manager, Competitive Intelligence and Strategy

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