Competitive Intelligence Specialist

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee our Win/Loss program in collaboration with a third-party interview vendor, taking ownership of the overall program cadence, scope, and quality of deal coverage across Endpoint, Identity, and MDR segments.

• Evaluate and synthesize interview results from the vendor into clear competitive themes, patterns, and deal-level insights, going beyond mere data provision to highlight the implications for the business.

• Convert Win/Loss themes into actionable sales plays in close collaboration with the Sales Enablement team, ensuring that insights lead to tangible changes in how sellers address objections, position against competitors, and navigate common deal scenarios.

• Provide regular Win/Loss reports to Sales leadership, Product, and Marketing, featuring clear trend analyses and competitive exposure indicators that guide both tactical and strategic decisions.

• Develop and maintain AI-assisted research and analysis workflows using Claude and other tools, streamlining the competitive monitoring and insight generation processes.

• Create reusable prompt frameworks for tasks such as competitor webpage differentiation analysis, product announcement summarization, and battlecard content creation.

• Document and refine workflow templates to ensure that competitive intelligence outputs are scalable, repeatable, and accessible to cross-functional teams with minimal analyst involvement.

• Stay updated on AI tools relevant to competitive intelligence and proactively identify workflow enhancements for the team.

• Manage battlecard development as a key deliverable, ensuring that the library is current, precise, and organized based on how sellers utilize them in the field. This includes knowing when updates are necessary, when to rebuild, and how to translate positioning into language suitable for live conversations.

• Serve as a real-time competitive resource for Sales and Sales Engineering during active deals, delivering prompt, high-quality analysis on demand.

• Conduct competitive training and enablement sessions, ensuring that field teams are well-informed about the evolving landscape.

• Act as the human element in AI-assisted content development, utilizing Claude and other tools to expedite first drafts, research synthesis, and content updates, while maintaining editorial discretion over what content is included, excluded, and whether it's ready for deployment.

• Monitor the competitive landscape across key vendors, tracking product launches, pricing changes, messaging modifications, and go-to-market strategies.

• Integrate signals from various sources, including analyst reports, earnings calls, social platforms, customer interactions, and industry events, into clear, prioritized intelligence.

• Contribute to and manage a centralized intelligence repository that is accurate, accessible, and structured for reuse.

• Collaborate with Product Marketing to align competitive positioning with broader messaging and campaigns.

• Work alongside Product Management to highlight competitive gaps and influence roadmap discussions.

• Engage with Marketing, Channel, and Partner teams to ensure that competitive intelligence is incorporated into external-facing programs where applicable.

⛳️ Requirements

• 2+ years of experience in competitive intelligence, product marketing, strategy, or a related field, preferably in the cybersecurity or enterprise SaaS sectors.

• Experience with or a genuine interest in developing a Win/Loss program. While prior ownership of such a program is not required, you should be able to articulate your approach to transforming raw interview data into actionable sales plays.

• Practical experience with AI tools (Claude, ChatGPT, Gemini, or similar) to expedite research, synthesize information, and produce structured outputs. You are comfortable with prompt engineering and have a perspective on effective tool usage.

• Strong project management abilities. You can handle multiple concurrent workstreams, maintain quality, and consistently meet deadlines without compromising depth.

• Excellent written communication skills. Your deliverables are clear, concise, and tailored to the audience. You understand the distinctions between a Slack message, a battlecard, and a leadership briefing.

• An innate sense of curiosity. You notice details that others overlook, ask insightful follow-up questions, and view competitive intelligence as a discipline rather than a mere checklist.

• Capability to work cross-functionally and build trust with Sales, Product, and Marketing stakeholders through the quality of your work and responsiveness.

• Comfort in dealing with ambiguity. Not every question has a straightforward answer; you know how to clearly present incomplete information and distinguish what is known versus what is inferred.

• Familiarity with cybersecurity concepts (EDR, XDR, MDR, identity security) is advantageous but not mandatory. A quick learning aptitude for the domain is essential.

• Bachelor's degree in a relevant field, or equivalent professional experience.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and paid sick time

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision coverage

• 401(k) retirement plan with company match

• Life and disability insurance

• Health and dependent care FSA

• Voluntary benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical insurance

• Home office allowance

• Mobile phone reimbursement

• Wellness coach

• Wellness/gym reimbursement

• Fertility coverage

• Adoption & surrogacy reimbursement