We are seeking a dynamic and driven professional to spearhead the development and execution of our competitive research and enablement function within the GTM organization. This role requires a candidate who will serve as an authority on our users, products, and the corporate travel and spend management industry. You will also stay current with our evolving products and capabilities to empower our field team as we drive global awareness. The ideal candidate thrives in a fast-paced growth environment, possesses a holistic perspective, and values efficiency, quality, and precise execution.
This is an integral role within a fast growing company that is continuing to invest in the growing GTM team. This role operates within the Revenue Enablement function of the global GTM organization, which as a team rolls directly to the CRO. The Competitive Intelligence & Strategy Manager will significantly impact the strategic enhancement of GTM performance.
This position can be located in our Palo Alto, San Francisco, Austin or our New York office.
What You’ll Do:
- Become an expert on the Navan portfolio of products and how we help customers with the primary focus on competitive differentiation
- Develop a deep understanding of Travel & Expense market needs and trends, and how we should position ourselves
- Own key competitive initiatives including analysis and assets, development of per competitor differentiators, certification programs, etc.
- Utilize multiple research methods to develop and maintain a clear understanding of competitor product strengths, weaknesses and changes at a technical and business level
- Work with sales leadership & cross-functional stakeholders and present Navan’s combined competitive assessment in oral and written formats to various internal / partner consumers
- Build out our library of enablement assets, arming field teams with tools that speed up sales cycles, drive bigger deals, and reliable retention rates
- Help formulate competitive sales strategies, product demonstrations, content, and collateral, keeping this continuously up to date for a selection of Tier 1 and Tier 2 competitors
- Support GTM teams with deal support & competitive strategy
- Become a key contributor to win/loss discussions and reporting including trend analysis and report building
- Contribute to the maturation of the competitive intelligence program through identifying and implementing ideas to support positive change
What We’re Looking For:
- 3-5 years of experience in a Competitive Intelligence, Enablement, or customer facing roles (e.g. sales rep/leader, sales engineer, consulting, etc)
- A background in travel/spend management, B2B SaaS is a plus
- Ability to understand and deconstruct technical concepts, products, and platforms
- Ability to represent complex concepts into a curriculum that sales professionals can absorb and apply
- Established ability to successfully drive projects of any kind with minimal guidance
- A strategic thinker. You know how to formulate initiatives/programs that are high impact and scalable, always keeping the end goal in mind
- Creative thinker that independently generates and executes on innovative ideas. Doesn’t just deliver the product, thinks of what’s next and how to make it better
- A collaborative working style, with experience working across the company with teams of varied size to achieve common goals
- Exceptional communication skills are required to support audiences which consume information in a variety of methods, such as written, recorded, live, etc.
- Organizational skills to manage competing projects with tight deadlines effectively
- Exceptional communication skills are required to support audiences which consume information in a variety of methods, such as written, recorded, live, etc.
- Solid understanding of the sales lifecycle and purchaser mindset
- Analytical. Ability to collect, analyze, categorize, and make recommendations based on exceptional volumes of data or very little data at all, and to openly incorporate feedback received from field teams