Competitive Intelligence Specialist

Competitive Intelligence Specialist Responsibilities

• Manage our Win/Loss program in partnership with a third-party interview vendor, owning the overall program cadence, scope, and quality of deal coverage across Endpoint, Identity, and MDR segments.
• Analyze and synthesize interview findings from the vendor into clear competitive themes, patterns, and deal-level insights, going beyond data delivery to surface the "so what" for the business.
• Translate Win/Loss themes into sales plays in close partnership with the Sales Enablement team, ensuring insights drive concrete changes in how sellers handle objections, position against competitors, and navigate common deal scenarios.
• Deliver regular Win/Loss reporting to Sales leadership, Product, and Marketing, with clear trend analysis and competitive exposure signals that inform both tactical and strategic decisions.
• Build and maintain AI-assisted research and analysis workflows using Claude and other tools, reducing the manual lift of competitive monitoring and insight generation.
• Develop reusable prompt frameworks for tasks such as competitor webpage differentiation analysis, product announcement summarization, and battle card content generation.
• Document and iterate on workflow templates so that CI outputs are scalable, repeatable, and available to cross-functional teams without requiring significant analyst time.
• Stay current on AI tooling relevant to competitive intelligence and proactively surface workflow improvements to the team.
• Own battle card development as a core deliverable, maintaining a library that is current, accurate, and structured for how sellers actually use them in the field. This includes knowing when to update, when to rebuild, and how to translate positioning into language that lands in a live conversation.
• Act as a real-time competitive resource for Sales and Sales Engineering during active deals, providing fast, high-quality analysis on demand.
• Deliver competitive training and enablement sessions, keeping field teams sharp on the evolving landscape.
• Serve as the human in the loop for AI-assisted content development. You will use Claude and other tools to accelerate first drafts, research synthesis, and content updates, but you own the editorial judgment: what goes in, what gets cut, and whether the output is actually ready for the field.
• Monitor the competitive landscape across key vendors, tracking product releases, pricing shifts, messaging changes, and go-to-market movements.
• Synthesize signals from multiple sources, including analyst reports, earnings calls, social channels, customer conversations, and industry events, into clear, prioritized intelligence.
• Contribute to and maintain a centralized intelligence repository that is accurate, accessible, and structured for reuse.
• Partner with Product Marketing to align competitive positioning with broader messaging and campaigns.
• Collaborate with Product Management to surface competitive gaps and inform roadmap conversations.
• Work across Marketing, Channel, and Partner teams to ensure competitive intelligence is embedded in external-facing programs where applicable.

• 2+ years of experience in competitive intelligence, product marketing, strategy, or a related field, preferably within cybersecurity or enterprise SaaS.
• Experience with or genuine interest in building a Win/Loss program. You do not need to have owned one before, but you should be able to articulate how you would approach turning raw interview data into field-ready sales plays.
• Hands‑on experience using AI tools (Claude, ChatGPT, Gemini, or similar) to accelerate research, synthesize information, and create structured outputs. You are not intimidated by prompt engineering and have a point of view on how to use these tools well.
• Strong project management skills. You can run multiple concurrent work streams, maintain quality, and consistently hit deadlines without sacrificing depth.
• Exceptional written communication skills. Your deliverables are clear, concise, and structured for the audience. You know the difference between a Slack message, a battle card, and a leadership briefing.
• A natural sense of curiosity. You notice…