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 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.
- 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.
- 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.
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.
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.
Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.
Skills Required
- 7–10 years of experience in competitive intelligence, revenue enablement, product marketing, sales, strategy, or a related go-to-market role
- Experience defining strategy and translating it into programs, training, and tools that improve seller behavior and field readiness
- Strong understanding of B2B competitive dynamics, positioning, buyer decision-making, and the intersection of product, market, and sales motions
- Experience partnering with senior stakeholders and managing competing priorities across cross-functional teams
- Exceptional synthesis, writing, and facilitation skills
- Sound judgment, curiosity, and bias toward action in evolving or incomplete-information environments
- Experience in a high-growth, high-change environment
- Strategic judgment and ability to identify patterns and longer-term business implications
- Executive and stakeholder influence, including aligning diverse partners around decisions and priorities
- Ability to distill complex market, product, and competitive information into concise narratives and practical guidance
- Program leadership across multiple workstreams, stakeholders, dependencies, and deadlines
- Sales enablement expertise in messaging, content, reinforcement, manager coaching, and training
- Competitive intelligence expertise in gathering, validating, synthesizing, and applying B2B go-to-market intelligence
- Proficiency with Google Workspace, LMS tools, enablement platforms such as Seismic, and systems supporting research, content management, and program measurement
What the Team is Saying
Navan Compensation & Benefits Highlights
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Healthcare Strength — Medical, dental, and vision coverage for employees and dependents are highlighted, with mental health resources such as Headspace included. This breadth of core health benefits signals strong baseline coverage.
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Leave & Time Off Breadth — Flexible vacation in the U.S., a company-wide year-end quiet week, and a U.K. policy listing five weeks of PTO point to generous time-away options. These elements indicate meaningful support for rest and recharge across regions.
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Parental & Family Support — Paid parental leave is specified as 16 weeks for the birthing parent and 10 weeks for the non-birthing parent. Clear, above-basic leave durations suggest solid family support.
Navan Insights
What We Do
Navan (Nasdaq: NAVN) is the leading all-in-one business travel, payments, and expense management 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.
Why Work With Us
At Navan, we’re never satisfied with the status quo, and we know breakthrough ideas come from diverse perspectives. We are committed to cultivating a workplace that reflects the diversity of the customers we serve while fostering leadership and innovation.
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Navan Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
In-person connections is the foundation of Navan, the connections forged through face-to-face interactions improve company culture and what we can achieve together. We operate on a hybrid working model, which we define as four days a week in-office.
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