Competitive Intelligence Senior Manager

Salesforce•Indianapolis, IN

About The Position

About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all. Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce. Applications will be accepted until 03/04/2026. The Competitive Intelligence (CI) team at Salesforce is looking for a strategic, execution-oriented professional to lead competitive intelligence for Revenue Cloud while contributing to the broader Sales Cloud CI effort. This is a high-visibility role at the center of two of Salesforce's most important and actively contested product lines. Revenue Cloud and Sales Cloud operate in a competitive landscape that is evolving quickly. Established CRM and revenue management platforms continue to compete aggressively on price, integration depth, and AI capabilities. At the same time, a new class of sales-focused AI tools is entering the market, changing what buyers expect and how deals are won. This role requires someone who can track these dynamics with rigor, develop clear and credible competitive positioning, and make sure Salesforce's sales and marketing teams are equipped to win. This is not a research-only role. You will be expected to produce insights that drive action - in deals, in messaging, in roadmap conversations, and in the field. The ideal candidate is equally comfortable writing an executive competitive brief, building a battle card, and coaching a rep through a live competitive situation. As part of Salesforce's central CI team, you will own Revenue Cloud competitive coverage end-to-end while partnering closely with the Sales Cloud CI lead to support execution of that coverage - including field enablement, deal support, and cross-functional activation.

Requirements

Experience: 4+ years in enterprise SaaS, with experience in competitive intelligence, product marketing, strategy, or a GTM-facing role where competitive dynamics were central to the work. Prior experience covering CRM, revenue management, or sales productivity software is a strong plus. Familiarity with the competitive dynamics in these categories - including how deals are won and lost - is highly valued.
Competitive Intelligence Expertise: Track record of translating competitive intelligence into business impact - influencing deals won, roadmap decisions made, or positioning sharpened.
Communication & Storytelling: Exceptional written and verbal communication skills. You can write a crisp executive brief, deliver a compelling board-ready narrative, and also coach a rep through a competitive objection - all with equal ease. You distill complexity into clarity without losing accuracy or nuance.
Cross-Functional Leadership: Proven ability to influence senior stakeholders - Directors, VPs, GMs - across Product, Sales, Marketing, and Engineering, without direct authority. A natural collaborator and connector who builds trust quickly and is known for getting things done through others.
GTM & Commercial Acumen: Deep familiarity with enterprise sales cycles, procurement dynamics, and how competitive intelligence actually gets used in the field - not just in strategy decks. Interest in or experience with pricing intelligence, packaging analysis, and contract negotiation dynamics is a significant differentiator.
Cross-Functional Leadership: A proven "driver" with the ability to lead large-scale, cross-functional initiatives. You must be able to influence and align senior stakeholders (Directors, VPs, GMs) across the company without direct authority.
AI & Market Fluency: Comfort tracking and reasoning about how AI capabilities are reshaping the CRM and revenue management landscape, including how competitors are positioning AI features and how buyers are responding to those claims.
Personal Attributes: Proactive and self-directed. You don't wait to be asked - you see the signal and act on it. Deeply curious. You read earnings transcripts, follow product launches, and notice the details others miss. Action-oriented. You measure success by the decisions your work influences, not the documents you produce. Comfortable with ambiguity and pace. You can operate confidently in a fast-moving environment where priorities shift and the competitive landscape rarely sits still. Grounded in customer and deal reality. You know that credibility in a sales-driven culture comes from being useful where it counts.

Responsibilities

Own the Revenue Cloud CI Strategy; Support Sales Cloud CI Execution: Define and maintain the end-to-end competitive intelligence strategy for Revenue Cloud, covering established CPQ, billing, and revenue management platform competitors as well as emerging AI-native players entering the space. Support the Sales Cloud CI lead on execution of that coverage - including contributing to field enablement assets, deal support requests, and cross-functional activation - while bringing a consistent point of view on how the Revenue Cloud and Sales Cloud competitive landscapes intersect.
Competitive Analysis & Market Sensing: Conduct in-depth competitive analyses across the Revenue Cloud competitive set, going beyond feature comparisons to understand competitor GTM strategy, commercial approach, customer adoption patterns, and AI integration roadmaps. Contribute similar analysis in support of Sales Cloud coverage as needed.
GTM & Field Enablement: Serve as the primary competitive intelligence resource for Revenue Cloud GTM and sales teams, and contribute to Sales Cloud field enablement in partnership with the Sales Cloud CI lead. Build and maintain a high-quality library of competitive assets including battle cards, objection handling guides, win/loss insights, and competitive scenario playbooks that are accurate, practical, and field-tested. Provide direct deal support in competitive situations, including coaching reps, developing customer-facing materials, and contributing to strategic account planning.
Product Marketing Partnership: Work closely with Revenue Cloud Product Marketing to ensure competitive intelligence is integrated into product launches, sales plays, and external messaging. Support Sales Cloud Product Marketing on competitive content as capacity allows and as directed by the Sales Cloud CI lead. Contribute competitive perspective to positioning frameworks, messaging hierarchies, and analyst briefing materials.
Product Partnership: Partner with Revenue Cloud Product Leadership to share competitive insights that inform roadmap decisions and strategic prioritization. While this is not a deeply technical product role, the ability to connect competitive findings to product implications and communicate them credibly to product stakeholders is important.
Executive & Stakeholder Influence: Prepare and deliver competitive briefings for Revenue Cloud business leaders, synthesizing complex market dynamics into clear, decisive narratives that inform strategy. Contribute to Sales Cloud leadership briefings in a supporting capacity. Represent CI coverage for these product lines in cross-functional forums, QBRs, and strategic planning cycles.