Director, Competitive Intelligence

New Relic•Austin, GA

23h•Remote

About The Position

New Relic is seeking a strategic and technically proficient Director of Competitive Intelligence (CI) to lead its CI program from strategy to execution. This role involves being the company's primary expert on the observability, monitoring, and AIOps competitive landscape. The Director will track and analyze competitors, transforming this analysis into actionable intelligence to enhance positioning, increase win rates, and inform product and go-to-market (GTM) strategies. This is an ideal position for a seasoned CI leader who excels at the intersection of technology and GTM, comfortable discussing technical details like distributed tracing or AIOps with product teams, and briefing executives on competitive implications. The role requires staying ahead of the dynamic observability market and building programs, content, and platforms to maintain GTM sharpness.

Requirements

8+ years of progressive experience in competitive intelligence, with a strong preference for observability, monitoring, AIOps, DevOps, or infrastructure/cloud software.
Bachelor's degree in Computer Science, Engineering, or a related technical discipline (or equivalent hands-on technical experience).
Sufficient technical depth to credibly evaluate observability and AIOps (APM, distributed tracing, telemetry/OpenTelemetry, infrastructure and Kubernetes observability) and engage directly with product teams.
4+ years of people management experience.
4+ years of experience building and running a CI program and platform at scale across Sales, Marketing, and Product organizations.
Proven track record of developing battlecards, competitive playbooks, and win/loss programs that measurably improve competitive win rates and are adopted by the field.
Deep understanding of the observability, monitoring, and AIOps competitive landscape.
Strong analytical rigor and fluency in using market intelligence tools to track competitor strategy, funding, and market movement.
Excellent written and verbal communication skills, capable of translating complex technical and competitive details into clear, actionable narratives for sellers and executives.
Demonstrated ability to partner cross-functionally with Product, Product Marketing, Sales, and Analyst Relations.
Ability to operate autonomously in a fast-moving environment.
Experience integrating CI content into CRM and enablement platforms.
Criminal background check required.

Nice To Haves

MBA or advanced degree.
Experience designing or deploying AI/agentic workflows for CI or GTM enablement (e.g., AI agents, MCP servers).
Hands-on familiarity with Anthropic, Vertex/Gemini APIs and others.

Responsibilities

Own and scale the global competitive intelligence program, including competitor tracking, battlecards, competitive playbooks, and the CI platform for Sales, Marketing, and Product enablement.
Develop and maintain in-depth, technically accurate coverage of key observability, monitoring, and AIOps competitors, focusing on product architecture, pricing, roadmap signals, and market positioning.
Oversee the competitive win/loss program, conducting customer and representative interviews to identify reasons for wins and losses, and translating these insights into win stories, swap stories, and recommendations for Sales and Product leadership.
Act as a strategic advisor to Product Management, Product Marketing, Sales, and Analyst Relations, translating competitive intelligence into differentiated messaging for New Relic's observability platform (APM, Infrastructure, Logs, DEM, AIOps, AI Observability).
Deliver regular GTM field briefings and CI performance/technical readouts, quantifying the CI program's impact on competitive ARR and win rates for GTM and executive leadership.
Monitor competitor activities, funding, M&A, and category shifts using market and financial intelligence tools and news platforms.
Continuously improve the CI tech stack, scaling AI-enabled CI workflows and automation, and integrating with Salesforce, Slack, and enablement tools to ensure competitive content is fresh, accessible, and highly utilized.
Serve as an internal thought leader on the competitive landscape, briefing executives, sales leadership, and the board on market dynamics and competitive threats.
Design or deploy AI/agentic workflows for CI or GTM enablement.
Integrate CI content into CRM and enablement platforms.