Senior Competitive Intelligence Manager

About the role

The Senior Competitive Intelligence Manager will own the end-to-end development and execution of PagerDuty's competitive intelligence program, establishing it as the definitive internal source for competitive dynamics. They will translate complex competitor moves into clear positioning and messaging that allows sales teams to differentiate effectively in every customer conversation. This role requires constant monitoring of competitor activity, deep analysis of win/loss patterns, and the proactive delivery of insights that directly support revenue goals. The manager will partner closely with product marketing, product management, marketing, field enablement, and sales leaders to ensure intelligence drives coherent go-to-market strategies. They will also design and run external interview programs to gain independent market feedback and convert findings into actionable reports. In addition, the manager will leverage AI and automation tools to speed research cycles, improve content quality, and scale intelligence delivery across the organization.

Key facts

What you'll do

Define, execute, and optimize the competitive intelligence program based on ongoing feedback from cross-functional teams, stakeholders, and the field.

Equip sales teams with battlecards, bulletins, training, and enablement materials that address competitor activity and positioning within the sales process.

Uncover sources of competitive differentiation and maintain detailed knowledge of win/loss outcomes and competitor capabilities and claims.

Monitor and assess competitor activity across channels and report findings to stakeholders and the field in a timely and actionable manner.

Train field teams on an ongoing basis to ensure they understand the latest competitor intelligence and strategies to win.

Collaborate with product and PMM teams to craft messaging approaches and go-to-market strategies that respond to competitive pressures.

Provide an independent view of win/loss trends through external interview programs and synthesize findings for Product, PMM, and Marketing leadership.

Speed and improve research and content delivery by implementing AI and automation tools across intelligence workflows.

Develop and manage content repositories, dashboards, and insights platforms that make competitor information easily accessible to the organization.

Champion data-driven decision-making by aligning intelligence initiatives with broader business objectives and measuring impact on sales outcomes.

Build strong relationships with sales, customer success, and product teams to ensure intelligence is relevant and used effectively.

Continuously refine the competitive intelligence framework to adapt to evolving market dynamics and new competitive threats.

Serve as the central point of contact for competitive questions, ensuring consistent and accurate information across all internal and external communications.

Requirements

Deep fluency in IT and Digital Operations is essential for understanding the customer problems we solve.

Maintain a track record of at least 5+ years of leading competitive intelligence for a product or product lines, with SaaS B2B experience strongly preferred.

Be field focused, with an obsession with equipping sales teams with the best messages, tools, and approaches to differentiate PagerDuty.

Excel at framing problems, balancing trade-offs, and synthesizing clear, actionable solutions from complex information.

Demonstrate the ability to plan work, drive through ambiguity, and deliver timely, high-quality content that supports the sales cycle.

Show skill in organizing complex information, simplifying concepts, articulating essentials, and inspiring field teams through clear communication.

Demonstrate a strong desire to work with AI tools to automate processes and improve the speed and quality of intelligence and content delivery.

Commit to following established processes while also identifying opportunities to improve methodologies and tools used in competitive intelligence.

Nice to have

Deep fluency in the IT and Digital Operations space remains a continued advantage for deeper credibility with stakeholders.

Fluency in the SRE and DevOps domain provides added context for understanding technical customer needs and competitive claims.

Technical aptitude that enables more in-depth conversations with engineers and other technical stakeholders across the organization.

Practical notes

This role is expected to come into our San Francisco office two times per week, so you can thrive in your new role and fully embrace being a Dutonian.

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in the following locations: Australia (Northern Territory, Queensland, South Australia, Tasmania, Western Australia), Canada (Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon), and the United States (Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming). Candidates must reside in an eligible location, which may vary by role.

PagerDuty uses the E-Verify employment verification program.