Director, Competitive Intelligence

New Relic is a global team of innovators and pioneers dedicated to shaping the future of observability. We build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems.

• Own and Scale the CI Program: Lead New Relic’s global competitive intelligence program end-to-end competitor tracking, battlecards, and competitive playbooks, plus the CI platform that powers enablement across Sales, Marketing, and Product.
• Build the Competitive Knowledge Base: Develop and maintain in-depth, technically accurate coverage of key observability, monitoring, and AIOps competitors. This includes product architecture, pricing, roadmap signals, and market positioning, all packaged into battlecards and playbooks the field can use.
• Oversee Win/Loss Program: Oversee ongoing competitive win/loss program, including customer and rep interviews, to surface why New Relic wins and loses, and translate insights into win stories, swap stories, and actionable recommendations for Sales and Product leadership.
• Partner Cross-Functionally on Positioning: Serve as strategic advisor to Product Management, Product Marketing, Sales, and Analyst Relations, translating competitive intelligence into differentiated messaging across New Relic’s observability platform (including APM, Infrastructure, Logs, Digital Experience Monitoring (DEM), and AIOps, AI Observability).
• Deliver Executive and Field-Facing Readouts: Own the cadence of GTM field briefings and CI performance and technical readouts, quantifying CI program impact on competitive ARR and win rates for GTM and executive leadership.
• Monitor the Market: Track competitor moves, funding, M&A, and category shifts using market and financial intelligence tools and news-aggregation platforms.
• Continuously work on the CI Tech Stack: Scale agentic AI-enabled CI workflows and automation and its integrations with Salesforce, Slack, and enablement tools to keep competitive content fresh, accessible, and high-utilization across the field.
• Champion Competitive Readiness Company-Wide: Act as an internal thought leader on the observability, monitoring, and AIOps competitive landscape, briefing executives, sales leadership, and the board as needed on market dynamics and competitive threats.

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