Director, Competitive Intelligence

New Relic, Inc.; Portland, Northern (TX, KY); On-site; USD 180,000 - 225,000; Full time

Benefits offered by this job

Healthcare

Dental

Vision

401(k) matching

Parental leave

Flexible benefits

Job summary

New Relic, Inc. is seeking a strategic Competitive Intelligence Director to own our CI program from strategy through execution, bridging technology and GTM.

You will become the foremost expert on observability, monitoring, and AIOps competitive landscape while guiding product and field teams on implications for positioning. This role leads global CI initiatives, builds battlecards and playbooks, and translates insights into actions that sharpen win rates and inform GTM strategy.

Qualifications

• 8+ years of progressive experience in competitive intelligence with a strong preference for observability, monitoring, AIOps, DevOps, or infrastructure/cloud software.
• 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.

Responsibilities

• Own and scale the CI program end-to-end, including battlecards, playbooks, and the CI platform for enablement across Sales, Marketing, and Product.
• Develop and maintain in-depth coverage of key observability, monitoring, and AIOps competitors, including architecture, pricing, roadmaps, and market positioning.
• Oversee win/loss program, surface why wins/losses occur, and translate insights into recommendations for Sales and Product leadership.
• Partner with Product, Product Marketing, Sales, and Analyst Relations to translate CI into differentiated messaging for our observability platform.

Skills

Competitive intelligence

Strategic thinking

Leadership

Cross-functional

Communication

Education

Bachelor's in CS/Engineering

MBA or advanced degree

Tools

Anthropic API

Vertex/Gemini APIs

Salesforce

Job description

Your opportunity

New Relic is looking for a strategic, technically fluent Competitive Intelligence (CI) Director to own our competitive intelligence program from strategy through execution. In this strategic role, you will be the company’s foremost expert on the observability, monitoring, and AIOps competitive landscape tracking and analyzing New Relic competitors and turning that analysis into intelligence that sharpens our positioning, accelerates win rates, and informs product and GTM strategy.

This is a role for a proven CI leader who can operate at the intersection of technology and go-to-market. Ideally someone equally comfortable digging into distributed tracing or AIOps and AI observability capabilities with product teams as briefing the field or executive staff on what it means for New Relic’s competitive position. If you thrive on staying ahead of a fast-moving observability market and building the programs, content, and platform that keep an entire GTM organization sharp, we want to hear from you.

What you'll do

• 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.

This role requires

• 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.

Please note that visa sponsorship is not available for this position.

The pay range below represents a reasonable estimate of the salary for the listed position. This role is eligible for a corporate bonus plan. Pay within this range varies by work location and may also depend on job‑related factors such as an applicant’s skills, qualifications, and experience.

New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, flex time‑off, 11 paid holidays, volunteer time‑off, and other competitive benefits designed to improve the lives of our employees.

$180,000 - $225,000 USD

Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.

If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [e-mail].

We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office‑based, fully remote, or hybrid.

Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self‑identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Voluntary Self-Identification of Disability

Form CC‑305

Page 1 of 1

OMB Control Number 1250‑0005

Expires 07/31/2029

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

• Alcohol or other substance use disorder (not currently using drugs illegally)
• Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
• Blind or low vision
• Cancer (past or present)
• Cardiovascular or heart disease
• Celiac disease
• Cerebral palsy
• Deaf or serious difficulty hearing
• Diabetes
• Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
• Epilepsy or other seizure disorder
• Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
• Intellectual or developmental disability
• Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
• Missing limbs or partially missing limbs
• Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
• Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
• Neurodivergence, for example, attention‑deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
• Partial or complete paralysis (any cause)
• Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
• Short stature (dwarfism)
• Traumatic brain injury

Disability Status * Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.