Director, Competitive Intelligence

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! 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. #LI-ZH1 #LI-Remote 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. Estimated Base Pay Range $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 [email protected] . 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. Our hiring process In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance . Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic. New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process. 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. Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy