Director, Competitive Intelligence

Salesforce•Indianapolis, IN

About The Position

About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all. Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce. Applications will be accepted until 02/27/2026. The Competitive Intelligence (CI) team at Salesforce is looking for a sharp, strategic, and collaborative leader to own competitive intelligence for Slack. This is a highly visible, cross-functional role that sits at the intersection of product strategy, go-to-market execution, and executive storytelling. Slack competes in one of the most dynamic and rapidly evolving categories in enterprise software. Established enterprise collaboration platforms continue to apply significant competitive pressure, while a new wave of AI-native productivity tools is reshaping buyer expectations and the definition of the category itself. This role requires someone who can monitor and dissect these competitive dynamics with rigor, translate findings into compelling narratives, and activate those insights across Product, GTM, and Slack leadership. This is not a research-only role. The ideal candidate is a hands-on operator who thrives in a deal-oriented, insight-to-action culture. You will own the full competitive intelligence lifecycle for Slack - from market sensing and analysis to field enablement and executive positioning - as part of Salesforce's central CI team.

Requirements

Experience: 5-10+ years in enterprise software, with experience in competitive intelligence, product marketing, strategy, or a GTM-facing role where competitive dynamics played a central part. Demonstrated experience owning competitive coverage for a collaboration, productivity, messaging, or adjacent SaaS product is a strong plus.
Competitive Intelligence Expertise: Track record of translating competitive intelligence into business impact - influencing deals won, roadmap decisions made, or positioning sharpened.
Communication & Storytelling: Exceptional written and verbal communication skills. You can write a crisp executive brief, deliver a compelling board-ready narrative, and also coach a rep through a competitive objection - all with equal ease. You distill complexity into clarity without losing accuracy or nuance.
Cross-Functional Leadership: Proven ability to influence senior stakeholders - Directors, VPs, GMs - across Product, Sales, Marketing, and Engineering, without direct authority. A natural collaborator and connector who builds trust quickly and is known for getting things done through others.
GTM & Commercial Acumen: Deep familiarity with enterprise sales cycles, procurement dynamics, and how competitive intelligence actually gets used in the field - not just in strategy decks. Interest in or experience with pricing intelligence, packaging analysis, and contract negotiation dynamics is a significant differentiator.
Cross-Functional Leadership: A proven "driver" with the ability to lead large-scale, cross-functional initiatives. You must be able to influence and align senior stakeholders (Directors, VPs) across the company without direct authority.
AI & Collaboration Market Fluency: Comfort tracking and reasoning about the fast-moving AI-native collaboration landscape - including how agentic AI, integrated workflows, and platform bundling strategies are reshaping buyer decisions and competitive dynamics.
Personal Attributes: Proactive, highly curious, and a self-starter. You thrive on ambiguity, love solving complex puzzles, and are relentless in finding the "so what" in a sea of technical data. Proactive and self-directed. You don't wait to be asked - you see the signal and act on it. Deeply curious. You read earnings transcripts, follow product launches, and notice the details others miss. Action-oriented. You measure success by the decisions your work influences, not the documents you produce. Comfortable with ambiguity and fast-changing markets. You can operate confidently even when the picture is incomplete. Grounded in customer and deal reality. You know that credibility in a sales-driven culture comes from being useful where it counts.

Responsibilities

Own the Slack Competitive Intelligence Strategy: Define and drive the end-to-end competitive intelligence strategy for Slack, with a clear focus on established enterprise collaboration platforms and emerging AI-native productivity tools. Prioritize intelligence efforts based on what is most likely to impact deals, retention, and product strategy.
Competitive Analysis & Market Sensing: Conduct deep-dive competitive analyses of key players - going beyond surface-level feature comparisons to understand positioning, commercial strategy, GTM motion, and customer adoption patterns.
GTM & Field Enablement: Serve as the senior CI subject matter expert for Slack's sales and GTM teams. Provide direct deal support on competitive situations, including 1:1 coaching and customer-facing support where appropriate. Develop and maintain a robust suite of competitive assets - battle cards, objection handling guides, win/loss frameworks, and executive positioning briefs - that are accurate, actionable, and loved by the field.
Product & Engineering Partnership: Build trusted relationships with Slack Product Management and Engineering leaders. Deliver competitive insights that inform roadmap prioritization and strategic investment decisions. Identify whitespace opportunities and competitive vulnerabilities backed by evidence - not just anecdote - and present findings with clarity and credibility to senior audiences.
Executive & Stakeholder Influence: Prepare and deliver competitive briefings for Slack leadership, Salesforce executives, and cross-functional partners. Distill complex competitive dynamics into clear, decisive narratives. Represent the CI team's Slack coverage in cross-functional forums, QBRs, and strategic planning cycles.
Mentor & Elevate: Act as a thought leader and mentor within the broader CI team, helping to level up the entire organization’s ability to leverage innovative capabilities delivered in Slack to evolve the craft of competitive intelligence at Salesforce.