Senior Manager, Competitive Intelligence

Description

As the Senior Manager, Competitive Intelligence (CI) at Fleetio, you’ll own and lead everything related to how we compete and win in the market. This is a high-impact, hands-on role where you’ll shape the strategy and deliver the insights that fuel our go-to-market teams.

You’ll be the company’s subject matter expert for competitive intelligence, working across Marketing, Sales, Enablement, and Product to make sure our teams are always one step ahead. From running deep-dive competitor analysis to creating battlecards and playbooks, you’ll turn intelligence into action and enable our field teams to win.

This role reports to the Director of Product Marketing and is designed for an individual who can think strategically while rolling up their sleeves. You’ll start as a hands-on operator, then grow and lead a small CI team as the function expands.

Who you are

You’re an experienced competitive intelligence professional who loves connecting the dots between research, storytelling, and impact. You know how to turn insights into action. You know the ins and outs of tools like Klue, Gong, Salesforce, and Notion, and you understand how to scale intelligence through process, automation, and AI. You’re a player-coach who can build frameworks, deliver the work yourself, and eventually lead others as the program grows.

What success looks like

• Fleetio’s GTM teams have a real-time understanding of competitors and how to win.
• Competitive insights are embedded in daily workflows, not buried in docs.
• Sales and Customer Success teams are more confident, more effective, and improving key metrics against key competitors.

Your impact

Competitive Intelligence & Market Strategy

• Scale Fleetio’s competitive intelligence program into a program that drives go-to-market and product decisions.
• Conduct in-depth analysis of competitor offerings, pricing, messaging, and go-to-market tactics.
• Develop and maintain core CI deliverables like battlecards, competitive playbooks, win/loss reports, and analyses.
• Maintain a real-time, AI-powered view of competitors and categories through Klue and other integrated tools.
• Create a structured, repeatable process for collecting, organizing, and sharing competitive insights across teams.

Enablement & Activation

• Turn competitive insights into actionable enablement — battlecards, objection-handling guides, and deal-level strategies.
• Partner with Enablement to ensure content is accurate, up-to-date, and adopted by the field.
• Run training and update cycles to help sales and marketing teams feel confident in how we differentiate against competitors.
• Manage and administer Klue, owning content workflows, processes, and stakeholder alignment.
• Use automation and AI to scale updates and accelerate time-to-insight.

Cross-Functional Partnership

• Partner with Product and Engineering to influence the product roadmap through competitive insights.
• Share regular competitive updates with executive leadership and key GTM stakeholders.
• Act as the go-to resource for all competitive requests, creating repeatable workflows to support Marketing, Sales, Enablement, and Customer Success.
• Build a culture of competitive awareness and contribution — making intelligence accessible, relevant, and actionable across the organization.

Measurement & Impact

• Define and report success metrics for CI impact, including:
  • Competitive win-rate improvement
  • Adoption and usage of competitive enablement materials
  • Objection-handling effectiveness and engagement
• Regularly review program performance and identify opportunities to optimize systems, automation, and processes.
• Keep experimenting with new tools, AI workflows, and automation to increase CI speed, accuracy, and reach.

Your experience

• 7+ years of experience in Competitive Intelligence, Product Marketing, or GTM Strategy within a B2B SaaS environment.
• Proven experience building or scaling CI programs and delivering measurable impact.
• Deep expertise in Klue, Gong, Salesforce, Notion, and other competitive/collaboration tools.
• Strong analytical and storytelling skills — able to translate complex data into clear, compelling insights.
• Hands-on experience creating battlecards, win/loss reports, and enablement playbooks that drive field adoption and business impact.
• A builder’s mindset — curious about automation, AI, and scaling intelligence systems.
• Collaborative and proactive — comfortable working closely with Sales, Enablement, Marketing, and Product.