Director, Competitive Intelligence

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Job Category
Product

Job Details

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.

The Competitive Intelligence (CI) team at Salesforce is looking for a deeply technical, strategic, and analytical leader to spearhead our technical competitive analysis. This role is pivotal in ensuring Salesforce maintains its competitive edge by understanding, at a fundamental level, how competitor products are built and where our technical advantages lie.

This position goes beyond feature-by-feature comparisons. It requires a deep, architectural understanding of competitor products, platforms, and AI/Data strategies. The ideal candidate has a background in solutions engineering, architecture, or technical product management and possesses a unique ability to deconstruct complex systems, analyze their inner workings, and articulate the findings to a wide range of audiences.

This leader will partner closely with senior stakeholders in Product Management, Engineering, Product Marketing, and our Go-To-Market (GTM) teams. Your primary objective is to influence product strategy and equip our field organizations with a clear, evidence-based, and defensible understanding of our technical differentiation.

Responsibilities

• Design & Drive Technical CI Strategy: Own and drive the end-to-end technical competitive intelligence strategy for a major product domain (e.g., AI/Data Platforms, Low-Code & Automation)
• Deep Technical Analysis: Lead technical evaluations and "tear-downs" of key competitor offerings. Go beyond documentation to understand their underlying architecture, performance, scalability, integration points, and critical limitations.
• Influence Product & Engineering Roadmaps: Partner directly with senior Product Management and Engineering leaders to deliver evidence-based, actionable insights on competitive threats and opportunities. Use your findings to influence product roadmaps and strategic technical investments.
• Develop Technical Competitive Frameworks: Create and scale a portfolio of high-impact technical competitive assets. This includes architectural diagrams, performance benchmark analyses, in-depth technical whitepapers, and robust technical objection handling.
• Senior GTM & Field Enablement: Serve as the senior technical CI subject matter expert for our GTM teams. Provide direct, high-touch support on strategic, technically complex deals and enable technical field roles (Sales Engineers, Solution Architects) to win against the competition.
• Strategic & Scalable Enablement: Translate your deep technical findings into compelling, easy-to-understand narratives for sales and marketing teams. Identify opportunities to improve win rates through scalable go-to-market programs and technical enablement.
• Mentor & Elevate: Act as a thought leader and mentor within the broader CI team, helping to level up the entire organization's technical acumen and analytical rigor.

• Experience: 5-10+ years in enterprise software in a deeply technical role. Ideal backgrounds include: Product Management, Sales Engineering, Solutions Architecture, Technical Product Marketing, or a dedicated Technical Competitive Intelligence function.
• Deep Domain Expertise: Hands-on, architectural-level expertise in one or more of the following domains is essential:
  
  
  • Public Cloud Infrastructure (AWS, Azure, GCP)
  • Data Platforms (e.g., Databricks, Snowflake, etc.)
  • AI/ML Platforms (Foundational Models, MLOps, Data Science tooling)
  • Enterprise SaaS Architecture (multi-tenancy, APIs, security)
• Technical Deconstruction: Proven ability to deconstruct complex technical products. You are driven by a deep curiosity to understand how things actually work, not just what the marketing materials claim.
• Exceptional Communication: World-class communication and presentation skills. You must be able to distill highly complex technical concepts into clear, concise, and compelling narratives for diverse audiences-from VPs of Engineering to account executives.
• Strategic Mindset: Demonstrated ability to connect a technical "feature" to its broader business implication, impact on product strategy, and GTM motion.
• 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.
• GTM Partnership: Experience supporting GTM and sales organizations with technical enablement, deal support, and competitive positioning.
• 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.