Competitive Intelligence Lead

The Competitive Intelligence Lead at Bitwarden will uncover competitive insights through thorough product analysis and share these with cross-functional leadership. Key responsibilities include leading the competitive intelligence program, developing informative content like competitive profiles and comparison grids, assisting the sales team with in-deal support, and partnering with Marketing to create customer-facing materials. The role focuses on leveraging insights to enhance Bitwarden's positioning in the market.

Candidates should have a minimum of 4 years of experience in roles such as product management, solutions engineering, or product marketing, ideally with a background in enterprise SaaS. An understanding of identity and access management (IAM) and the broader security space is strongly preferred. Excellent communication skills and the ability to build relationships in a remote environment are also crucial for success in this role.

The Competitive Intelligence Lead plays a crucial role in enhancing Bitwarden's sales process by providing fact-based insights that inform messaging, elucidate competitive advantages, and develop actionable content that supports the sales team. By closely collaborating with both Sales and Marketing teams, the lead ensures that the sales strategy is aligned with what resonates with customers, ultimately increasing the success of enterprise deals.

The Competitive Intelligence Lead will be responsible for creating a variety of content, including comparison grids, competitive profiles, slide decks, newsletters, and videos. This material will be utilized by the sales team for training and in customer engagements and will also be published externally on Bitwarden’s website to reach and educate users effectively.

The Competitive Intelligence Lead position at Bitwarden is a fully remote role, allowing you to work from anywhere in the U.S. You'll be part of a motivated and diverse team, collaborating with colleagues across various functions like Product, Sales, and Marketing. The environment fosters inclusivity, continuous learning, and the opportunity to contribute to a valuable mission of enhancing internet security.

In approaching competitive analysis, I prioritize gathering quantitative and qualitative data from multiple sources, including product features, pricing strategies, and user feedback. I analyze this information to draw insights that highlight our strengths and identify areas for improvement. Presenting this data cohesively to cross-functional teams ensures that everyone is aligned and positioned to leverage these insights effectively.

Absolutely! In a previous role, I conducted an in-depth competitive analysis that revealed our key competitor was lacking in customer support during the onboarding process. By relaying this insight to the sales team, we adjusted our messaging to emphasize our superior support services, leading to a notable increase in our conversion rate.

I have extensive experience creating various types of customer-facing content, including comparison grids, case studies, and video tutorials. An example would be developing a slide deck that articulated how our product features specifically address customer pain points, which was instrumental in enhancing our sales team's outreach efforts.

Understanding the product deeply is essential because it enables the Competitive Intelligence Lead to effectively communicate how our offerings provide value over competitors. This knowledge helps in framing the sales narrative, addressing customer concerns, and showcasing the unique benefits that set us apart in the market.

I regularly follow industry publications, attend webinars, and participate in relevant conferences to stay informed. Additionally, I monitor competitors through their product releases, marketing campaigns, and customer reviews. This proactive approach ensures that I provide timely and relevant insights to my team.

I would establish regular check-ins via video conferencing and use collaborative platforms to create a continuous feedback loop. Sharing insights through documented reports and resource hubs ensures the sales team has easy access to relevant information, which helps in maintaining alignment even when working remotely.

To create effective messaging, I focus on understanding customer pain points and aligning our solutions with those needs. Utilizing competitive insights, I craft clear and compelling messaging that highlights our unique selling propositions, backed by evidence and case studies to reinforce authenticity.

Empathy is vital in this role as it helps understand the daily challenges faced by sellers and customers alike. This understanding informs how I tailor competitive insights into actionable strategies and messaging, ensuring that we connect authentically with our audience and resonate with their needs.

I prioritize tasks based on their potential impact on business objectives and deadlines. By breaking projects down into manageable steps and employing project management tools, I can effectively track progress, ensuring that I meet both short-term and long-term goals without sacrificing quality.

I am excited about the transformative impact that security and open source software can have on users and organizations. Being part of a team dedicated to empowering individuals to manage their sensitive information securely aligns with my values, and contributing to such a cause is incredibly fulfilling.