Principal Competitive Intelligence Manager

Summary

Team: Product MarketingReports to: VP, Product MarketingThe market we compete in is being redrawn in real time. Point data providers are moving up the stack. Workflow and enrichment tools are repositioning as operating systems. Buyers are assembling their own stacks from components that used to be bought as a platform. Knowing what each competitor shipped last quarter is table stakes — the job is understanding what the pattern means and what we should do about itThis role owns competitive intelligence and win/loss for 6sense. It sits on the Product Marketing team and exists so that our positioning, our roadmap conversations and our field enablement are built on evidence rather than assumption. You will be the person the company turns to when there is a disagreement about why we win, why we lose, and who we are actually competing againstThis is a senior individual contributor seat. The work is research, synthesis and judgment — and the willingness to tell the company something it would rather not hear, with the evidence to back it upThe win/loss program, end to end. Interviews, coding, synthesis and the readouts that go to product and executive leadership. Not administering a program — making it the thing people trust when they disagreeCompetitive positioning and differentiation. The evidence behind our claims about where we are stronger, and the honesty about where we are not. You partner with the pillar PMMs so competitive insight shapes positioning rather than trailing itStructural market analysis. How buyers are assembling their stacks, where substitution is happening, which categories are converging, and what that means for us eighteen months outField enablement for competitive situations. Battlecards, objection handling, trap-setting questions and talk tracks that hold up in a live deal rather than in a deckClaims discipline for competitive material. Sourcing every competitive number we put in front of a customer, and saying no to the ones we cannot stand behindCompetitive monitoring and alerting, including ownership of the tooling and of what reaches the field versus what stays internalInput to roadmap, pricing and packaging, and analyst relations. Competitive evidence should shape what we build and how we price, not only how we sellIn your first 6–12 months, win/loss is a program leaders act on rather than a report they receive; we know with evidence why we win and lose, by competitor and by segment; the field has competitive material that holds up in a live deal; and every competitive claim we make in market has a source behind itBenefits Health & Wellness: Parental Leave, Wellness Days Off, Quarterly Wellness Speakers, Wellness ChallengesGiving Back: Giving Fridays Rotating Charity Support, 6sense Gives Back Programs, Month of ServiceSocial Well Being: Flexible Time Off, HUB Working Model, WeWork AccessProfessional Development: LinkedIn Learning Courses, WFH Stipend, Revenue Certifications, Management TrainingStrong synthesis and writing. An executive should be able to read your analysis and know what to do differently8+ years in competitive intelligence, product marketing or research-heavy go-to-market roles in B2B SaaSComfort presenting uncomfortable findings to product and executive audiences, and holding them under pushbackHands-on win/loss experience. Designing the program, running the interviews and coding the results — not reading someone else's summaryFluency with the B2B SaaS buyer, ideally in martech, RevTech, sales intelligence or data platformsWorking knowledge of AI and agentic tooling — enough to evaluate what a competitor has actually shipped versus announcedThe ability to run primary research and be honest about what the data does and does not support. Small samples are useful; presenting them as more than they are is notBackground in or adjacent to ABM, intent data, GTM intelligence or revenue platformsExperience with competitive intelligence and research tooling (Klue, Gong, Dovetail or equivalent)Analyst relations exposure with Gartner or ForresterExperience building a competitive intelligence function rather than inheriting one#J-18808-Ljbffr

Job Description

Team: Product MarketingReports to: VP, Product MarketingThe market we compete in is being redrawn in real time. Point data providers are moving up the stack. Workflow and enrichment tools are repositioning as operating systems. Buyers are assembling their own stacks from components that used to be bought as a platform. Knowing what each competitor shipped last quarter is table stakes — the job is understanding what the pattern means and what we should do about itThis role owns competitive intelligence and win/loss for 6sense. It sits on the Product Marketing team and exists so that our positioning, our roadmap conversations and our field enablement are built on evidence rather than assumption. You will be the person the company turns to when there is a disagreement about why we win, why we lose, and who we are actually competing againstThis is a senior individual contributor seat. The work is research, synthesis and judgment — and the willingness to tell the company something it would rather not hear, with the evidence to back it upThe win/loss program, end to end. Interviews, coding, synthesis and the readouts that go to product and executive leadership. Not administering a program — making it the thing people trust when they disagreeCompetitive positioning and differentiation. The evidence behind our claims about where we are stronger, and the honesty about where we are not. You partner with the pillar PMMs so competitive insight shapes positioning rather than trailing itStructural market analysis. How buyers are assembling their stacks, where substitution is happening, which categories are converging, and what that means for us eighteen months outField enablement for competitive situations. Battlecards, objection handling, trap-setting questions and talk tracks that hold up in a live deal rather than in a deckClaims discipline for competitive material. Sourcing every competitive number we put in front of a customer, and saying no to the ones we cannot stand behindCompetitive monitoring and alerting, including ownership of the tooling and of what reaches the field versus what stays internalInput to roadmap, pricing and packaging, and analyst relations. Competitive evidence should shape what we build and how we price, not only how we sellIn your first 6–12 months, win/loss is a program leaders act on rather than a report they receive; we know with evidence why we win and lose, by competitor and by segment; the field has competitive material that holds up in a live deal; and every competitive claim we make in market has a source behind itBenefits Health & Wellness: Parental Leave, Wellness Days Off, Quarterly Wellness Speakers, Wellness ChallengesGiving Back: Giving Fridays Rotating Charity Support, 6sense Gives Back Programs, Month of ServiceSocial Well Being: Flexible Time Off, HUB Working Model, WeWork AccessProfessional Development: LinkedIn Learning Courses, WFH Stipend, Revenue Certifications, Management TrainingStrong synthesis and writing. An executive should be able to read your analysis and know what to do differently8+ years in competitive intelligence, product marketing or research-heavy go-to-market roles in B2B SaaSComfort presenting uncomfortable findings to product and executive audiences, and holding them under pushbackHands-on win/loss experience. Designing the program, running the interviews and coding the results — not reading someone else's summaryFluency with the B2B SaaS buyer, ideally in martech, RevTech, sales intelligence or data platformsWorking knowledge of AI and agentic tooling — enough to evaluate what a competitor has actually shipped versus announcedThe ability to run primary research and be honest about what the data does and does not support. Small samples are useful; presenting them as more than they are is notBackground in or adjacent to ABM, intent data, GTM intelligence or revenue platformsExperience with competitive intelligence and research tooling (Klue, Gong, Dovetail or equivalent)Analyst relations exposure with Gartner or ForresterExperience building a competitive intelligence function rather than inheriting one#J-18808-Ljbffr