Principal Competitive Intelligence Manager

About the Role

The 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 it.

This 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 against.

This 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 up.

What You'll Own

• The 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 disagree.

• Competitive 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 it.

• Structural market analysis. How buyers are assembling their stacks, where substitution is happening, which categories are converging, and what that means for us eighteen months out.

• Field enablement for competitive situations. Battlecards, objection handling, trap-setting questions, and talk tracks that hold up in a live deal rather than in a deck.

• Claims discipline for competitive material. Sourcing every competitive number we put in front of a customer, and saying no to the ones we cannot stand behind.

• Competitive monitoring and alerting, including ownership of the tooling and of what reaches the field versus what stays internal.

• Input to roadmap, pricing and packaging, and analyst relations. Competitive evidence should shape what we build and how we price, not only how we sell.

What You'll Bring

• 8+ years in competitive intelligence, product marketing, or research-heavy go-to-market roles in B2B SaaS.

• Hands-on win/loss experience. Designing the program, running the interviews, and coding the results — not reading someone else’s summary.

• The 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 not.

• Strong synthesis and writing. An executive should be able to read your analysis and know what to do differently.

• Comfort presenting uncomfortable findings to product and executive audiences, and holding them under pushback.

• Fluency with the B2B SaaS buyer, ideally in martech, RevTech, sales intelligence, or data platforms.

• A working knowledge of AI and agentic tooling — enough to evaluate what a competitor has actually shipped versus announced.

Nice to Have

• Experience with competitive intelligence and research tooling (Klue, Gong, Dovetail, or equivalent).

• Analyst relations exposure with Gartner or Forrester.

• Background in or adjacent to ABM, intent data, GTM intelligence, or revenue platforms.

• Experience building a competitive intelligence function rather than inheriting one.

What Success Looks Like

In 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 it.