Principal Competitive Intelligence Manager

6sense

1d•$145,503 - $213,404•Remote

About The Position

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.

Requirements

8+ years in competitive intelligence, product marketing or research-heavy go-to-market roles in B2B SaaS.
Hands-on win/loss experience, including designing the program, running interviews, and coding results.
Ability to run primary research and be honest about data limitations.
Strong synthesis and writing skills, capable of producing executive-level analysis.
Comfort presenting uncomfortable findings to product and executive audiences and handling pushback.
Fluency with the B2B SaaS buyer, ideally in martech, RevTech, sales intelligence or data platforms.
Working knowledge of AI and agentic tooling to evaluate competitor shipments versus announcements.

Nice To Haves

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.

Responsibilities

Own the win/loss program, end to end. Interviews, coding, synthesis and the readouts that go to product and executive leadership.
Manage competitive positioning and differentiation, providing evidence for claims about strengths and weaknesses.
Conduct structural market analysis, including how buyers assemble stacks, where substitution is happening, and category convergence.
Develop field enablement materials for competitive situations, such as battlecards, objection handling, trap-setting questions, and talk tracks.
Ensure claims discipline for competitive material, sourcing every competitive number presented to customers.
Manage competitive monitoring and alerting, including ownership of tooling and dissemination of information.
Provide input to roadmap, pricing and packaging, and analyst relations based on competitive evidence.