Senior Product Marketing Manager - Compete
About The Position
The Senior Product Marketing Manager, Compete De-Positioning & Win Zones, partners with Avalara’s Competitive Intelligence lead to turn competitor research, monitoring data, and win/loss findings into actionable de-positioning and win-zone strategies. The role does not conduct primary competitive research; it operationalizes intelligence gathered by the Competitive Intelligence lead. The position owns a competitive de-positioning program, including counter-narratives, catch questions, and proof points that challenge competitor claims. It defines and refines Avalara’s win zones—the segments, use cases, deal profiles, and buying triggers where the company has the strongest win rates—and translates those patterns into qualification criteria and field-ready content for Sales Enablement, Product Management, and Revenue Marketing. It also contributes win-zone context to pricing and packaging discussions and partners with GTM Strategy on retention and expansion opportunities. This is a US-based remote position reporting to the Senior Director of Product Marketing.
Requirements
- 6–8 years of experience in product marketing, competitive or sales enablement, or a related field at a B2B SaaS company.
- Proven experience building de-positioning, win-zone, or competitive positioning programs that measurably improved win rates; this experience should be distinct from conducting primary competitive research.
- Ability to partner with a dedicated competitive intelligence function and translate its research into field-ready strategy, messaging, and enablement.
- Hands-on experience with sales enablement and competitive content tools such as Highspot, Clozd, and Crayon.
- Strong written and verbal storytelling skills, including the ability to turn competitive insight into clear, persuasive narratives for field and executive audiences.
- Executive presence and ability to present insights and influence senior and executive stakeholders.
- Experience using AI and AI-related technologies, and readiness to apply AI in daily work.
Nice To Haves
- Experience in regulated markets such as tax, compliance, or FinTech.
Responsibilities
- Partner with the Competitive Intelligence lead to translate competitor research, monitoring data, and win/loss findings into de-positioning and win-zone strategy.
- Build and own Avalara’s competitive de-positioning program, developing counter-narratives, catch questions, and proof points that challenge competitor claims.
- Define and continuously refine Avalara’s win zones using win/loss patterns, and translate them into qualification criteria Sales and SDRs can use.
- Use competitive intelligence outputs, including battlecards, talk tracks, and objection-handling resources, to create field-ready content for Sales Enablement, Product Management, and Revenue Marketing.
- Support pricing and packaging conversations with win-zone context, identifying where Avalara commands premium value and where it needs to defend on price.
- Partner with the GTM Strategy team to apply win-zone thinking to retention, competitive churn defenses, and expansion opportunities.
- Apply AI to business challenges, improve efficiency, contribute solutions, drive results, and share learning about AI trends and practices.
Benefits
- Paid time off
- Paid parental leave
- Bonuses for many eligible employees
- Private medical insurance (benefits vary by location)
- Life insurance (benefits vary by location)
- Disability insurance (benefits vary by location)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
