Principal Competitive Intelligence Manager

6sense; New York (NY); On-site; USD 150,000 - 210,000; Full time

Job summary

6sense seeks a senior, individual contributor to own competitive intelligence and win/loss across the Product Marketing team. You will lead interviews, synthesize data, and ground strategic decisions with evidence for positioning, roadmap, and field enablement.

You will shape the program end-to-end, deliver battlecards and track market dynamics, and communicate findings to product and executives. This role requires sharp analysis, bold recommendations, and strong collaboration.

Qualifications

• 8+ years in competitive intelligence, product marketing or research-heavy go-to-market roles in B2B SaaS.
• Comfort presenting uncomfortable findings to product and executive audiences, and handling pushback with evidence.

Responsibilities

• Own the win/loss program end to end: interviews, synthesis and readouts to product and executive leadership.
• Drive competitive positioning and differentiation with evidence-backed claims.
• Perform structural market analysis: how buyers assemble stacks and where substitutions are occurring.
• Provide field enablement: battlecards, objections, and talk tracks for live deals.
• Ensure claims discipline for competitive material with sourced data.
• Monitor and alert on competitive signals; own relevant tooling and dissemination to field.
• Input to roadmap, pricing and packaging; coordinate with analyst relations.
• In first 6–12 months, make win/loss actionable and source-backed.

Skills

Competitive intelligence

Product marketing

Research

Win/Loss analysis

Executive storytelling

SaaS market knowledge

Interviewing & coding results

Tools

Klue

Gong

Dovetail

Job description

• Team: Product Marketing
• Reports to: VP, Product Marketing
• 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
• 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
• 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

Benefits

• Health & Wellness: Parental Leave, Wellness Days Off, Quarterly Wellness Speakers, Wellness Challenges
• Giving Back: Giving Fridays Rotating Charity Support, 6sense Gives Back Programs, Month of Service
• Social Well Being: Flexible Time Off, HUB Working Model, WeWork Access
• Professional Development: LinkedIn Learning Courses, WFH Stipend, Revenue Certifications, Management Training

Strong 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