Principal Competitive Intelligence Manager

6sense; United States; On-site; USD 146,000 - 213,000; Full time

Benefits offered by this job

Health insurance

401K matching

Paid holidays

Self-care days

Stock options

Job summary

6sense is seeking a Principal Competitive Intelligence Manager to own end-to-end win/loss programs and provide evidence-based competitive insights. This senior IC role sits on the Product Marketing team and partners with pillar PMMs to shape positioning and pricing.

You will conduct primary research, synthesize findings, and present actionable guidance to product and executive leadership, including field enablement materials and competitive battlecards.

Qualifications

• 8+ years in competitive intelligence, product marketing or research-heavy go-to-market roles in B2B SaaS.
• Hands-on win/loss experience with primary interviews and coding results.
• Strong synthesis and writing; ability to present findings to executives.

Responsibilities

• Lead end-to-end win/loss program with interviews, synthesis, and readouts.
• Shape competitive positioning and differentiation with pillar PMMs.
• Perform structural market analysis on how buyers assemble stacks.
• Enable the field with battlecards, objection handling, and talking tracks.
• Ensure claims discipline with sourced competitive data.
• Monitor competitive activity and alerting; own tooling.
• Contribute to roadmap, pricing and analyst relations with evidence.

Skills

Competitive intelligence

Product marketing

Go-to-market

Primary research

Synthesis & writing

Executive storytelling

Martech / RevTech familiarity

Tools

Klue

Gong

Dovetail

Job description

Our Mission

6sense's mission is to multiply what matters: growth, retention, and efficiency. We envision a future where companies, teams and people reach their full potential.

Our Mission

6sense's mission is to multiply what matters: growth, retention, and efficiency. We envision a future where companies, teams and people reach their full potential.

Our People

People are the heart and soul of 6sense. We serve with passion and purpose. We live by our Being 6sense values of Win as One Team, Stay Curious, Do The Right Thing, Own the Outcome, and Create Belonging. Every 6sensor plays a part in defining the future of our industry‑leading technology. 6sense is a place where difference‑makers roll up their sleeves, take risks, act with integrity, and measure success by the value we create for our customers. We want 6sense to be the best chapter of your career.

6sense Product Marketing

Principal Competitive Intelligence Manager

Team: Product Marketing

Reports to: VP, Product Marketing

Level: Principal

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.
• 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.

Base Salary Range: $145,503.00 - $213,404.40. The base salary range represents the anticipated low and high end of the base salary range for this position. Actual salaries may vary and may be above or below the range based on various factors, including but not limited to work location and experience. The base salary is one component of 6sense’s total compensation package for this position. Other compensation may include a bonus program or commission plan, and stock options if approved by 6sense’s board. In addition, 6sense provides a variety of benefits, including generous health insurance coverage, life, and disability insurance, a 401K employer matching program, paid holidays, self‑care days, and paid time off (PTO).

Our Benefits

Full‑time employees can take advantage of health coverage, paid parental leave, generous paid time‑off and holidays, quarterly self‑care days off, and stock options. We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our offices.

We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development initiatives including access to our LinkedIn Learning platform. Employee well‑being is also top of mind for us. We host quarterly wellness education sessions to encourage self‑care and personal growth. From wellness days to ERG‑hosted events, we celebrate and energize all 6sense employees and their backgrounds.

Equal Opportunity Employer

6sense is an Equal Employment Opportunity and affirmative action employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. If you require reasonable accommodation in completing this application, interviewing, completing any pre‑employment testing, or otherwise participating in the employee selection process, please direct your inquiries to [e-mail].