Remote Principal CI Leader – Win/Loss & Strategy

Kenyan Edu; California; Hybrid; USD 146,000 - 213,000; Full time

Job summary

6sense is seeking a Principal Competitive Intelligence Manager to own the end-to-end win/loss program, craft evidence-based competitive positioning, and analyze market dynamics affecting product strategy.

You will lead primary research, synthesize findings for product and executive stakeholders, and enable the field with battlecards and effective messaging while ensuring claims are fully sourced and credible.

Qualifications

• 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.
• 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.

Responsibilities

• Own the win/loss program end to end, including interviews, coding, and readouts to product and executive leadership.
• Own competitive positioning and differentiation with evidence-backed claims.
• Perform structural market analysis: how buyers assemble stacks, substitutions, and converging categories.
• Provide field enablement for competitive situations: battlecards, objections handling, and talk tracks.
• Maintain claims discipline with sourced competitive numbers and ensure credibility.
• Monitor competitive intelligence and decide what reaches the field versus internal use.
• Input to roadmap, pricing and packaging, and analyst relations; ensure evidence shapes what we build.

Skills

Competitive intelligence

Product marketing

Win/Loss program

Primary research

Synthesis

Executive storytelling

Tools

Gong

Klue

Dovetail

Job description

6sense is seeking a Principal Competitive Intelligence Manager to own the end-to-end win/loss program, craft evidence-based competitive positioning, and analyze market dynamics affecting product strategy.

You will lead primary research, synthesize findings for product and executive stakeholders, and enable the field with battlecards and effective messaging while ensuring claims are fully sourced and credible.