Principal Competitive Intelligence Manager

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

Competitive Intelligence & Win/Loss

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.

 

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 Employers. 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 jobs@6sense.com. 

We are aware of recruiting impersonation attempts that are not affiliated with 6sense in any way. All email communications from 6sense will originate from the @6sense.com domain. We will not initially contact you via text message and will never request payments. If you are uncertain whether you have been contacted by an official 6sense employee, reach out to jobs@6sense.com