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Salary: USD 145,503 - 213,404 / annual
6sense is seeking a Principal Competitive Intelligence Manager to own competitive intelligence and win/loss analysis for the company. This is a senior individual contributor role reporting to the VP of Product Marketing, focused on research, synthesis, and judgment rather than people management.
The role sits within Product Marketing and exists to ensure positioning, roadmap conversations, and field enablement are built on evidence rather than assumption. You will be the trusted authority the company turns to when disagreeing about why they win, why they lose, and who they actually compete against.
Key Responsibilities:
- Own the win/loss program end-to-end: designing interviews, coding results, and synthesizing findings for product and executive leadership. The goal is to make this program something leaders act on rather than passively receive.
- Develop competitive positioning and differentiation strategy, partnering with pillar product marketers to ensure competitive insight shapes positioning from the start.
- Conduct structural market analysis to understand how buyers assemble stacks, where substitution is occurring, which categories are converging, and what this means 18 months out.
- Create field enablement materials for competitive situations: battlecards, objection handling, trap-setting questions, and talk tracks that work in live deals.
- Enforce claims discipline by sourcing every competitive number used with customers and declining claims that cannot be substantiated.
- Manage competitive monitoring and alerting, including tooling decisions and determining what reaches the field versus what stays internal.
- Provide competitive input to roadmap, pricing, packaging, and analyst relations decisions.
The market 6sense competes in is being redrawn in real time. Point data providers are moving up the stack, workflow and enrichment tools are repositioning as operating systems, and buyers are assembling custom stacks from components. Knowing what competitors shipped last quarter is table stakes; the job is understanding what patterns mean and what 6sense should do about it.
Success in the first 6–12 months means win/loss becomes a program leaders act on; the company knows with evidence why it wins and loses by competitor and segment; the field has competitive material that holds up in live deals; and every competitive claim made in market has a source behind it.
Requirements:
- 8+ years in competitive intelligence, product marketing, or research-heavy go-to-market roles in B2B SaaS
- Hands-on win/loss experience: designing programs, running interviews, and coding results—not reading summaries
- Ability to run primary research and be honest about what data does and does not support; comfort presenting small samples accurately without overstating
- Strong synthesis and writing skills; executives should know what to do differently after reading your analysis
- Comfort presenting uncomfortable findings to product and executive audiences and holding them under pushback
- Fluency with B2B SaaS buyers, ideally in martech, RevTech, sales intelligence, or data platforms
- Working knowledge of AI and agentic tooling to evaluate what competitors have 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 from scratch rather than inheriting one
