Principal Competitive Intelligence Manager - 6sense in Columbus
Career & Market Insight
Strategic Seniority, Not Just Execution: This is a Principal-level individual contributor role — arguably one of the most impactful CI seats in B2B SaaS. You won't manage a team, but you'll influence roadmap, pricing, positioning, and analyst relations. That cross-functional gravity is rare and career-accelerating.
Compensation vs. Market: At $145K–$213K base plus bonus, commission potential, and stock options, this is at or above market for senior CI/PMM roles in US tech. Comparable Principal PMM roles at similar-stage SaaS companies typically range $130K–$190K base, making the upper end here quite competitive. Stock options at a company with 6sense's funding profile (Series D, $1.1B+ valuation) carry real upside potential.
Skills You'll Build:
- End-to-end win/loss program ownership — a differentiating skill highly sought by Series B–D SaaS companies.
- Structural market analysis and category dynamics — translates directly to VP/Director of PMM or Head of Strategy roles.
- Executive communication under pressure — presenting uncomfortable findings builds credibility and visibility.
- AI/agentic tooling evaluation — a fast-growing skill set with broad applicability across GTM roles.
Culture Signals: The writing is unusually candid — phrases like "tell the company something it would rather not hear" signal psychological safety is genuinely valued. The emphasis on evidence over assumption suggests a data-driven, intellectually honest culture. Green flag: clear definition of success within 6–12 months. Watch for: as a solo IC in CI, you'll need strong executive sponsorship to have your findings acted upon — assess that in interviews.
Headquarters: United States
URL: https://6sense.com/
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.
Compensation
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.
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 [email protected].
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 [email protected].
To apply: https://weworkremotely.com/remote-jobs/6sense-principal-competitive-intelligence-manager-1
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