Principal Product Marketing Manager, Competitive Plays & Intelligence

ZoomInfo is a Go-To-Market Intelligence Platform that empowers businesses to grow faster with AI-ready insights and trusted data. They are seeking a Principal Product Marketing Manager to lead the Competitive Plays & Intelligence function, responsible for developing revenue-driving go-to-market strategies and ensuring the accuracy of competitive intelligence that informs product decisions.

Responsibilities:

• Own the end-to-end lifecycle of competitive GTM plays, from hypothesis and target definition through execution, measurement, iteration, and sunsetting
• Design plays in response to real-world competitive intelligence such as pricing and packaging changes, product launches, messaging shifts, and field-reported objections
• Partner directly with Sales leadership and frontline managers to embed competitive plays into live deal cycles and pipeline execution
• Continuously refine plays based on performance data, win/loss analysis, and qualitative feedback from the field
• Define and track success metrics for competitive plays, including win-rate lift, deal velocity, ACV impact, and competitive displacement
• Own the competitive intelligence function and data used by Product, Product Marketing, and AI agents, ensuring accuracy, structure, and ongoing relevance
• Define the taxonomy, frameworks, and guardrails for capturing competitive intelligence, including how competitors are tiered and prioritized based on business and product impact
• Ensure competitive intelligence is continuously ingested into internal systems, knowledge graphs, and agent-driven workflows
• Act as the human steward responsible for auditing AI-generated competitive insights and resolving ambiguity, conflicts, or signal noise
• Partner with Product Management to ensure competitive intelligence directly informs roadmap, packaging, pricing, and investment decisions
• Define and own which competitors matter most at any given time, prioritizing focus based on revenue impact, deal frequency, win/loss influence, and product innovation risk
• Establish and maintain a data-driven framework to tier competitors and intentionally ramp focus up or down as market dynamics change
• Partner with Product and RevOps to ensure competitive prioritization is grounded in available data and informs where plays, intelligence depth, and system investment are focused
• Personally build, iterate, and maintain AI-assisted workflows using tools such as Claude and Claude Code to process competitive signals at scale
• Design prompt structures, input schemas, and output logic that turn raw competitive data into reliable intelligence
• Debug and refine AI outputs to improve signal quality, reduce noise, and prevent drift or hallucination
• Translate competitive intelligence into automated triggers that activate GTM plays, product investigations, or executive reviews
• Act as the single owner for competitive intelligence within Product
• Provide clear competitive POVs that Marketing uses for battlecards and sales materials
• Advise executives with actionable competitive recommendations
• Track KPIs tied to business impact and intelligence health
• Review play performance, refine insights, and retire low-impact plays
• Build a scalable, repeatable operating model

Requirements:

• 8–10+ years in Product Marketing, Competitive Strategy, Sales Strategy, RevOps, or frontline GTM roles within B2B SaaS
• Demonstrated experience winning or influencing competitive deals, shaping positioning in live sales cycles, or leading competitive GTM initiatives
• Hands-on fluency with LLM tools, including Claude or equivalent, with experience building prompts, workflows, or lightweight systems — not just consuming outputs
• Proven ability to translate competitive reality into scalable systems and repeatable GTM plays
• Strong analytical and storytelling skills, with executive-level presence