Principal Product Marketing Manager, Competitive Plays & Intelligence at ZoomInfo — Remote North America

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This role is open to candidates from Product Marketing, Sales Strategy, RevOps, or frontline GTM backgrounds who bring strong competitive judgment and a bias toward execution.

You will operate with high autonomy and influence, partnering closely with Product Management, Product Marketing, Sales leadership, RevOps, and Marketing to keep ZoomInfo competitively sharp, operationally fast, and grounded in real market signal.

Competitive Plays Ownership

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.

Competitive Intelligence Systems

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.

Competitive Focus & Prioritization Strategy

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.

AI-First Intelligence & System Building

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.

Cross-Functional Partnership & Clear Ownership

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.

Measurement & Continuous Improvement

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.

About You

You operate at a principal level, earning trust through judgment and outcomes.

You think in systems, feedback loops, and operating models — not one-off deliverables.

You bring strong competitive instincts grounded in real GTM experience.

You are hands-on with AI tooling and comfortable personally building, iterating, and debugging workflows using tools like Claude / Claude Code.

You can move seamlessly between live deal strategy, system design, and executive narrative.

What You Bring

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.

Success in This Role Means

Competitive focus is intentional and defensible, with clear rationale for why certain competitors receive deeper play and system investment than others.

Competitive plays consistently improve win rates, deal velocity, and competitive displacement.

Competitive intelligence is trusted, structured, and embedded into product and GTM workflows.

AI agents operate on high-quality competitive intelligence with minimal human intervention.

Product and GTM decisions reflect real competitive dynamics, not anecdotes or static docs.

ZoomInfo sustains a competitive edge through faster learning and execution than the market.

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Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process. We want our employees and their families to thrive.