Principal Product Intelligence (Cortex CI, GTM Strategy Lead)

Responsibilities

• Lead CI sales enablement and execute a roadmap targeting competitive vulnerabilities to arm Sales.
• Identify win/loss trends, flag risk factors, and actively improve win rates across regions and segments.
• Pinpoint regions with low win rates, diagnose root problems, and relay feedback to the Product team.
• Drive proactive engagements with GTM, PMM, and Sales Operations to position and sell the product effectively.
• Provide direct, high-impact competitive support on top pipeline deals to ensure the field wins.
• Drive optimization strategies to eliminate friction in the handoff between pre-sales and post-sales organizations.

Requirements

• 8+ years in Competitive Intelligence, Sales Enablement, Sales Operations, or Technical Product Marketing within the Cybersecurity space.
• Proven cross-functional team leadership experience, excelling at identifying strategic priorities, triaging requirements, and driving rigorous execution.
• Comfortable steering Sales Leaders to new approaches against the competition using evidence.
• Proven track record as a revenue-focused strategist with a deep understanding of enterprise sales cycles, pipeline management, and GTM mechanics.
• Mastery in communicating high-density technical data into concise, high-impact Bottom Line Up Front (BLUF) executive briefings.
• Expertise in conducting rigorous Win/Loss analysis to identify actionable, root-cause trends impacting new business and renewals.
• Demonstrated success applying adult learning theory to develop high-impact competitive enablement materials for sales forces.
• Deep understanding of the enterprise organizational stack to tailor messaging for C-level executives and technical practitioners.
• Strong history of breaking down silos and collaborating seamlessly with GTM, PMM, Sales Operations, and Product teams.

Preferred

• Prior experience in a Sales Engineering (SE), Field Sales, or GTM leadership role.
• Deep familiarity with CRM platforms (e.g., Salesforce), enterprise sales methodologies (e.g., MEDDPICC), and data-driven revenue operations.
• Demonstrable familiarity with the software sales cycle.
• Experience with Sales Execution Model and the Cybersecurity Evaluation Matrix.
• Experience designing structured feedback loops between pre-sales and post-sales organizations to optimize the customer journey.
• Formal enablement, competitive intelligence, or revenue operations certifications (e.g., CIP).