Senior Product Marketing Manager - Compete

Responsibilities

• You will partner closely with Avalara's Competitive Intelligence lead to translate their competitor research, monitoring data, and win/loss findings into actionable de -positioning and win-zone strategy — operationaliz ing their intelligence across the organization
• You will build and own Avalara's competitive de-positioning program: develop counter-narratives , catch questions, and proof points that directly challenge competitor claims and systematically weaken their positioning in evaluations
• You will define and continuously refine Avalara's win zones — the segments, use cases, deal profiles, and buying triggers where Avalara's win rate is strongest — by working from win/loss patterns sourced through the Competitive Intelligence lead's Clozd program and translating them into qualification criteria Sales and SDRs can act on
• You will consume Avalara’s Competitive Intelligence lead’s outputs ( battlecard s , talk-track, and objection-handling library ) to turn competitive intelligence and win-zone data into field-ready content for Sales Enablement, Product Management, and Revenue Marketing
• You will support pricing and packaging conversations with win-zone context, identifying where Avalara commands premium value versus where it needs to defend on price
• You will partner with GTM strategy team to extend win-zone thinking into retention, identifying which win zones double as the strongest defenses against competitive churn as well as unlock expansion opportunities.

Requirements

• 6–8 years of experience in product marketing, competitive/sales enablement, or a related field at a B2B SaaS company
• Proven experience building de-positioning, win-zone, or competitive positioning programs that measurably improved win rates — distinct from running primary competitive research
• Demonstrated ability to partner closely with a dedicated competitive intelligence function and translate their research into field-ready strategy, messaging, and enablement, rather than generating that research yourself
• Hands-on experience with sales enablement and competitive content tools such as Highspot , Clozd, and Crayon
• Strong written and verbal storytelling skills, with the ability to distill competitive insight into clear, persuasive narratives for both the field and executive audiences
• Executive presence and the ability to present insights and influence senior and executive stakeholders
• Experience in regulated markets (tax, compliance, FinTech) is a plus

Benefits

• Total Rewards
• In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
• Health & Wellness Benefits vary by location but generally include private medical, life, and disability insurance.
• Inclusive culture and diversity - Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.