Senior Product Marketing Manager - Compete

As the Senior Product Marketing Manager, Compete De-Positioning & Win Zones, you will work alongside Avalara's Competitive Intelligence lead to turn intel into a programmatic approach to outmaneuver the competition and win deals. You will not run the primary research and competitive intelligence engine — our Competitive Intelligence lead owns competitor monitoring, deep research, and win/loss data collection. Your job is to take that raw intelligence and build two things with it: a sharp de-positioning program that systematically undercuts competitor’s claims, and a framework that tells sales and marketing exactly where, when, and why Avalara wins.

This is a US-based remote position reporting to the Senior Director of Product Marketing. 

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  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 — operationalizing their intelligence across the organization 

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  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 

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  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 

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  You will consume Avalara’s Competitive Intelligence lead’s outputs (battlecards, 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 

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  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 

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  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.