Job Description:You AreA commercial strategist who turns competitive intelligence into revenue. You see the market clearly, including carrier pricing, postal regulation, digital entrants, and shifting buyer behavior, and convert that insight into displacement opportunities for the sales organization. You build the intelligence engine, competitive narratives, and field tools that give sales a decisive advantage. You operate as a trusted advisor to sales and commercial leadership and influence go to market strategy at the company level.
You Will- Own competitive intelligence and maintain deep, continuously updated profiles on competitors, digital entrants, pricing structures, positioning, sales motions, and retention tactics.
- Track market and regulatory signals by monitoring carrier rate changes, USPS filings, PRC proceedings, and surcharge cycles to identify shifts that create switching opportunities.
- Surface early competitive indicators by analyzing earnings calls, analyst reports, job postings, release notes, and customer reviews to detect strategic moves early.
- Build competitive narratives that reflect buyer decision drivers and documented customer outcomes.
- Run scenario planning to pressure test positioning and prepare sales for likely competitor moves.
- Build and prioritize a competitive takeaway pipeline by identifying vulnerable competitor accounts, scoring displacement probability, and directing sales effort toward high value targets.
- Partner with sales leadership to set quarterly takeaway goals and align prospecting strategy to intelligence.
- Advise on competitive pursuits by supporting deal strategy, positioning, objection handling, and stakeholder mapping.
- Run a structured win loss program that captures buyer decision drivers and competitive objections and synthesizes findings into quarterly reports that improve messaging and field tactics.
- Maintain competitive enablement tools including battle cards, playbooks, talk tracks, and pre call briefings, and embed content into training while measuring adoption and win rate impact.
- Drive cross functional impact by delivering briefings to leadership, shaping pricing and product decisions, and maintaining dashboards that track competitive performance.
- Create a structured intelligence feedback loop so insights from wins, losses, and at risk renewals continuously inform strategy.
You Bring- Competitive intelligence expertise with five or more years in CI, product marketing, market strategy, or sales strategy, ideally in mailing, shipping, logistics, or adjacent industries.
- Ability to build CI infrastructure including monitoring systems, profiling programs, and win loss engines that drive measurable sales outcomes.
- Understanding of buyer psychology and the ability to translate decision drivers into competitive narratives and field guidance.
- Regulatory and pricing fluency including postal rate changes, surcharge cycles, and regulatory timelines as competitive inputs.
- Hands on platform experience with Klue, Crayon, AlphaSense, Clozd, Gong, ZoomInfo, or 6sense.
- CRM proficiency with Salesforce preferred and the ability to connect intelligence directly to pipeline and revenue outcomes.
- Executive level communication with skill in synthesizing complex market data into clear recommendations for leadership.
- Advanced education such as an MBA or advanced degree in business, marketing, or strategy.
Compensation: $105,000-$150,000 base salary, commensurate with experience. Eligible for annual performance bonus.
What Success Looks Like- Competitive win rates improve year over year with clear win loss evidence.
- Sales leadership can point to a live, prioritized pipeline of competitive takeaway targets at any moment.
- Field reps cite competitive intelligence as a material factor in how they prepare for and win contested deals.
- Competitive insights visibly shape product, pricing, and go to market decisions across the leadership team.
We will:• Provide the opportunity to grow and develop your career
• Offer an inclusive environment that encourages diverse perspectives and ideas
• Deliver challenging and unique opportunities to contribute to the success of a transforming organization
• Offer comprehensive benefits globally(PB Benefits and Wellbeing Programs)
