The Challenge
Samsara (NYSE: IOT) is the Connected Operations Cloud platform transforming physical industries—agriculture, construction, transportation, manufacturing. As Senior PMM for Market and Competitive Intelligence, you'll own competitor strategy end-to-end and arm the entire org with insights that actually win deals.
Your Mission
Own 3-4 key competitors completely: research profiles, win/loss patterns, positioning playbooks ready for sales
Build and launch competitive battle cards and internal enablement assets that sales uses in 50%+ of complex deals
Establish baseline win-rate and deal velocity metrics against named competitors to track impact
Deliver first executive briefing on market landscape and competitive threats to leadership team
Expand competitive intelligence knowledge base to cover full competitive set with quarterly updates and fresh insights
Architect and execute win-loss analysis program capturing learnings from 20+ closed/lost deals
Develop go-to-market narratives and positioning frameworks that measurably improve close rates in competitive deals
Build self-service competitive toolkit that reduces time-to-insight for sales, marketing, and product teams
KPIs You'll Own
Competitive Deal Win Rate
Track win rate in deals where competitive intelligence and battle cards were actively deployed
Sales Adoption of Assets
% of sales team using competitive playbooks and battle cards in opportunity management
Time-to-Win-Loss Insight
Days from closed deal to actionable competitive insights delivered to relevant teams
Competitive Intelligence Requests Fulfilled
Volume and quality of competitive research requests answered by the MCI function monthly
Tools & Stack
Your Team
Your Manager
VP/Head of Product Marketing
Current Team
Market and Competitive Intelligence team (size unspecified, likely 3-5 person function)
New role or expansion of existing MCI function
The Package
Salary
$140K-$180K base
Variable
Likely 10-15% bonus
Equity
Yes, standard for public SaaS companies (TBD by level/offer)
Remote
On-site in San Francisco, CA
Benefits & Perks
Company Intelligence
Samsara (NYSE: IOT) is the Connected Operations Cloud pioneer, enabling organizations in agriculture, construction, field services, transportation, and manufacturing to harness IoT data for safer, more efficient operations. The platform represents 40%+ of global GDP-generating industries and processes real-world safety, efficiency, and sustainability challenges at scale.
Funding
Public (NYSE: IOT)
Customers
Enterprise operations companies across agriculture, construction, field services, transportation, manufacturing
Culture
High-caliber teams, celebration-focused, long-term thinking, rapid career development, autonomy with support
Is This Role For You?
- You obsess over competitors and markets—not for reports, but to find unfair advantages others miss
- You think like a seller and measure success by whether field teams actually win more deals because of your work
- You can synthesize complex research into clear narratives, playbooks, and battle cards that drive action
- You want to shape strategy for industries that literally power the global economy (transportation, construction, ag, etc.)
- You prefer research for research's sake over driving tangible business outcomes and field adoption
- You're not energized by on-site collaboration and deep cross-functional engagement
- You need flexibility—this role requires San Francisco presence
Interview Process
Screening call
Initial conversation about competitive intelligence experience and fit
Case study/exercise
Likely a competitive analysis or positioning exercise to evaluate thinking and output quality
PMM team interviews
Meet product marketing leadership and potential peers to assess collaboration fit
Sales/stakeholder panel
Interview with sales leadership and cross-functional users of competitive intelligence
Executive round
Final conversation with VP/Head of Product Marketing or CMO
Interested in this role?
Apply now and hear back within days, not weeks.
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About Product Marketing Roles
Product marketers are the bridge between product and market. They own positioning, messaging, go-to-market launches, competitive intelligence, and sales enablement. The best PMMs make complex products feel simple.