Competitive Intelligence

• Uplevel Apollos competitive intelligence program, including monitoring priority competitors, emerging entrants, and macro trends in the GTM/AI space.
• Conduct deep competitive analyses - win/loss patterns, product feature gaps, GTM motions, pricing comparisons, customer sentiment, etc.
• Translate competitive insights into campaign-level messaging, including launch narratives, demand gen themes, and field-facing positioning.
• Partner with the broader Product Marketing team to ensure a strong competitive angle is embedded across all messaging, from launches and solutions messaging to website copy and enablement materials.
• Establish a recurring competitive enablement loop across Sales, Customer Success, and Product, including battlecards, objection handling, and regular competitive updates.
• Create and own competitive talk tracks for priority competitors, partnering with Sales, Sales Engineering, and Enablement to support head-to-head competitive deals with clear guidance on when to lean in vs. when to walk away.
• Partner with Sales Enablement and RevOps to identify opportunities to improve competitive win rates. Develop targeted sales plays to support company-wide compete campaigns, and to address consistent loss patterns in specific segments, use cases, or deal sizes.
• Create executive-ready insights that influence product strategy, positioning, and long-term roadmap.
• Act as the internal expert on how Apollo wins in competitive moments, ensuring consistency and confidence across teams.

Pricing & Packaging

• Collect and maintain competitive pricing and packaging intelligence.
• Establish a recurring competitive enablement loop across Sales, Customer Success, and Product around pricing and packaging differences, including pricing inclusion in battlecards, objection handling, and regular competitive updates.
• Proactively surface opportunities to change and improve our pricing and packaging to Pricing & Strategy, Product, and Product Marketing teams to remain competitive.
• Work with the Pricing & Strategy team to design and orchestrate pricing/packaging change management, including stakeholder alignment, impact analysis, rollout planning, internal enablement, and external communications.
• Lead cross-functional working groups across Product, Pricing & Strategy, Finance, Legal, RevOps, Enablement and Web to bring pricing and packaging changes to market.
• Own the customer and field-facing narrative for pricing/packaging updates, including messaging, collateral updates, sales readiness, and customer rollout plans.
• Over time: contribute to pricing research and strategy (willingness to pay studies, segmentation, value metrics, elasticity research) as skills and bandwidth allow.
• Support the evolution of Apollos pricing architecture across both PLG and sales-led motions.

Requirements

• 6+ years experience in Product Marketing, Competitive Intelligence, Pricing Strategy, or adjacent roles in high-growth B2B SaaS.
• Proven experience building competitive programs, distilling complex landscapes, and delivering insights that shape product and GTM decisions.
• Prior Product Marketing experience - must have prior experience creating and owning messaging, creating and keeping up to date customer-facing collateral, create and rolling out sales plays.
• Excellent communicator and storyteller, able to synthesize complex inputs into crisp narratives, skilled at tailoring messaging for different personas and channels.
• Demonstrated ability to lead cross-functional change management across a variety of teams spanning Product, Legal, Finance, Data Science, Enablement. Sales, Customer Success, and more.
• Analytical and action-orientedyou know how to connect the dots between product usage, customer insights, and revenue impact, are able to balance deep analysis with fact-paced execution.
• A self-starter who thrives in fast-paced environments and has a bias for action.
• Ownership mentalityyou take initiative, follow through, and hold yourself to a high bar.