Big Ideas. Real People.
At Orca, in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, has quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you’re ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod.
We’re looking for driven and talented people like you to join our marketing team and our mission to change the future of cloud security. Ready to dive in and swim with our pod?
Highlights:
- High-growth: Over the past seven years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
- Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
- Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
- Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.
About the role:
As our Enablement & Competitive Intelligence Manager, you will be the connective tissue between our product, sales, and SE teams, equipping them with the intelligence and training they need to win. You'll own our competitive intelligence landscape end-to-end, from managing battlecards and competitive tools to delivering high-impact enablement sessions that keep our field teams ahead of the market.
You'll partner closely with Product, Sales, and Solutions Engineering to translate product capabilities and competitive features into compelling narratives that drive pipeline and accelerate deals. This role is equal parts analyst, educator, and strategic advisor.
What you'll do:
Competitive Intelligence
- Own and manage the company's competitive intelligence platform and tooling, ensuring data is current, accurate, and actionable.
- Develop, maintain, and continuously refine battlecards for key competitors, incorporating positioning, differentiators, objection handling, and proof points.
- Produce regular win/loss reports by gathering data from CRM, interviews, and deal debrief sessions; synthesize findings into strategic recommendations for sales and product leadership.
- Monitor competitor product releases, pricing changes, marketing campaigns, and customer reviews to proactively identify threats and opportunities.
- Deliver competitive briefings to sales and GTM stakeholders on a regular cadence.
Sales & SE Enablement
- Design and deliver structured enablement programs that train the Sales and Solutions Engineering teams on competitive positioning, objection handling, and differentiated value messaging.
- Host regular sessions with SEs to walk through new product features and capabilities, ensuring the field is always current and confident in demos and technical conversations.
- Create and maintain high-quality enablement assets including playbooks, cheat sheets, training decks, and on-demand learning resources.
- Serve as the go-to resource for the field during active competitive deals, providing real-time intelligence and talk tracks.
Product & Cross-functional Collaboration
- Partner with Product Management and Product Marketing to deeply understand new features, roadmap priorities, and positioning as they evolve.
- Translate product updates into field-ready messaging, ensuring Sales and SE teams can confidently articulate new capabilities from day one of launch.
- Feed competitive insights and customer feedback back to the Product team to inform roadmap decisions and messaging strategy.
- Collaborate with Marketing on external-facing competitive content and campaigns where appropriate.
About you:
- 3–6 years of experience in competitive intelligence, product marketing, sales enablement, solutions engineering, or a related field within a Cybersecurity SaaS environment.
- Demonstrated ability to build and manage battlecards, win/loss programs, and competitive tracking systems.
- Experience working closely with Sales and/or Solutions Engineering teams in a fast-paced, technical sales environment.
- Strong analytical skills, you can synthesize disparate data sources into clear, actionable insights.
- Exceptional communication and storytelling ability; you can make complex technical topics accessible to a variety of audiences.
- Highly organized and self-directed, with the ability to manage multiple projects and stakeholders simultaneously.
- Familiarity with cloud security, cybersecurity, or AI software markets is a strong plus.
- Experience with competitive intelligence tools (e.g., Crayon, Klue,) and CRM platforms (e.g., Salesforce) is preferred.