Segment Lead FR - Team Market Strategy

What You Were Looking for

At least 8 years of experience in Product Marketing, GTM, Sales Strategy, or Consulting leadership roles.

Between €69k and €80k gross fixed per year, depending on experience.

Location: Nantes.

Master’s degree in Business, Sales, Marketing or equivalent is required.

Required level of English is C1 (listening, reading and speaking).

What You'll Do

You will join the Market Strategy team within Marketing, at the core of Lucca’s growth engine. The team builds and scales GTM strategies by segment, helping align Product, Sales, Marketing, Channel, and Customer Success around shared priorities.

As a Segment Lead, your mission is to reach market leadership within your segment.

• Build a deep understanding of your market, customers, and competition.
• Define a clear strategic vision and winning position for your segment.
• Drive data‑informed prioritization and resource allocation.

This is a highly strategic role requiring strong transversal influence. It sits at the intersection of Business and Product, combining strategic thinking with operational impact. You will work closely with Product, Sales, Marketing, and Customer Success teams, and collaborate with other segment leaders to build shared knowledge and scale best practices.

Market Intelligence

Act as the in‑house strategic expert on your segment.

• Analyze customer needs, competitors, and market dynamics.
• Build actionable market intelligence to support GTM teams.
• Identify opportunities and risks.

Segment Positioning

Define how we win in your segment.

• Define ICPs, buyer personas, and target market.
• Translate product capabilities into differentiated value propositions and messaging.
• Define pricing strategies and distribution channels.

GTM Strategy Definition

Build a data‑driven strategy to accelerate growth.

• Conduct data analysis and field investigations to identify growth drivers.
• Deliver strategic recommendations to leadership (e.g., QBRs).
• Influence product roadmap through market insights.

GTM Strategy Execution & Enablement

Ensure strategy turns into impact on the ground.

• Roll out GTM strategy and drive execution across teams.
• Equip teams with effective assets (sales decks, battle cards, training).
• Monitor performance and refine GTM plays based on results.

What Success Looks Like

• A clear and differentiated segment strategy and positioning.
• Measurable improvement in win rate, conversion, and sales efficiency.
• Strong alignment across Product, Sales, Marketing, Channel, and Customer Success.
• A structured and data‑driven approach to GTM decision‑making.
• Increased segment growth and market leadership over time.

You Might Be a Great Fit If You:

• Have 8+ years of experience in Product Marketing, GTM, Sales Strategy or Consulting leadership roles.
• Demonstrate a strong ability to influence cross‑functionally, with proven experience working with senior stakeholders.
• Are comfortable manipulating and analyzing data to build a 360° view of your market and business.
• Combine strong business acumen with the ability to go deep into product topics.
• Are able to articulate clear strategies and storytelling despite complexity or uncertainty.
• Are customer‑obsessed and driven by insights to inform decisions.
• Are hands‑on and close to the field, willing to engage directly with customers, sales teams, and day‑to‑day execution.
• Are comfortable operating in fast‑scaling, high‑growth environments.
• Knowledge of HCM market is a plus.