Segment Lead FR - Team Market Strategy

At least 8 yearsBetween €69k and €80k gross fixed per year, depending on experienceLocation: NantesMaster’s degree in Business, Sales, Marketing or equivalent is requiredLucca is getting global! For this role, the required level of English is C1 (listening, reading and speaking)

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.

At Lucca, our market is structured into distinct business segments, each corresponding to a specific type of customer.

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

To achieve this, you will:

• Build a deep understanding of your market, customers, and competition
• Define a clear strategic vision and winning position for your segment
• Drive a 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
• 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 in this role

• 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 in spite of complexity / 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
• Knowledge of HCM market is a plus

Recruitment at Lucca: how it works

• Step 1: Phone interview with Capucine in charge of recruitment (30 min)
• Step 2: Interview with Thuy-Mi, your future manager (60 min)
• Step 3: Practical business case (asynchronous)
• Step 4: Skills assessment and meeting with your future stakeholders (45 min)
• Step 5: Final Talk – presentation on a subject of your choice in front of a panel of Luccasians (45 min)