GTM strategy lead / Market research lead (AI & Data Engineering services) (вакансія неактивна)

This role owns where and how Xenoss goes to market.

You will identify:

• which industries to focus on
• which ICPs convert
• which use cases drive revenue

Before marketing scales anything.

What you’ll own

Go-to-market strategy & market focus

• Identify and validate priority industries (e.g., manufacturing, oil & gas, finance)
• Define ICP segments that are most likely to convert
• Continuously refine market focus based on real pipeline and deal data

Customer & problem research

• Conduct deep research into target companies: tech stack, hiring signals, transformation initiatives
• Identify real pain points that Xenoss can solve
• Translate vague “AI interest” into concrete use cases

Use case & offering validation

• Define high-value use cases (e.g., predictive maintenance, document AI, data platform modernisation)
• Validate demand through: sales conversations, outbound tests, market signals

Competitive & positioning analysis

• Map competitors: consultancies, system integrators, internal teams
• Identify differentiation angles
• Build positioning that resonates with enterprise buyers

GTM experiments (pre-marketing)

• Run small validation experiments: outbound tests, messaging tests, niche community validation
• Identify which: ICP, message, and use case generate responses

Alignment with marketing & sales

• Translate research into: messaging frameworks, ICP lists, campaign directions
• Work closely with the Director of Marketing and the sales team

Success metrics

• Clear prioritised ICP and industries
• Conversion rate from first touch to meeting
• Message response rates (outbound / content)
• Pipeline quality (not just volume)
• Reduced time to first deal in new segments

What we’re looking for

• 4+ years in B2B marketing / strategy / research / consulting
• Experience with enterprise clients (tech, AI, data, SaaS, consulting)
• Strong analytical thinking (can break down markets and decisions)

Skills

Strategic thinking

• Can prioritise markets and segments
• Comfortable saying “we don’t go there”

research & analysis

• Can turn messy signals into clear insights
• Works with data and qualitative inputs

GTM understanding

• Knows how marketing, sales, and product/service connect
• Understands enterprise buying cycles

Communication

• Can clearly explain: why this ICP, why this message, why this channel