Job VC
GTM strategy lead / Market research lead (AI & Data Engineering services)
Technologies
Description
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
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