Segment Lead FR Mid-Market - Team Market Strategy

About

“Dans un monde d’entreprises, où poser un congé est aussi long que le congé lui-même, où une note de frais vous coûte plus d’énergie qu’elle ne vous rapporte d’euros… Une entreprise s’élève pour supprimer les fichiers Words et Excel et créer des lignes droites dans les labyrinthes de la gestion administrative et RH. Mais pour y arriver, elle a besoin de vous.”

Depuis 2002, notre société, Lucca, édite des solutions SaaS pour augmenter l’efficacité et l’engagement des collaborateurs. Nous adressons les principales problématiques de gestion administrative et RH : temps et activités, notes de frais, administration du personnel, entretiens annuels et mesure du bien-être au travail.

Nos solutions sont aujourd’hui utilisées par plus d’un million d’utilisateurs dans tout type de sociétés (de la chic chaîne d’hôtels Accor à la marque de surf Rip Curl) et notamment dans celles en forte croissance se développant à l’international (Deezer, Michel & Augustin…).

Certes nous exerçons notre activité dans le très sérieux domaine des outils de gestion, mais notre travail est guidé par la conviction qu’un logiciel de gestion n’est pas nécessairement gris, moche et triste. Nous accordons donc une très grande importance au design de nos interfaces ainsi qu’à l’expérience utilisateur.

Début 2022 et pour la première fois de son histoire, nous avons levé des fonds (65m€) après 20 ans d'autofinancement afin de poursuivre notre forte croissance (plus de 40% par an). Aujourd’hui nous sommes 700+ luccasiens et luccasiennes ; objectif : 900 luccasien(ne)s et 100M€ de chiffre d’affaires dès 2025.

Job Description


𝗪𝗵𝗮𝘁 𝘆𝗼𝘂 𝘄𝗲𝗿𝗲 𝗹𝗼𝗼𝗸𝗶𝗻𝗴 𝗳𝗼𝗿 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗱𝗮𝗿𝗶𝗻𝗴 𝘁𝗼 𝗮𝘀𝗸

💼 At least 8 years
💰 Between €75k and €85k gross fixed per year, depending on experience
📍 Paris
🎓 Master’s degree in Business, Sales, Marketing or equivalent is required
🌍 Lucca is getting global! For this role, the required level of English is C1 (listening, reading and speaking)


𝗪𝗵𝗮𝘁 𝗮𝗯𝗼𝘂𝘁 𝘆𝗼𝘂𝗿 𝗳𝘂𝘁𝘂𝗿𝗲 𝘁𝗲𝗮𝗺?

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.


𝗪𝗵𝗮𝘁 𝘄𝗶𝗹𝗹 𝘆𝗼𝘂 𝗯𝗲 𝗱𝗼𝗶𝗻𝗴?

At Lucca, our market is structured into distinct business segments, each corresponding to a specific type of customer. While our French Mid-market segment is our historical core market, it offers a lot of growth potential and efficiency gains to be unlocked.

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 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.


1️⃣ 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

2️⃣ 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

3️⃣ 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

4️⃣ 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

Preferred Experience

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, 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
  • Are comfortable operating in fast-scaling, high-growth environments
  • 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)

Additional Information

  • Contract Type: Full-Time
  • Location: Paris
  • Education Level: Master's Degree
  • Experience: > 7 years
  • Unknown
  • Salary: between 75000€ and 85000€ / year
Apply Now

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