𝗪𝗵𝗮𝘁 𝘆𝗼𝘂 𝘄𝗲𝗿𝗲 𝗹𝗼𝗼𝗸𝗶𝗻𝗴 𝗳𝗼𝗿 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗱𝗮𝗿𝗶𝗻𝗴 𝘁𝗼 𝗮𝘀𝗸

💼 Permanent contract
💰 Between €70k and €80k 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)

𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿 𝘄𝗵𝗮𝘁 𝘄𝗲 𝗱𝗼 𝗮𝘁 𝗟𝘂𝗰𝗰𝗮

At Lucca, since 2002, we’ve been designing an HR platform that simplifies daily life for HR teams, employees, managers… basically, for everyone. Thanks to our suite of software, we automate internal processes to give companies back their time: fewer tedious tasks, more energy for what really matters.

Today, we are over 800 Luccasians spread across Paris, Nantes, Marseille, Barcelona, Munich, and Geneva, and more than 8,700 clients already trust us. And to keep growing, we need you.

𝗪𝗵𝗮𝘁 𝗮𝗯𝗼𝘂𝘁 𝘆𝗼𝘂𝗿 𝗳𝘂𝘁𝘂𝗿𝗲 𝘁𝗲𝗮𝗺?

You will be joining the Marketing Intelligence team which part of the Marketing department. This department includes Communications, Content, Creative Studio, and Performance Marketing.

Reporting into the Market Intelligence lead, the Segment PMM will act as the strategic voice of the Mid-Market segment, partnering closely with Performance Marketing, Sales, Customer Success, Product PMM, and RevOps to define priorities, guide execution, and influence future roadmap decisions.

𝗪𝗵𝗮𝘁 𝘄𝗶𝗹𝗹 𝘆𝗼𝘂 𝗯𝗲 𝗱𝗼𝗶𝗻𝗴?

As a Segment Business Lead (Mid-Market) you will own the strategy, positioning, and go-to-market for our Mid-Market customer segment.

This role is pivotal in shaping how we understand the segment, how we position our products, and how we drive sustainable growth across acquisition, expansion, and retention within the French Mid-Market segment.

This is a highly strategic role combining market intelligence, narrative building, GTM orchestration, and business performance analysis.

1️⃣ 𝘚𝘦𝘨𝘮𝘦𝘯𝘵 𝘚𝘵𝘳𝘢𝘵𝘦𝘨𝘺 & 𝘔𝘢𝘳𝘬𝘦𝘵 𝘐𝘯𝘴𝘪𝘨𝘩𝘵𝘴

• Targeting : Define ICPs, personas, and market sizing (TAM/SAM/SOM) for the Mid-Market.
• Customer Intel : Lead interviews to extract qualitative insights and emerging segment needs.
• Internal Voice : Act as the segment’s central authority, maintaining documentation for all GTM teams.

2️⃣ 𝘚𝘦𝘨𝘮𝘦𝘯𝘵 𝘗𝘰𝘴𝘪𝘵𝘪𝘰𝘯𝘪𝘯𝘨 & 𝘕𝘢𝘳𝘳𝘢𝘵𝘪𝘷𝘦

• Messaging : Translate product features into segment-specific value propositions and narratives.
• Pricing/Packaging : Define adapted offers, bundles, and pricing logic to drive adoption.
• Enablement : Equip GTM teams with frameworks, guidelines, and consistent messaging across touchpoints.

3️⃣ 𝘎𝘛𝘔 𝘚𝘵𝘳𝘢𝘵𝘦𝘨𝘺 & 𝘌𝘹𝘦𝘤𝘶𝘵𝘪𝘰𝘯

• Strategic Planning : Set segment priorities (Acquisition, Cross-sell, Upsell) and lead Business Reviews recommendations.
• Sales Activation : Build battle cards and pitch decks to empower the Sales team.
• Channel Optimization : Partner with Marketing to identify acquisition levers and optimize campaign performance.

4️⃣ 𝘙𝘦𝘷𝘦𝘯𝘶𝘦 & 𝘗𝘦𝘳𝘧𝘰𝘳𝘮𝘢𝘯𝘤𝘦 𝘈𝘯𝘢𝘭𝘺𝘴𝘪𝘴

• Funnel Optimization: Analyze Win/Loss data and objections to refine messaging and strategy.
• Product Influence: Surface segment needs to provide data-driven roadmap recommendations.
• Performance Tracking: Build leadership dashboards to monitor growth drivers and business health.

𝗬𝗼𝘂 𝗺𝗶𝗴𝗵𝘁 𝗯𝗲 𝗮 𝗴𝗿𝗲𝗮𝘁 𝗳𝗶𝘁 𝗶𝗳 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲:

• 𝗠𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝟴 𝘆𝗲𝗮𝗿𝘀 𝗼𝗳 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲 𝗶𝗻 𝗮 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴, 𝗚𝗧𝗠 𝗼𝗿 𝗖𝗼𝗻𝘀𝘂𝗹𝘁𝗶𝗻𝗴 𝗿𝗼𝗹𝗲
• 𝗦𝘁𝗿𝗼𝗻𝗴 𝗲𝘅𝗽𝗼𝘀𝘂𝗿𝗲 𝘁𝗼 𝗽𝗿𝗶𝗰𝗶𝗻𝗴, 𝗽𝗮𝗰𝗸𝗮𝗴𝗶𝗻𝗴, 𝗮𝗻𝗱 𝘃𝗮𝗹𝘂𝗲 𝗽𝗿𝗼𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻 𝗱𝗲𝘀𝗶𝗴𝗻.
• 𝗘𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝗰𝗿𝗼𝘀𝘀-𝗳𝘂𝗻𝗰𝘁𝗶𝗼𝗻𝗮𝗹𝗹𝘆 𝘄𝗶𝘁𝗵 𝗣𝗿𝗼𝗱𝘂𝗰𝘁, 𝗦𝗮𝗹𝗲𝘀, 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀, 𝗮𝗻𝗱 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴.

𝗪𝗲’𝗿𝗲 𝗹𝗼𝗼𝗸𝗶𝗻𝗴 𝗳𝗼𝗿 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝘄𝗵𝗼 𝗶𝘀:
✔️ Deeply passionate about product knowledge and positioning.
✔️ Strategic and business-oriented, with strong commercial judgment.
✔️ Able to quickly ramp up on complex products and markets.
✔️ Customer-obsessed and driven by insights.
✔️ A strong storyteller who can turn complexity into clear messaging.
✔️ Data-driven, comfortable working with TAM models, LTV/CAC, and cohort analysis.
✔️ Confident communicating with and influencing senior leadership.
✔️ Comfortable operating in fast-scaling, high-growth environments.

𝗥𝗲𝗰𝗿𝘂𝗶𝘁𝗺𝗲𝗻𝘁 𝗮𝘁 𝗟𝘂𝗰𝗰𝗮: 𝗵𝗼𝘄 𝗶𝘁 𝘄𝗼𝗿𝗸𝘀
Step 1 : Phone interview with Capucine in charge of recruitment (45 min)
Step 2 : Interview with Marie, your future CMO (60 min)
Step 3 : Practical case in house
Step 4 : Skills assessment and meeting part of your future team (45 min)
Step 5 : Final Talk – presentation on a subject of your choice in front of a panel of Luccasians (45 min)