light-inc - Director Vertical Marketing - Care Providers, HealthTech & Not-for-Profits

London, England, United Kingdom3w ago

In Office Director EMEA Digital Health Nonprofit VP of Marketing Product Marketing Reporting Public Speaking Customer Training Segment

Requirements

• Around ten years of marketing experience, with a strong foundation in industry or product marketing and evidence of building markets and delivering commercial results. • Experience owning a marketing pipeline from planning through execution and reporting. You can build a model, understand funnel performance and explain what needs to change. • An established ability to speak publicly and tell a compelling industry story, whether on stage, in a customer interview or in conversation with the press, analysts and influencers. • A record of partnering closely with Sales, including training direct reps and SDRs to understand a segment and sell into it with credibility. • Experience translating customer needs into clear sector requirements with Product Marketing and Product, distinguishing a recurring market need from a one-off request. • Strong analytical curiosity and practical experience using AI to investigate performance, test explanations and improve decisions. You verify the output and can explain the reasoning behind your recommendations. • Strong writing and storytelling skills, the judgement to challenge assumptions, and a willingness to do the work yourself: interview customers, write the message, build the campaign and examine the results. • WHAT SUCCESS LOOKS LIKE • Clear priorities for the assigned verticals, positioning that resonates with buyers, and a growing marketing pipeline. Weekly reporting explains what is happening, why it is happening and what the team will do next. • Sales reps and SDRs understand the nuances of each segment and have the training, content and customer proof to progress deals. Customers and specialist partners strengthen our presence in the market, while Product Marketing and Product have a clear, evidence-backed view of the requirements that matter most. • You’ll assess progress through qualified pipeline, conversion, sales-cycle performance and customer outcomes, working with Sales and customer teams to understand delivery effort and time to value. • Light’s values are speed, simplicity and transparency. We make decisions when the evidence is sufficient, keep ownership clear and share progress and problems early. We expect leaders to raise the quality of the work, help colleagues succeed and use AI to remove unnecessary effort. • This is an opportunity to shape a priority market from the beginning, with direct influence on how Light understands customers, takes its product to market and develops its offering. • 🏢 In-office culture, high talent density.

Responsibilities

• Understand the market and choose where to focus. Interview customers and specialist partners to uncover buying triggers, workflows and unmet needs. Build a shared segment plan with Sales, testing opportunities among groups operating multiple Care Providers, HealthTech companies, and Not for Profits • Define the proposition. Turn customer insight into clear positioning, competitive arguments and a credible industry point of view. Work with Product Marketing to create customer stories, demonstrations and sales kits that show why Light matters to each segment. • Own the marketing pipeline. Build the model, set campaign priorities and lead execution with Demand Generation and Field Marketing. Own weekly reporting on qualified opportunities, conversion and progress against pipeline targets, with clear actions when performance falls short. • Make AI part of the operating rhythm. Use AI for research, campaign execution and reporting that gets to the why behind the numbers. Investigate what drives conversion and where deals stall, validate the findings with customer and Sales evidence, and turn them into decisions. • Be a true partner to Sales. Train direct sales reps and SDRs on the nuances of the specific verticals: their buyers, language, workflows and objections. Join important customer conversations and equip the team with the insight and proof needed to move deals forward. • Build credibility in the sector. Speak at conferences, webinars and industry discussions. Develop relationships with the press, analysts, influencers and specialist partners who shape how buyers think, bringing a useful perspective grounded in customer experience. • Bring the customer voice into the product. Partner with Product Marketing to define the workflows, integrations and product requirements critical to these sectors. Work with Product and customer teams to prioritise needs based on evidence and keep market promises grounded in what Light can deliver. • Turn early wins into a repeatable approach. Build customer relationships, lead interviews and capture outcomes that become references and case studies. Use win/loss learning to sharpen our targeting, message and campaigns.

Benefits

• 🏝 25 days annual leave plus public holidays. • 🚀 Define what winning looks like in a vertical from the very first deal. • 🌍 Regular travel to Copenhagen, Munich, NY, Paris, and wherever each assigned vertical actually do business. • 🥳 Off-sites twice a year. The last one was in Italy. • Tell us about a specialist market you helped grow: how you built the pipeline, earned credibility with customers and partners, and equipped Sales to win. Share a time your analysis changed the plan, and how customer insight shaped a product requirement.