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About the Role
Light is building the financial foundation for businesses operating across entities and currencies, with AI agents doing routine work and people shaping how the system operates. Our ambition is to become the operating layer for entire industries. We’re looking for a Director Vertical Marketing - Energy & Defence to build our position in these markets as part of a world-class vertical marketing team. You’ll combine deep customer understanding, a clear industry point of view and commercial judgement to turn an opportunity into a repeatable way to win. You’ll own market understanding, positioning and the marketing pipeline for Energy and Defence, partnering closely with the relevant Sales Managers and our shared Product Marketing, Demand Generation and Field Marketing teams.
Responsibilities
- Understand the market and choose where to focus by interviewing customers, prospects, and specialist partners to uncover buying triggers, workflows, and unmet needs.
- Build a shared segment plan with Sales, testing opportunities across energy developers, operators, services and technology businesses, and defence technology and service suppliers with project or contract complexity.
- Define the proposition by turning 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 by building the model, setting campaign priorities, and leading 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 by using AI for research, campaign execution, and reporting that gets to the why behind the numbers.
- Investigate what drives conversion and where deals stall, validate findings with customer and Sales evidence, and turn them into decisions.
- Be a true partner to Sales by training direct sales reps and SDRs on the nuances of Energy and Defence: their buyers, language, workflows, procurement cycles, contract structures, regulatory context, and objections.
- Join important customer conversations and equip the team with the insight and proof needed to move deals forward.
- Build credibility in the sectors by speaking at relevant conferences, roundtables, webinars, and industry discussions.
- Develop relationships with industry associations, analysts, specialist advisors, ecosystem partners, and credible sector voices who shape how buyers think.
- Build trust in environments where domain expertise, procurement complexity, and security or regulatory considerations matter.
- Bring the customer voice into the product by partnering with Product Marketing to define the workflows, integrations, and product requirements critical to these sectors.
- This includes needs around project and contract economics, multi-entity reporting, cash visibility, auditability, approvals, evidence trails, and integrations with operational or project systems.
- Work with Product and customer teams to prioritize needs based on evidence and keep market promises grounded in what Light can deliver.
- Turn early wins into a repeatable approach by building customer relationships, leading interviews, and capturing outcomes that become references and case studies.
- Use win/loss learning to sharpen targeting, messaging, partner strategy, events, and campaigns.
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.
- An established ability to speak publicly and tell a compelling industry story, whether on stage, in a customer interview, or in conversation with analysts, partners, and industry media.
- Experience building trusted relationships in an adjacent complex B2B sector where domain credibility, long buying cycles, and multiple stakeholders matter.
- 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.
- Strong writing and storytelling skills, the judgment to challenge assumptions, and a willingness to do the work yourself: interview customers, map the market, write the message, build the campaign, and examine the results.
- Sufficient sector understanding to earn credibility quickly, alongside the curiosity to keep learning.
- Ability to build a market and a repeatable approach, with customer evidence behind both.
Skills
- AI for research, campaign execution, and reporting
- Customer interviews
- Market analysis
- Pipeline management
- Public speaking
- Relationship building
- Sales enablement
- Storytelling
- Writing
Location
- Copenhagen
- Munich
- NY
- Paris
Work Type
- In-office culture
- Full-time
Experience Level
- Director
Salary/Compensations
- Competitive salary
Benefits
- 25 days annual leave plus public holidays
- Off-sites twice a year
About the Company
- Light is building the financial foundation for businesses operating across entities and currencies, with AI agents doing routine work and people shaping how the system operates.
- Our ambition is to become the operating layer for entire industries.
- 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 priority markets from the beginning, with direct influence on how Light understands customers, takes its product to market and develops its offering.
Equal Opportunity
- Light is an equal opportunity employer.