Responsibilities

• Build and maintain PPRO's ICP through data: Mine Salesforce (accounts, opportunities, win/loss reasons) and Gong alongside product usage and transaction data to build and continuously refine PPRO's ICP across verticals, regions, and payment segments.
• Identify which customer segments yield high win rates and expansion, establishing a repeatable process to feed those insights back into our ICP model.
• Determine which data sets and behavioral signals yield the clearest indicators of customer fit, ensuring your analysis focuses on high-value business drivers.
• Translate ICP findings into targeting criteria for campaigns, lead scoring, account planning, content creation, launch plans and feed it into the wider team.
• Collaborate and support sales and wider marketing team on generating target lists based on the ICP and business/launch objectives.
• Own sales enablement for a growing commercial team:
• Build and maintain the sales enablement toolkit - battlecards, decks, technical product FAQs, and training - grounded in real win/loss data.
• Keep enablement assets current as things evolve, using a mix of AI and hands-on work to move at the pace the team needs.
• Run recurring win/loss analysis, triangulating CRM data with direct conversations with sales and customers.
• Build measurement criteria:

Requirements

• 5+ years in product marketing or GTM ideally in B2B fintech or payments.
• A track record of building or substantially refining complex ICP from data.
• Fluent in creating cross-functional AI workflows.
• Comfortable using AI and BI tools to analyse CRM data and automate enablement content.
• Excellent written and verbal communication, with the credibility to present data-backed findings to sales and leadership.

Preferred

• Experience in cross-border payments, local payment methods, or payments infrastructure.
• Familiarity with Salesforce, Looker Studio, and Claude Skills.
• Experience running a formal win/loss program, including conducting the interviews yourself.

Benefits

• Hybrid working - We offer a hybrid structure with a 3 days / week on site expectation, so you can strike the balance between office and home working. In addition to our 28-day holiday allowance, we also provide a work from abroad policy, enabling employees to work remotely for up to another 30 days per year
• Learning and Development - We offer a GBP 1,000 annual budget to support your professional growth—because investing in your development benefits us all. In addition, we provide leadership cafés, on-the-job training, and other opportunities to help you grow your skills and thrive in your role.
• Insurance - Because better safe than sorry - we want our employees to benefit from various insurances including a medical insurance (BUPA health care plan) and a 5% matching pension plan through Now Pensions.
• Enhance Family Leave - We understand the importance of family - that's why we offer enhanced family leave to support you during key life moments.
• Workplace Nursery Scheme - Save on childcare through salary exchange
• Gym membership - PPRO helps contribute towards the costs of your gym membership, supporting your physical fitness journey while easing the burden on your wallet
• Mental Health Platform - We’ve teamed up with a top well-being platform to provide one-on-one therapy, chat therapy, therapist-led courses, guided meditations, and more.
• Our HQ office on Procter Street, is a short walk from Holborn, Farringdon and Covent Garden so if you’re a foodie there’s plenty nearby. The office is befitting a tech business and is set up for cross team collaboration.
• Pet-friendly office- Because work is better with your paw-tners by your side