Lead, Go to Market Intelligence

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The Opportunity

Euna Solutions is hiring a Lead, Go to Market Intelligence, to own the account and contact intelligence layer that tells our sellers which public sector agencies to pursue and when. This covers the quality of the account and contact database, the Intent-to-Buy and Propensity-to-Buy scoring models, ICP and segmentation, and competitive intelligence. The role is hands-on technical: you will write SQL and Python daily, build and validate predictive models against closed outcomes, and own the analytical pipelines that turn raw public sector signal into ranked target lists.

What You'll Do

Account and Contact Data Foundation

• Own account and contact data standards for prospect and target accounts, including completeness, accuracy, and coverage benchmarks by segment and territory

• Monitor data hygiene on a published cadence and drive remediation with GTM Systems rather than reporting the problem and stopping

• Define enrichment requirements for accounts and contacts, and manage vendor selection, ingestion logic, and refresh cadence across our data sources

Intent-to-Buy and Propensity-to-Buy Scoring

• Own the design, feature engineering, and ongoing refinement of the Intent-to-Buy and Propensity-to-Buy scoring models across solutions and segments, selecting the modeling approach (weighted heuristics, logistic regression, tree-based machine learning classifiers) that the data volume and signal quality actually support

• Validate model performance against closed outcomes using holdout testing and backtesting: measure lift, precision and recall by score band, and calibration of predicted versus actual conversion, and publish the results

• Recalibrate the models on evidence, version the model logic and feature definitions in code, and document what changed, why, and what effect it had on predictive performance

• Bring in public sector signal sources, including procurement and budget activity, grant awards, and audit and compliance data, and test each candidate feature for predictive contribution before it enters the model

ICP, Segmentation, and Targeting

• Analyze win rate, sales cycle, churn, and expansion patterns by segment, vertical, and solution using cohort and regression analysis to sharpen the ideal customer profile, distinguishing signal from segment mix effects

• Translate ICP findings into targeting rules the field can execute against, not just a slide

• Support territory design with account-level intelligence on where the addressable opportunity actually sits

Competitive and Market Intelligence

• Own competitive intelligence: who we win against, who we lose to, in which segments and solutions, and what the pattern in the loss reasons is telling us

• Own our FOIA and public records strategy as an intelligence source, and convert findings into structured commercial insight

• Maintain competitive positioning inputs that Sales and Marketing can use in live deals

Activation with the Field

• Partner with Sales, BD, and Marketing to operationalize scoring and segmentation into territory views, prioritized target lists, and outbound workflows

• Collect field feedback on scoring and targeting quality, and treat it as data rather than noise

What You Bring

• You have 4+ years in go-to-market analytics, revenue operations, market intelligence, or a comparable analytical function

• Hands-on experience building and validating an account scoring, lead scoring, or propensity model end to end: feature selection, model choice, holdout or back test validation, and measured performance against real outcomes

• Strong SQL, including joins across large multi-table datasets and window functions, and working proficiency in Python for data analysis and modeling (pandas, scikit-learn or equivalent)

Nice-to-Have Qualifications

• Public sector or GovTech market exposure, and familiarity with public procurement and budget data

• Experience with enrichment or intent data vendors, and with managing a vendor relationship

• Applied statistics and machine learning grounding: regression and classification methods, evaluation metrics (precision, recall, lift, AUC), and the judgment to know when a simpler model wins

• Experience with cloud data warehouse environments (Athena, Redshift, Snowflake) and transformation tooling, plus Tableau, Power BI, or Looker for delivery

• Hands-on use of LLM-based tooling for enrichment, classification, or unstructured data extraction (e.g., mining call transcripts or public records at scale)

Location

This position will be hybrid with 3 days/week in our Oakville, ON office.

Travel required approximately two to four times per year for planning cycles and sales kickoff.

Compensation Range: $110-137,500K

We believe in openness, so we publish our range from the start. Where an offer will land depends on your background, strengths, and how you'll contribute to the work ahead.

This role fills an existing vacancy. Euna uses AI responsibly to assist in screening, assessing, or selecting applicants. AI helps us work smarter, but people lead the process.

AI Mindset at Euna Solutions

We believe the future of work is human + AI. At Euna Solutions, we encourage our team members to leverage AI tools to enhance creativity, efficiency, and decision-making. We're looking for people who are curious about emerging technologies, eager to experiment, and committed to using AI responsibly to augment, not replace, their expertise.

If you enjoy exploring new ways to solve problems, learning continuously, and applying AI to make your work smarter and more impactful, you'll thrive here.

Life at Euna Solutions

We're a team of builders, problem-solvers, and public sector champions. We've built a workplace around a straightforward idea: people do their best work when they're trusted, supported, and not running on empty.

Here's what that actually looks like:

🏢 How we work We're hybrid — three days a week in our Oakville or A…