Head of New Markets

Head of New Markets

Location: Dundalk Office

Reports To: Chief Revenue Officer (CRO)

About XOCEAN

XOCEAN is an ocean data company – we collect data for clients ranging from mapping the seabed to monitoring the environment. However, we do this differently, instead of using conventional crewed survey ships, we have developed a marine robotic system known as an Uncrewed Surface Vessel (USV). XOCEAN is an impact-led carbon neutral company. Our mission is to unlock the power of the ocean with insight, for a better tomorrow.

Role Overview

The Head of New Markets leads XOCEAN’s global geographic growth, ensuring we win work in the right places, with strong local relationships and a scalable long-term market presence.

This role provides leadership to Regional Leads across Europe, APAC, the Middle East, and future markets such as the Americas. It drives market-entry planning, regional pipeline development, and local customer engagement, ensuring that regional growth aligns with XOCEAN’s segment strategies and operational capability.

Main Responsibilities

Regional Leadership & Growth

• Support the establishment of new regional operations, including initial team build-out and local capability development.
• Develop market-entry strategies for new geographies, including partnerships, regulatory pathways and customer mapping.
• Grow regional pipelines and ensure opportunities are matched to the correct segment strategy.
• Lead and coach Regional Leads to deliver revenue targets and build strong local presence.

Market Development & Customer Engagement

• Strengthen local client relationships through meetings, events and targeted regional outreach.
• Develop and maintain relationships with prospective clients and key stakeholders to establish early market presence and influence future opportunities.
• Maintain a detailed understanding of regional customer needs, competitive dynamics and market trends.
• Create long-term development plans for established and emerging markets (e.g., Middle East, Americas).

Bid & Tender Strategy

• Guide regional bids to ensure they reflect local operating conditions, subcontractor availability and delivery logistics.
• Ensure consistency of tender quality while supporting necessary regional adaptations.

Cross-Functional Coordination

• Work closely with Operations to ensure vessel availability, deployment feasibility and regional resource planning.
• Collaborate with Segment Leads to ensure regional and sector strategies are aligned and mutually supportive.
• Provide actionable regional insights to support fleet planning, service development and investment decisions.

Performance Management

• Monitor regional performance, including revenue targets, conversion rates, pricing trends and competitive pressures.
• Identify risks, gaps or emerging opportunities early and adjust plans accordingly.
• Ensure regional commercial activities scale effectively as XOCEAN expands globally.

KPIs

• Regional revenue vs. target
• Pipeline growth and conversion rates
• Market-entry success (customers, partnerships, regulatory approvals)
• Regional bid win rates
• Customer retention and repeat business
• Forecast accuracy and pricing effectiveness

Essential Experience

• Proven experience setting up operations in new international markets
• Strong project management capability, with experience planning and delivering complex, multi-region initiatives.
• Experience conducting market analysis, including market sizing, opportunity assessment and prioritisation.
• Senior commercial, business development or international market leadership experience.
• Strong ability to build long-term customer relationships and local partnerships.
• Experience navigating regional regulations and subcontractor frameworks.
• Skilled in shaping region-specific tenders and bids.
• Proficiency with CRM systems and forecasting tools.

Key Skills & Attributes

• Prioritises operational excellence and delivery credibility over a purely sales-driven approach, ensuring sustainable and executable growth.
• Excellent relationship builder with strong influencing skills.
• Strategic thinker with the ability to design and execute market-entry plans.
• Data-driven approach to market development, including the ability to assess market size, opportunity potential and commercial viability.
• Structured and execution-focused, with strong project management skills and the ability to manage multiple initiatives simultaneously.
• Commercially astute, with the ability to balance growth ambition with risk, cost and operational feasibility.
• Experienced leader capable of motivating Regional Leads across multiple countries.
• Organised, adaptable and comfortable managing diverse regional priorities.
• Strong commercial judgement in pricing, risk assessment and opportunity evaluation.
• Proactive, growth-oriented mindset in a fast-scaling global business.

Desirable Experience

• Experience launching commercial operations in new markets.
• Background in marine robotics, offshore survey, or uncrewed systems.
• Understanding of regulatory landscapes, permitting, and international partnership models.
• Experience leading multicultural or distributed commercial teams.