Customer Segment & Go-to-Market Analysis

Brineworks is developing ultra low-cost direct air capture (DAC) for carbon removal and utilisation. We are a climate tech start-up headquartered in Amsterdam, the Netherlands, with an international team of 15 with expertise spanning chemistry, engineering, policy, business, and strategy.

Our mission is to deliver ultra low-cost DAC through cutting edge electrochemistry and renewably powered intermittent operation. Our vision is for our technology to enable a world where gigaton-scale carbon removal reverses climate change and secures a livable planet for generations to come.

Brineworks offers a dynamic start-up environment where team members work closely on strategic initiatives that shape the company's trajectory. We value intellectual rigor, collaborative problem-solving, and cross-functional learning.

You will work on high-impact projects with real commercial and technical implications.

Learn more about us here: https://brineworks.tech/

Purpose: Inform Brineworks' Go-To-Market approach, identify target customers, and support customer acquisition

Key Tasks

1. Conduct a market segmentation analysis across CO₂ applications, leveraging existing customer research and commercial discussions to define distinct segments and quantify their size. Calculate the overall TAM for the DAC market, as well as TAM, SAM, and SOM for each identified segment, using a transparent methodology with documented assumptions and citations. Identify any untapped segments that align with Brineworks' technical capabilities.
2. Draw on existing Competitor Analysis and customer research to map alternative solutions available to target customers and define Brineworks'differentiated value proposition for each market segment (i.e. who else could customers go to besides Brineworks to receive the same product/service and how/why is Brineworks better)
3. Prioritise segments based on near-term accessibility, considering competitive intensity, pilot- and demo-scale CO₂ production volumes, and customer buying dynamics (i.e. primary purchase drivers such as price, reliability, purity, carbon intensity, and logistics simplicity). Conduct a deep dive into the characteristics and hot spot locations of the prioritised markets.
4. Build on existing research to identify key players in small-scale CO₂ markets for early contracts (e.g. food and beverage, greenhouse agriculture, specialty chemicals) and develop a target account list with customer profiles and contact information to supplement existing customer list.
5. Create summary documents tailored to priority customer segments, highlighting specific use cases and Brineworks' value proposition (i.e. one-pagers, case studies, and short presentation)
6. Compile a library of case studies of technology sales in similar markets (i.e. early CDR purchases, PPAs, etc.) to understand what convinced early adopters, what were common objections and how they were overcome, and synthesise insights into lessons learned that Brineworks could apply
7. Compile a library of case studies of relevant agreements (i.e. publicly announced SAF offtake agreements, DAC purchase agreements, carbon removal projects) and create a summary document that summarises typical volumes, prices, terms, and duration
8. Design a prioritisation framework to evaluate new opportunities (based on parameters such as potential deal size, likelihood of closing, strategic value, timing)

Expected Outcomes

Analysis & Strategic Thinking

Develop competencies in market segmentation, TAM/SAM/SOM analysis, and competitive positioning. Gain hands-on experience translating technical capabilities into commercial value propositions across different customer segments.

Go-to-Market Strategy Development

Build practical skills in customer research, account targeting, and sales materials creation. Learn to prioritise market opportunities using data-driven frameworks and understand early-stage technology commercialisation dynamics.

Professional Development

Gain experience working in a fast-paced startup environment on strategic projects that directly inform fundraising and commercial traction, with exposure to early customer acquisition processes.

Project Deliverables

• Segmented TAM analysis with documented methodology
• Prioritise target account lists with customer profiles
• Segment-specific commercial collateral (one-pagers and case studies)
• Deal Prioritisation Framework to guide Brineworks' Commercial Strategy

• Our working language is English, so fluency is required
• Strong research and analytical capabilities, with ability to synthesise complex information from multiple sources
• Comfort working with quantitative and qualitative data
• Ability to produce clear, concise written content for various audiences (technical and non-technical)
• Self-directed and proactive work style with ability to manage multiple projects independently
• Strong attention to detail and commitment to high-quality, well-documented work
• Excellent communication skills, both written and verbal
• Intellectual curiosity, strategic thinking, and willingness to learn about climate tech, its practical applications, and how to translate research into actionable business insights
• Collaborative team player comfortable working in a fast-paced startup environment

In addition to co-signing the Letter of Commitment with Brineworks, you will also be required to sign our Non-Disclosure Agreement.

Nice to Have (But Not Required)

• Strong preference for talent who can work in-person at our offices in Amsterdam
• Experience working in fast-paced or startup environments

Brineworks is committed to building a diverse team and encourages applications from candidates of all backgrounds, experiences, and perspectives.

This role is scoped for a three month period. There is potential for you to extend the time in your role with us depending on Brineworks' evolving needs. Any extensions will be discussed towards the end of the InnoNext Program.