Head of Growth, Data Products

This is a fully remote position, open to applicants in Estonia.

📋 Description

• You will manage the complete API customer journey and go-to-market strategy. This includes understanding how customers discover our services, make purchases, and expand their usage. Your task will be to identify issues and resolve them, subsequently developing a pipeline, pricing structure, and expansion process that achieves 3x repeatable growth.

• You are responsible for driving revenue growth, targeting a 3x increase by 2026 and again in 2027. This entails managing significant deals (account reviews, escalations, pricing) while ensuring that smaller deals are also effectively handled.

• You will lead the API Sales team, Customer Success Managers (CSMs), and our API marketing efforts directly. Close collaboration with our Data teams will be essential to co-develop our approach to custom solutions.

• You should think ahead for 12 months, aiming to replicate our "solution sales" strategy, scale inbound efforts, and achieve over 120% Net Revenue Retention (NRR) by 2027.

• In the first 1 to 3 months, your focus will be diverse. You will gather context, engage with customers, participate in deals, identify immediate opportunities, and uncover genuine gaps.

• During months 3 to 6, you will begin to specialize. We will agree on the necessary hires to manage crucial functions, and you will take ownership of the most critical area.

• Following this period, your role will concentrate on the area that presents the largest leverage for the organization.

⛳️ Requirements

• You have successfully developed a customer journey and go-to-market strategy from the ground up (or nearly so). You have not merely optimized an existing playbook; you have created one.

• You possess the ability to analyze a business, identify deficiencies, and systematically address them. You think in terms of systems rather than isolated tasks.

• You have experience managing people. You haven't just had reports; you've actively contributed to their growth, provided constructive feedback, and built a cohesive team.

• You are comfortable in customer-facing roles. You can engage with significant accounts and hold meaningful conversations.

• You may have followed a traditional career path from SDR to AE to VP Sales, but you likely have an unconventional background. Perhaps you’ve founded a company, led across multiple functions, or have a career that defies standard categorization.

• You have a technical background. You have experience building with Claude or similar tools, understand what an API is, can read documentation, and can provide a basic explanation of how a Large Language Model (LLM) operates. Collaboration with data engineers and customers to solve real technical challenges will be necessary.

• You are a fast learner. You are the type of person whose team entrusts you with increasingly complex and ambiguous problems because you excel at finding solutions.

• You are not overly concerned about precise role definitions; you can grasp any system and learn new areas as needed.

• You believe that customer experience is paramount. You think salespeople who achieve targets but treat customers poorly should be let go.

• You excel at collaborating with product teams due to your thorough understanding of customer issues and your ability to ask insightful questions.

• You know how to lead effectively. You can rely on others to achieve excellent outcomes, which includes aspects like hiring, performance management, and making tough decisions.

🏝️ Benefits

• Flexible working hours. You will need to work during EU business hours to align with me and other colleagues, but you won't be micromanaged. Start late, finish early, or run errands during the day as long as your work gets done. We trust you as professionals.

• Unlimited paid vacation time. We believe that if you are happy and well-rested, you will perform better. Take the necessary time to maintain a balanced life.

• Fully remote working for Europe-based employees. As long as you have a reliable internet connection, you can work from wherever suits you best. (Just keep in mind the requirement to work EU hours! 😄)

• Personal development. Your growth translates to our success. If there is a course, book, or conference that will enhance your skills, we will fund it.

• Ownership. You are the expert in your field. There is no unnecessary bureaucracy. If you have an idea, you will have the freedom to implement it, which may not be possible in other organizations.