Staff Product Manager, Growth

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Define and implement NodeZero’s onboarding, activation, provisioning, and product-led growth strategy.

• Own the growth model encompassing acquisition, activation, expansion, and retention.

• Manage the complete first-run experience from signup and tenant creation to configuration, deployment, and first pentest.

• Streamline setup workflows related to credentials, integrations, and deployment requirements.

• Develop self-service provisioning options for both direct customers and channel partners.

• Oversee tenant creation, entitlement management, deployment setup, and partner onboarding workflows.

• Construct and enhance self-service trials, proof-of-value experiences, trial-to-paid conversion, product-qualified leads, and in-product upgrade paths.

• Promote cross-platform adoption through in-product discovery, contextual recommendations, and upgrade opportunities.

• Develop onboarding experiences that include setup checklists, contextual guidance, empty states, and AI-assisted setups.

• Establish experimentation programs utilizing event instrumentation, funnel analysis, cohort analysis, attribution, and product analytics.

• Create lifecycle engagement and retention programs in collaboration with Marketing and Customer Success.

• Shape trial structures, entitlement limits, usage-based growth levers, upgrade triggers, and purchase experiences.

• Engage with customers, prospects, and partners to pinpoint onboarding challenges and expansion opportunities.

• Collaborate with Sales, RevOps, Marketing, and Enablement on lead scoring, sales-assist handoffs, partner routing, playbooks, demos, and training.

• Lead cross-functional execution involving Engineering, Design, Data, Marketing, Sales, Customer Success, RevOps, and Partners.

• Define and track KPIs, including activation, onboarding completion, time to first proven finding, conversion, retention, expansion, and ARR growth.

• Report performance metrics to leadership and influence executive direction.

⛳️ Requirements

• 8+ years of experience in Product Management.

• 3+ years of experience managing growth, onboarding, activation, or product-led growth initiatives for B2B SaaS products with quantifiable business outcomes.

• Proven experience in building or scaling self-service onboarding and trial funnels for technically complex products, including deployment, integrations, permissions, identity, or data connections.

• Strong grasp of product-led growth strategies, including activation, trial-to-paid conversion, product-qualified leads, in-product expansion, and retention.

• Experience operating PLG alongside enterprise sales-led and partner-led go-to-market strategies.

• Profound analytical and experimentation skills, encompassing event instrumentation, funnel analysis, cohort analysis, attribution, hypothesis development, experiment design, and SQL.

• Experience collaborating with Pricing & Packaging and Billing teams on trial design, entitlement management, upgrade paths, and monetization opportunities.

• Strong technical knowledge of SaaS provisioning, identity, entitlements, integrations, and deployment workflows.

• Proven success in simplifying complex customer experiences and enhancing activation and conversion.

• Strong product judgment in balancing customer needs, growth prospects, technical limitations, enterprise requirements, and platform strategy.

• Experience working collaboratively across Engineering, Design, Data, Marketing, Sales, Customer Success, and RevOps.

• Strong commercial insight linking product decisions to acquisition, adoption, retention, expansion, and recurring revenue growth.

• Excellent communication and stakeholder management abilities.

• Comfort operating in both strategic and tactical capacities, including growth strategy, business planning, PRDs, experiment design, prioritization, and launch execution.

• Preferred: experience in cybersecurity, IT infrastructure, developer tools, or technically complex B2B SaaS.

• Preferred: experience in trust and safety, fraud prevention, or abuse mitigation.

• Preferred: experience with multi-product SaaS expansion, channel-led models, onboarding automation, AI-assisted onboarding, usage-based monetization, or AI prototyping.

• Must be authorized to work legally in the United States.

• A Bachelor’s degree is preferred but not mandatory.

🏝️ Benefits

• Equity package in the form of stock options for all full-time roles.

• Health, vision, and dental insurance for you and your family.

• Flexible vacation policy.

• Generous parental leave.

• Career development opportunities.

• Inclusive and collaborative work culture.

• Remote and hybrid work models depending on role and location.

• Up to 25% travel.