Team Lead Growth

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

📋 Description

• Lead and mentor a team of growth and community specialists.

• Establish the team's operational rhythm, which includes an experiment backlog, weekly reviews, and well-defined priorities.

• Provide consistent feedback and develop individual growth plans.

• Be accountable for revenue objectives related to self-service conversion and the sales pipeline generated from trial and open-source users.

• Manage expansion revenue from customer lifecycle programs and contribute to net revenue retention.

• Develop and sustain the growth model, reporting progress against targets to leadership.

• Define the growth strategy and determine the team's future investment areas.

• Design, implement, and evaluate rapid growth experiments and initiatives.

• Oversee the conversion strategy across product interfaces and external conversion channels.

• Enhance activation, onboarding, and the trial-to-paid conversion process.

• Increase conversions from open-source users to paid editions through both in-product and external upgrade paths.

• Propel self-service growth of Checkmk Cloud.

• Formulate hypotheses and specifications for conversion surfaces and establish product instrumentation.

• Manage community and ecosystem initiatives, including the Academic Alliance.

• Create lifecycle programs for customer retention, upselling, cross-selling, and expansion.

• Design product-led sales transitions based on usage and intent signals.

• Define sales strategies, plays, and growth levers in collaboration with sales and go-to-market teams.

• Conduct win/loss and churn analyses, integrating findings into product, pricing, and sales planning.

• Create analyses using analytics tools and present findings to leadership.

• Report directly to the VP of Growth and Commercialization.

⛳️ Requirements

• 7+ years of experience in growth product management, product-led growth, lifecycle, or technical revenue roles within B2B software.

• Proven experience managing a dual funnel: self-service conversion alongside product-led sales transitions to a sales team.

• Demonstrated success in enhancing trial, freemium, or open-source conversion, retention, and expansion revenue.

• Strong skills in experimentation, including test design, sample sizes, and honest assessments following test failures.

• Proficient in analytics using SQL and product analytics tools such as PostHog, Amplitude, or Mixpanel.

• Familiarity with Salesforce data.

• Experience in drafting specifications with Product and Engineering and influencing their roadmaps without direct ownership.

• Background working with technical buyers in IT, infrastructure, DevOps, or security.

• Understanding of how AI is transforming expectations for technical tools.

• Experience with open-source or open-core models is a significant advantage.

• Utilizes AI tools in daily tasks for analysis, experimentation, and automation.

• Proficient in English.

🏝️ Benefits

• Flexible and family-oriented working conditions.

• Workation: the opportunity to work for 6 weeks within the EU.

• Wellpass sports and wellness offerings, providing access to over 9,000 options.

• A wide array of educational and training opportunities.

• Fully remote work or great flexibility between mobile work and an office in Munich.

• Competitive salary.

• Regular onsite events, including company outings, team gatherings, Checkmk Conference, and Conference After Party.

• Flat hierarchies, autonomy, and rapid decision-making.

• A corporate culture focused on equality, diversity, and inclusion.