The Growth team sits within our Growth & Commercialization function at Checkmk. It owns how trial users, open-source users and existing customers convert, stay and expand with in Checkmk. While Marketing creates demand, Growth turns that into revenue working with Sales and Product on Sales Led Growth (SLG) and Product Led Growth (PLG) The role reports to the VP of Growth and Commercialization.
This is a player-coach role. You are the first lead of this team and you own its revenue and conversion targets. You set the growth strategy and develop the team, and you run the highest-impact experiments and programmes both independently and together with the team.
WHAT YOU WILL DO
Lead and develop the team
- Lead and coach a team of growth and community specialists, including senior individual contributors who are experts in their field.
- Build the team's operating rhythm: an experiment backlog, weekly reviews and clear priorities.
- Give regular, specific feedback and build individual development plans.
- Find and create growth loops through rapid experimentation and deployment to continuously test and iterate
- Own the revenue target for self-service conversion and the pipeline it creates for Sales, from trial and open-source users through to paid.
- Own expansion revenue from customer lifecycle programmes and the team's contribution to net revenue retention.
- Build and maintain the growth model: where revenue comes from, which levers move it and what each experiment is worth.
- Report progress against targets to leadership and decide where the team invests next.
- Own conversion strategy across all conversion surfaces, in the product and outside it.
- Improve activation, onboarding and trial-to-paid conversion across the in-trial and post-trial experience.
- Grow conversion from our open-source user base to paid editions, through in-product and out-of-product upgrade paths.
- Drive self-service growth of Checkmk Cloud.
- Write the hypotheses and specs for conversion surfaces and define the product instrumentation. Product builds them, and RevOps runs the data stack.
- Run community and ecosystem programmes, including our Academic Alliance, as a long-term source of users and customers.
- Build customer lifecycle programmes for retention, upsell, cross-sell and expansion in our installed base, for example for new add-ons and AI capabilities.
- Design product-led sales handoffs: which usage and intent signals trigger sales contact, and how accounts move between self-service and Sales.
- Define sales motions, plays and growth levers together with Sales and the other go-to-market teams.
- Run win/loss and churn analysis and feed the results into product, pricing and sales planning.
- Design, launch and analyse experiments yourself, from the hypothesis to the readout.
- Build your own analyses in analytics tools and present the results to leadership.