- Location
- Kochi, India
- Department
- Marketing
- Seniority
- Senior
- Source
- Keka
Description
We are hiring a Growth Lead to own the full customer lifecycle: acquisition, onboarding, engagement and retention. You will write the growth plan, own the budget behind it, and be accountable for the number it produces. This is not a coordination role. You get real spend, a team to build, and the authority to decide what we try next, and in exchange we expect a high rate of shipped experiments and a straight answer every week on what worked.
We are looking for someone who has done this at scale before, in a SaaS business past $10M ARR, and who runs the ship without being asked twice.
RESPONSIBILITIES
- Own the growth plan and its implementation. Set quarterly targets across acquisition, onboarding, engagement and retention, sequence the work, and be accountable for shipping it rather than presenting it.
- Own the numbers end to end: signups, activation rate, free-to-paid conversion, cohort retention, churn, expansion revenue and CAC payback.
- Acquisition: lead across organic, paid, product-led, AI search and marketplace channels, and decide where budget and effort go each quarter.
- Onboarding: own the path from install to a live consent banner. Work with product to cut steps, reduce drop-off, and get every new user to first value fast.
- Engagement: build the lifecycle programme across email, in-app messaging and in-product prompts that brings users back into the product and deepens usage.
- Retention and churn: track cohort retention, diagnose where and why accounts leave, run win-back and reactivation, and take the structural fixes to product and support.
- Expansion: drive upgrades and plan movement through usage-based triggers, and design and analyse pricing and packaging tests with product and finance.
- Build and run the experimentation roadmap across the website, onboarding, pricing page, in-app upgrade paths and lifecycle email.
- Build the growth reporting layer. Define the metrics that matter, instrument them properly, and make the numbers legible to the wider team.
- Partner with the Global Partnerships and Affiliate teams so that channel growth and self-serve growth reinforce each other rather than compete.
- Manage and mentor a small team of specialists across performance, lifecycle, SEO and AI search, and hire into gaps as the team scales.
- Own the paid budget: allocate it across channels, defend the allocation with data, and reallocate the moment the data changes.
- Run a weekly growth review: what was shipped, what moved, what we are killing.
OWNERSHIP AND WAYS OF WORKING
- You will own the number. Not contribute to it, not support it. If growth is behind, it is your call what changes and your job to say so early.
- Experiment velocity is a standing expectation, not a stretch goal. We would rather run ten tests and lose six than deliberate for a quarter and ship two.
- You will not be handed a backlog. You are expected to find the constraint yourself, decide what to do about it, and start.
- Decisions get made with the data available, not the data you wish you had. Speed of iteration beats precision of planning here.
- You will have real budget and the authority to move it. That comes with the obligation to report honestly when it is not working.
- Small team, no layers, direct access to leadership and product. Nothing about this role requires waiting for permission.
REQUIREMENTS
- 4+ years in growth, performance or product marketing, including direct growth ownership at a B2B SaaS business at $10M+ ARR scale.
- Evidence you have moved a company-level number at that scale. Tell us what it was when you took it, what you changed, and where it ended up.
- Full-lifecycle ownership, not acquisition alone. We want to hear about a retention, onboarding or expansion number you moved, not only a channel you scaled.
- Experience owning a substantial paid acquisition budget, including the decision to cut spend that was not paying back.
- A track record of running experiments at volume, with a system for prioritising them and the discipline to kill losers quickly.
- Experience turning a growth plan into a sequenced roadmap and delivering against it quarter after quarter.
- Strong command of funnel and cohort analytics. You are comfortable in GA4, Mixpanel or Amplitude, and you pull your own data rather than waiting on someone else.
- Hands-on paid acquisition across Google Ads, Meta and LinkedIn, and the judgement to know when to switch a channel off.
- Working knowledge of SEO and content-led acquisition, enough to direct specialists and judge quality.
- Experience building lifecycle and in-product messaging programmes in tools such as HubSpot, Customer.io, Intercom or similar.
- Statistical literacy. You know what a valid test looks like and you do not call results early.
- Experience hiring, managing and holding a small team to account.
- Self-direction. You have operated without close supervision before and preferred it.
GOOD TO HAVE
- Experience with a freemium or open-source distribution model, particularly WordPress or another CMS plugin ecosystem.
- Exposure to privacy, compliance, security or developer tooling markets.
- Experience in a product-led business that also runs partner and marketplace channels.
- Familiarity with how AI assistants, AI Overviews and LLM surfaces are changing discovery and search.
Skills
HubSpotSEOGoogle AdsCompliance