Growth Leader, Self-Service SaaS & Activation

Elastic; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Elastic, the Search AI Company, is seeking a Head of Growth Marketing to lead customer acquisition for its self-service business. This player-coach role spans strategy, team building, and hands-on channel execution, with a distributed team and external agencies to drive high-intent trial starts.

You will own paid channels, lifecycle programs, and cross-functional partnerships with Product, Web, and Documentation to optimize activation and conversion.

Qualifications

• 10+ years of growth marketing in B2B enterprise SaaS.
• 3+ years leading distributed growth teams.
• Experience with PLG motions alongside enterprise sales.

Responsibilities

• Set the annual and quarterly growth plan and report performance against trial-start and conversion targets.
• Build, scale, and lead a distributed team of growth marketers.
• Coach and develop the team, and set a high bar for craft, rigor, and experimentation velocity.
• Own paid search, paid social, display/retargeting, and emerging paid channels, managing spend against CAC and payback targets.
• Manage external agencies against clear performance targets and hold them accountable for results.
• Continuously test creative, audiences, landing pages, and bidding strategies to improve conversion and efficiency.
• Own email, nurture, and in-product messaging programs that improve activation and trial-to-paid conversion.
• Build segmented, behavior-triggered journeys tied to product signals and lifecycle stage.
• Partner with Product so lifecycle programs and in-product experiences work as one funnel.
• Partner with Self-Service Product Managers on activation, onboarding, and conversion experiences.
• Work with the Marketing organization on brand, content, and campaign alignment.
• Collaborate with Web and Documentation teams on the pages and content that support the acquisition journey.
• High-intent trial starts: grow the volume of trials that activate and convert across channels.
• Acquisition efficiency: improve CAC, payback, and conversion across the channel portfolio.
• Trial-to-paid conversion: improve the rate at which trial users become paying customers.
• Team performance: build a high-performing distributed team and agency roster with repeatable playbooks.

Skills

Growth marketing

B2B SaaS

PLG

Team leadership

Analytics

SQL

Experimentation

Cross-functional collaboration

Tools

Amplitude

Dashboards

Job description

Elastic, the Search AI Company, is seeking a Head of Growth Marketing to lead customer acquisition for its self-service business. This player-coach role spans strategy, team building, and hands-on channel execution, with a distributed team and external agencies to drive high-intent trial starts.

You will own paid channels, lifecycle programs, and cross-functional partnerships with Product, Web, and Documentation to optimize activation and conversion.