Director of Product-Led Growth & Self-Serve (Remote)

Clickatell; Bellville; On-site; ZAR 1,200,000 - 2,000,000; Full time

Benefits offered by this job

Medical Aid contribution

Pension fund contribution

Quarterly performance incentive bonus

Risk benefit company contributions

Reimbursable communications allowance

Half-day off on your birthday

5 personal days leave a year

Flexible working conditions (remote &

in person) with access to office hubs

Home office set-up with laptop, etc.

Job summary

Clickatell in South Africa is hiring a Director: Product Led Growth to own the PLG motion across our self-serve SMS business and the new AI-powered Chat Commerce SaaS product. You will define the strategy, ICPs, pricing considerations, and go-to-market approach for both products, aligning the team to rapid, data-driven growth.

This role requires building the funnel from zero, instrumenting events, dashboards and experiments, and shaping the handoff to enterprise sales.

Qualifications

• Built a product-led growth motion from zero in a B2B SaaS business.
• Owned a revenue number and moved it with clear actions and results.
• Hands-on with instrumentation: define events, funnels, cohorts and decisions.
• Lead technical people credibly: read APIs, understand integrations and reviews.
• Build coalitions, navigate ambiguity, and drive outcomes with data.
• Conduct primary research: customer interviews, win/loss and market feedback.

Responsibilities

• Build the PLG motion from zero: ICP, positioning and packaging into a live funnel.
• Design end-to-end self-serve journey: acquisition, free trial, onboarding, activation, paid conversion, expansion.
• Create in-product growth loops: onboarding checklists, prompts, upgrade triggers, referrals, templates.
• Run real experiments: backlog, hypotheses, transparent read-outs, sensible interpretation of small data.
• Own the self-serve funnel end-to-end and its growth metrics; segment base by market, use case and behavior.
• Drive retention and recurring revenue: repeat purchases, involuntary churn, payment success, reactivation campaigns.
• Identify self-serve customers for migration to new product and design migration paths.
• Define metric tree and single source of truth for numbers; specify events and tracking plan with eng/data.
• Build dashboards and cohort views for exec, product and marketing teams.
• Set and defend PLG priorities; write specs; participate in design/tech reviews.
• Collaborate with engineers on instrumentation, flags, onboarding, docs, self-serve provisioning.
• Define PQLs and routing; design handoff to enterprise sales; set engagement rules.
• Instrument and report signup-to-enterprise deal path and improve it.
• Lead across organization on pricing and branding with data-backed persuasion.

Skills

PLG motion from zero

Revenue ownership

Instrumentation & analysis

Lead technical people

Coalitions & ambiguity

Primary customer research

Tools

API documentation

Webhooks

Data models

Job description

Clickatell in South Africa is hiring a Director: Product Led Growth to own the PLG motion across our self-serve SMS business and the new AI-powered Chat Commerce SaaS product. You will define the strategy, ICPs, pricing considerations, and go-to-market approach for both products, aligning the team to rapid, data-driven growth.

This role requires building the funnel from zero, instrumenting events, dashboards and experiments, and shaping the handoff to enterprise sales.