Note: The job is a remote job and is open to candidates in USA. ngrok is an all-in-one cloud networking platform that secures, transforms, and routes traffic to services running anywhere. The Head of Growth will own the growth function end-to-end, driving the conversion of developer love into revenue through PQL infrastructure, funnel analytics, and lifecycle data management.
Responsibilities
- Own the experiment cadence. Run experiments frequently and consistently. You define the backlog, prioritize by expected impact, and make sure results get acted on — not filed away. You use AI tooling to pull results, flag anomalies, and compress the analysis cycle so the learning loop stays tight
- Build and own PQL infrastructure. Define what a product-qualified lead looks like across Gateway, AI Gateway, and Ship. Work with Engineering on the instrumentation. Make sure the signals are clean, the scoring models are current, and handoff to sales is working the right accounts at the right time
- Own the GTM systems layer. Own the systems, process design, and orchestration layer that powers our product-led GTM engine — combining modern tooling with AI to move faster and smarter than the traditional growth playbook allows
- Own the lifecycle and retention data layer. Churn and expansion signals are data problems before they're CE problems. You build the dashboards and playbooks that surface at-risk accounts before they're lost — working with Marketing Ops on the data layer and feeding findings to the Revenue pod proactively
- Report weekly updates to the CRO. Conversion rates, activation, expansion signals, retention health — the full picture, on a weekly cadence, with a point of view on what it means and what to do about it
- Enable high-scale outbound for Sales. Build the infrastructure for intelligent, high-scale outbound programs — deeply customized messaging powered by contact, product, and account-level data. You're giving the sales team a lever, not just a list
- Enable intelligent programs for Customer Success. Build the data layer and playbooks that help CE drive NDR, reduce churn, and proactively reach customers before problems surface
- Run crazy experiments. Ship 1–4 unconventional growth ideas per quarter — different angles on existing channels, or your best read on what the next TikTok looks like for developer tools. Everything is on the table. Report results, learn fast
Skills
- 7–10 years of experience with product-led growth at developer-focused or infrastructure companies
- Data-driven and accustomed to using first-party data to shape the pipeline of an early-stage startup
- Owned an experiment cadence before — not just run A/B tests, but built the infrastructure and culture around frequent, regular learning
- Understand PQL models deeply: how to define them, instrument them, score them, and use them to drive sales motion
- Fluent in funnel analytics: activation rates, time-to-value, conversion by segment, retention curves
- Write SQL and pull your own data — you don't wait for an analyst to answer your questions
- Use AI tools (Claude, Cursor, or similar) to accelerate analysis, draft insights, and move faster than the traditional growth playbook allows
- Worked in a PLG company and understand the difference between a free-to-paid motion and a traditional sales-led one
- Communicate clearly and concisely — your updates to the CRO are something people actually look forward to reading
- Decisive. You don't need perfect data to ship an experiment. You know when you have enough
- Built PQL infrastructure from scratch at a developer tools or infrastructure company
- Run a growth function at a company with multiple distinct product lines and personas
- Shipped meaningful AI workflow improvements — not just used the tools, but changed how a team operates because of them
- Worked closely with a DevRel or content team to connect top-of-funnel activation to paid conversion
- Had experience with technical products where the buyer and the user are the same person
Benefits
- Full premiums covered on base healthcare, dental, and vision for you. Half covered for your dependents. Mental health and well-being support included, because taking care of your brain is as important as taking care of your teeth.
- 401(k) with 100% match up to 3% of your salary and 50% match up to another 2%. Future you will appreciate present you.
- We say "open, flexible vacation policy" and actually mean it. Take the time you need. Your manager will bug you if you're not taking enough.
- Up to 16 weeks if you give birth, up to 8 weeks for new parents (birth, adoption, fostering1however your family grows).
- Annual professional development budget for books, courses, conferences, or whatever helps you level up.
- Plus an annual home office/desk stipend to make your workspace not terrible.
- Co-working space stipend if you want to get out of your house but aren't near our SF office.
- 2x+ per week for employees onsite at our San Francisco office. Free food tastes better.
- Twice a year we get the whole team together. It's part strategy, part bonding, part excuse to hang out with Bufo (the toad).
- Bi-annual reviews to make sure you're getting real feedback and staying competitively compensated. No surprises, no waiting around for performance conversations.
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