[Remote] Head of Growth Marketing, Self-Service
Note: The job is a remote job and is open to candidates in USA. Elastic is the Search AI Company, providing cloud-based solutions for search, security, and observability. Elastic is seeking a Head of Growth Marketing to own customer acquisition for its self-service business, drive high-intent trial starts and conversions, and improve funnel efficiency. The role combines growth strategy, team leadership, paid acquisition, lifecycle marketing, and cross-functional collaboration.
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 paid, organic, and lifecycle 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
- 10+ years of growth marketing experience at B2B enterprise SaaS companies, with 3+ years building and leading teams
- Direct experience in a product-led growth (PLG) motion alongside an enterprise sales motion (e.g., Datadog, MongoDB, Atlassian, Confluent)
- Proven track record of hitting acquisition targets and managing meaningful paid budgets against CAC and payback goals
- Experience building teams from the ground up and managing external agencies to performance
- Strong creative instincts across messaging, landing pages, and campaign concepts
- Comfort marketing to developer and technical practitioner audiences
- Bias for action and comfort with ambiguity — energized by building programs and systems that don't exist yet
- Excellent written and verbal communication skills, from executive presentations to channel-level detail
- Strong analytical skills: fluent in funnel metrics, comfortable working with dashboards and data teams; SQL or product analytics experience (Amplitude or similar) is a plus
Benefits
- This role is currently eligible to participate in Elastic's stock program.
- A company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.
- Health coverage for you and your family in many locations.
- Ability to craft your calendar with flexible locations and schedules for many roles.
- Generous number of vacation days each year.
- We match up to $2000 (or local currency equivalent) for financial donations and service.
- Up to 40 hours each year to use toward volunteer projects you love.
- Minimum of 16 weeks of parental leave.
Company Overview
