About This Role

We're a PLG company — the product does most of the selling. Your job is to make that loop tighter, faster, and smarter. This role is the engine that drives how ngrok converts developer love into revenue: sharper PQL signals, tighter lifecycle data, and a relentless experiment cadence that compounds over time.

You'll own the growth function end-to-end: PQL infrastructure, funnel analytics, and lifecycle data across Gateway, AI Gateway, and Ship. You'll report to the CRO and lead a pod that includes a Growth Ops specialist and a GTM Engineer. You're the person who tells the rest of the GTM team what to work on next — and why.

What You'll Actually Do

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.

You Might Be a Great Fit If…

• You have 7–10 years of experience with product-led growth at developer-focused or infrastructure companies
• You're data-driven and accustomed to using first-party data to shape the pipeline of an early-stage startup
• You've owned an experiment cadence before — not just run A/B tests, but built the infrastructure and culture around frequent, regular learning
• You understand PQL models deeply: how to define them, instrument them, score them, and use them to drive sales motion
• You're fluent in funnel analytics: activation rates, time-to-value, conversion by segment, retention curves
• You write SQL and pull your own data — you don't wait for an analyst to answer your questions
• You use AI tools (Claude, Cursor, or similar) to accelerate analysis, draft insights, and move faster than the traditional growth playbook allows
• You've worked in a PLG company and understand the difference between a free-to-paid motion and a traditional sales-led one
• You communicate clearly and concisely — your updates to the CRO are something people actually look forward to reading
• You're decisive. You don't need perfect data to ship an experiment. You know when you have enough.

Extra credit if you've:

• 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

Location

This is a remote position for candidates outside of the Bay Area and a hybrid role for candidates within commuting distance to San Francisco. Our Bay Area employees commute to the office on Tuesdays and Wednesdays.

Sponsorship

All candidates must be US-based, and legally authorized to work in the United States.

At this time, ngrok is unable to provide visa sponsorship for this position. Applicants must be authorized to work in the United States on a permanent, ongoing basis without the need for current or future sponsorship.

Compensation

Head of Growth

• Tier 1 (SF, LA, Seattle, NYC): $216,000 – $264,000
• Tier 2 (rest of US): $198,720 – $242,880

Job level and actual compensation will be evaluated based on factors including, but not limited to, qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), internal equity with other team members, market data, and specific work location. We provide an attractive mix of salary and equity. #LI-Remote