Team Lead Growth (m/f/d)

Your mission

• Lead and coach a team of growth and community specialists, including senior individual contributors who are experts in their field.
• Build the team's operating rhythm: an experiment backlog, weekly reviews and clear priorities.
• Give regular, specific feedback and build individual development plans.

• Find and create growth loops through rapid experimentation and deployment to continuously test and iterate
• Own the revenue target for self-service conversion and the pipeline it creates for Sales, from trial and open-source users through to paid.
• Own expansion revenue from customer lifecycle programmes and the team's contribution to net revenue retention.
• Build and maintain the growth model: where revenue comes from, which levers move it and what each experiment is worth.
• Report progress against targets to leadership and decide where the team invests next.

• Own conversion strategy across all conversion surfaces, in the product and outside it.
• Improve activation, onboarding and trial-to-paid conversion across the in-trial and post-trial experience.
• Grow conversion from our open-source user base to paid editions, through in-product and out-of-product upgrade paths.
• Drive self-service growth of Checkmk Cloud.
• Write the hypotheses and specs for conversion surfaces and define the product instrumentation. Product builds them, and RevOps runs the data stack.
• Run community and ecosystem programmes, including our Academic Alliance, as a long-term source of users and customers.

• Build customer lifecycle programmes for retention, upsell, cross-sell and expansion in our installed base, for example for new add-ons and AI capabilities.
• Design product-led sales handoffs: which usage and intent signals trigger sales contact, and how accounts move between self-service and Sales.
• Define sales motions, plays and growth levers together with Sales and the other go-to-market teams.
• Run win/loss and churn analysis and feed the results into product, pricing and sales planning.

• Design, launch and analyse experiments yourself, from the hypothesis to the readout.
• Build your own analyses in analytics tools and present the results to leadership.

Your profile

• 7 or more years in growth product management, product-led growth, lifecycle or technical revenue roles in B2B software.
• Experience running a dual funnel: self-service conversion alongside product-led sales handoffs to a sales team.
• A track record of improving trial, freemium or open-source conversion, retention and expansion revenue.
• Strong experimentation skills: test design, sample sizes, and honest readouts when a test fails.
• Strong analytics: you work in SQL and product analytics tools (such as PostHog, Amplitude or Mixpanel) and know your way around Salesforce data.
• Experience writing specs with Product and Engineering, and influencing their roadmap without owning it.
• Experience with technical buyers in IT, infrastructure, DevOps or security, and an understanding of how AI is changing what they expect from their tools. Open-source or open-core experience is a strong plus.
• You use AI tools in your daily work, for analysis, experimentation and automation.
• Fluent English.

• The team runs a steady experiment cadence.
• Self-service revenue and the pipeline from trial and open-source users have grown measurably against the baseline.
• Lifecycle programmes deliver measurable expansion revenue and improve net revenue retention.
• Product-led sales handoffs and at least two jointly defined plays run with Sales, with clear results.

Why us?

• The chance to make a decisive impact and shape the future of a dynamic, fast growing tech company while growing with your tasks and responsibilities
• Flexible and family-friendly working conditions in a stable environment
• Workation: we offer the opportunity to work 6 weeks within EU to extend f.e. your vacation
• With the wide range of sports and wellness offers from Wellpass, you can choose from over 9,000 sports and wellness offers
• An agile team that embodies autonomy and fast decision making within flat hierarchies
• A unique corporate culture where we emphasize equality, diversity and inclusion
• A wide range of education and training opportunities
• Fully remote work or high flexibility between mobile work and an office in one of the most beautiful, central district of Munich
• An attractive salary
• Regular onsite events of all sorts (Company Outings, Team events, Checkmk Conference, Conference After Party and more) in a familiar atmosphere

About us