Pivotal London
Head of Growth
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Head of Growth – B2B Marketplace
Salary: Up to £125-£150,000 + bonus + equity
Location: London – Hybrid, 4 days per week in the office
Our client is one of the UK's best-known digital marketplaces, connecting millions of consumers with tens of thousands of professionals across the UK. The business is going through a significant transformation, evolving from a traditional lead-generation and subscription model into a broader, product-led platform combining marketplace services, software and technology.
With a significant and growing base of professionals already using the platform, they're now looking for a Head of Growth / Director-level Growth leader to own the end-to-end growth engine across the professional side of the marketplace. This isn't a traditional performance marketing role.
You'll be responsible for how customers are acquired, activated, onboarded, converted, retained and monetised, working across Marketing, Product, Sales, CRM and Data to build a more predictable and scalable growth model.
The Opportunity
- Own the end-to-end growth strategy across acquisition, activation, onboarding, conversion, retention and expansion
- Build a scalable self-serve and free-to-paid growth engine while optimising how this works alongside Sales-assisted conversion
- Take ownership of a significant multi-channel acquisition budget and determine where future investment should be allocated
- Identify new and incremental growth channels beyond traditional Paid Search and Paid Social
- Work closely with Product to improve onboarding, activation, feature adoption, conversion and monetisation
- Build a structured experimentation roadmap across the entire customer journey
- Improve measurement across CAC, LTV, payback, attribution, conversion, retention and incrementality
- Explore how AI and automation can improve acquisition, segmentation, lifecycle marketing and wider growth operations
- Lead and develop the existing Growth and CRM capability, with the freedom to shape the team around the future growth strategy
- Operate as a senior commercial leader while remaining close enough to execution to diagnose problems and drive change
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Responsibilities
- Develop and own the multi-year growth strategy for the professional side of the marketplace
- Diagnose opportunities and friction across the full funnel from acquisition through to retention and expansion
- Build and optimise acquisition across Paid, Organic, Partnerships, Referrals, PLG and emerging channels
- Develop segmentation and lifecycle strategies across email, SMS, WhatsApp, in-product communications and outbound
- Improve onboarding and activation to increase the number of customers reaching value quickly
- Build effective nurture and conversion journeys across self-serve and Sales-assisted customer segments
- Develop strategies to convert free users into paying customers and increase ARPU and LTV
- Work with Sales to improve lead quality, handoffs, conversion and commercial effectiveness
- Partner closely with Product to influence the roadmap and solve growth challenges through improvements to the customer journey
- Build a rigorous testing roadmap across acquisition, onboarding, conversion and retention
- Own measurement and reporting across CAC, LTV, payback, activation, conversion, retention and revenue
- Improve attribution and incrementality measurement to understand where investment is genuinely driving growth
- Identify opportunities to use AI and automation across segmentation, acquisition, lifecycle, experimentation and growth operations
- Lead and develop the existing team while assessing the capabilities required for the next stage of growth
Your Profile
- 10+ years' experience across Growth, Marketing or a closely related commercial discipline, ideally within B2B, SMB, SaaS, marketplace, B2B2C or subscription businesses
- A proven track record of owning growth across multiple stages of the customer lifecycle rather than focusing purely on acquisition
- Strong experience with self-serve, PLG, free-to-paid and/or Sales-assisted growth models
- Commercially minded and comfortable being measured against CAC, LTV, payback, conversion, retention, ARPU and revenue
- Strong understanding of how Marketing and Sales work together within a B2B or SMB customer journey
- Experience working closely with Product to improve onboarding, activation, conversion and monetisation
- Strong multi-channel acquisition experience with evidence of identifying and scaling new sources of incremental growth
- A rigorous approach to experimentation, attribution, measurement and investment allocation
- Comfortable operating across both strategy and execution, with the ability to set the growth agenda while remaining close to the detail
- Experience within a two-sided marketplace or a business serving SMEs/small business owners would be highly advantageous
- Strong understanding of CRM, lifecycle marketing, segmentation and retention
- Practical experience using AI and automation within Growth rather than solely for content creation
- Experience leading and developing teams in a fast-moving, transformational environment
- Comfortable working cross-functionally across Product, Sales, Marketing, Data, Finance and Customer teams
- An entrepreneurial mindset with the ability to operate effectively through ambiguity and identify opportunities without waiting for direction
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How to apply
To apply for this outstanding opportunity, please contact Daniel Haymes at Pivotal for a confidential discussion on 07442871117 or email daniel@pivotallondon.co.uk.
Pivotal is an equal opportunities employer and we encourage applications regardless of ethnic origin, race, religious beliefs, age, disability, gender or sexual orientation, and any other protected status as required by applicable law.
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