[Hiring] Head of Customer Growth @Order.co

Role Description

We’re looking for a Head of Customer Growth to build and scale a new revenue motion focused on expanding value within our existing customer base. This is a player-coach role: you’ll initially operate as an individual contributor—owning key accounts and expansion deals—while designing the strategy, processes, and team that will evolve into a full-scale account management and customer growth function. This role sits at the intersection of revenue, partnerships, and customer success, with a mandate to drive net revenue retention, expansion, and long-term customer value.

What You’ll Do

• Build the Customer Growth Motion
  • Define and execute the strategy for upsell, cross-sell, and expansion revenue
  • Identify high-impact growth opportunities across the existing customer base
  • Develop segmentation, coverage models, and engagement strategies
  • Partner with Sales, Product, and Marketing to align growth initiatives
• Own Expansion Revenue (Player Role)
  • Personally manage and grow a portfolio of high-value accounts
  • Run full-cycle expansion deals—from discovery through close
  • Build executive relationships with key stakeholders within customer organizations
  • Drive pipeline generation within the install base
• Design & Scale the Function (Coach Role)
  • Establish playbooks for account management and customer growth
  • Hire, train, and manage a team of Account Managers / Customer Growth Managers
  • Implement metrics, forecasting, and operating cadence for the function
  • Define compensation structures aligned to expansion and retention goals
• Drive Cross-Functional Impact
  • Act as the voice of the customer internally to inform product and roadmap decisions
  • Partner with Customer Success to ensure strong adoption and retention
  • Collaborate with Partnerships to unlock ecosystem-driven growth opportunities

Qualifications

• 7–12+ years in SaaS sales, account management, or customer growth roles
• Strong experience with the ERP or payments space - demonstrated success working across procurement, operations, and finance
• Proven track record of driving expansion revenue and net revenue retention
• Experience owning or building account management or post-sale revenue functions
• Background in full-cycle sales (hunter + farmer hybrid) strongly preferred
• Startup or high-growth environment experience is a plus

Skills & Traits

• Builder mindset—you’re comfortable creating structure from scratch
• Strong commercial acumen with the ability to close complex deals
• Data-driven approach to segmentation, forecasting, and performance management
• Excellent executive communication and relationship-building skills
• Ability to operate both strategically and tactically

Success Metrics

• Expansion ARR / Revenue Growth from existing customers
• Net Revenue Retention (NRR)
• Adoption and product penetration within key accounts
• Time to build and scale a high-performing team

Why This Role

• Opportunity to build a new revenue function from the ground up
• Direct impact on company growth and strategy
• Clear path to VP-level leadership as the function scales
• High visibility across executive leadership

Benefits

• A competitive compensation package including base and variable components as well as stock options
• Robust medical, dental, vision, and wellness benefits
• Flexible time off and remote work policies
• Generous leave policies and support for new and current parents
• Employer-sponsored 401(k)

The anticipated annual salary for this role is $250,000 OTE. Actual compensation and title will be commensurate with experience, qualifications, knowledge, and skills.