[Hiring] Team Lead Growth @Checkmk GmbH

Role Description

The Growth team sits within our Growth & Commercialization function at Checkmk. It owns how trial users, open-source users and existing customers convert, stay and expand with Checkmk. While Marketing creates demand, Growth turns that into revenue working with Sales and Product on Sales Led Growth (SLG) and Product Led Growth (PLG). The role reports to the VP of Growth and Commercialization.

This is a player-coach role. You are the first lead of this team and you own its revenue and conversion targets. You set the growth strategy and develop the team, and you run the highest-impact experiments and programmes both independently and together with the team.

What You Will Do

• Lead and develop the team
  • 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.
• Drive commercial and growth impact
  • 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.
• Product-led growth
  • 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.
• Sales-led growth and expansion
  • 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.
• Do the work yourself
  • 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.

Qualifications

• 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.

Requirements

• 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.

Benefits

• 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 e.g. 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 districts 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.