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Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.What is The RoleWe're looking for a Head of Growth Marketing to own customer acquisition for Elastic’s self-service business. You'll be accountable for driving more high-intent trial starts - trials that activate and convert to paying customers - and you'll use data to continuously improve conversion and efficiency across the funnel.This is a player-coach role that spans strategy, team building, and hands-on channel execution. You'll build and scale a distributed team of growth marketers, partner with external agencies, and work closely with Product, Marketing, Web, and Documentation teams to deliver acquisition programs that move the needle.This role reports to the General Manager, Self-Service.What You Will Be DoingTeam LeadershipSet the annual and quarterly growth plan and report performance against trial-start and conversion targetsBuild, scale, and lead a distributed team of growth marketersCoach and develop the team, and set a high bar for craft, rigor, and experimentation velocityPaid AcquisitionOwn paid search, paid social, display/retargeting, and emerging paid channels, managing spend against CAC and payback targetsManage external agencies against clear performance targets and hold them accountable for resultsContinuously test creative, audiences, landing pages, and bidding strategies to improve conversion and efficiencyLifecycle MarketingOwn email, nurture, and in-product messaging programs that improve activation and trial-to-paid conversionBuild segmented, behavior-triggered journeys tied to product signals and lifecycle stagePartner with Product so lifecycle programs and in-product experiences work as one funnelCross-Functional CollaborationPartner with Self-Service Product Managers on activation, onboarding, and conversion experiencesWork with the Marketing organization on brand, content, and campaign alignmentCollaborate with Web and Documentation teams on the pages and content that support the acquisition journeyWhat You'll DriveHigh-intent trial starts: grow the volume of trials that activate and convert, across paid, organic, and lifecycle channelsAcquisition efficiency: improve CAC, payback, and conversion across the channel portfolioTrial-to-paid conversion: improve the rate at which trial users become paying customersTeam performance: build a high-performing distributed team and agency roster with repeatable playbooksWhat You Bring10+ years of growth marketing experience at B2B enterprise SaaS companies, with 3+ years building and leading teamsDirect experience in a product-led growth (PLG) motion alongside an enterprise sales motion (e.g., Datadog, MongoDB, Atlassian, Confluent)Proven track record of hitting acquisition targets and managing meaningful paid budgets against CAC and payback goalsExperience building teams from the ground up and managing external agencies to performanceStrong analytical skills: fluent in funnel metrics, comfortable working with dashboards and data teams; SQL or product analytics experience (Amplitude or similar) is a plusStrong creative instincts across messaging, landing pages, and campaign conceptsComfort marketing to developer and technical practitioner audiencesBias for action and comfort with ambiguity — energized by building programs and systems that don't exist yetExcellent written and verbal communication skills, from executive presentations to channel-level detailCompensation for this role is in the form of base salary. This role does not have a variable compensation component.The typical starting salary range for this role is: $160,300—$253,600 USDThe typical starting salary range for this role in the select locations listed above is: $192,300—$304,200 USDAdditional Information - We Take Care of Our PeopleCompetitive pay based on the work you do here and not your previous salaryHealth coverage for you and your family in many locationsAbility to craft your calendar with flexible locations and schedules for many rolesGenerous number of vacation days each yearIncrease your impact - We match up to $2000 (or local currency equivalent) for financial donations and serviceUp to 40 hours each year to use toward volunteer projects you loveEmbracing parenthood with minimum of 16 weeks of parental leave
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