Head of Customer Growth
About the Role
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 What We’re Looking For Experience 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 What You'll Receive 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. Apply To This Job