Head of Self-Serve & Product-Led Growth

GC AI•San Mateo, CA

About The Position

We are hiring our first Head of Self-Serve & Product-Led Growth to own and scale our self-serve / PLG revenue line. This is a high-ownership, quota-carrying role where you will grow the self-serve motion end-to-end. You will be responsible for ICP definition, strategy, experimentation, funnel optimization, cross-functional alignment, and execution. You will report to the CRO and work as a peer/partner with Product, Marketing, and Sales. This is a large portion of current revenue, and we expect it will continue to be an area for high-growth and lead gen for future expansions. You must be comfortable with ambiguity, self-directed, creative in problem-solving, yet disciplined in creating repeatable structure as the motion matures. Ideal candidates have built or scaled self-serve/PLG motions before or have operated in fast-moving, high-stakes environments (startup, top-tier consulting, PE/VC portfolio ops)

Requirements

Experience in AI, developer tools, or productivity SaaS.
Background at top-tier consulting firm (McKinsey, BCG, Bain), PE/VC ops team, or early-stage startup founder/operator.
Experience influencing product roadmaps for self-serve activation/expansion.
Familiarity with AI and growth technology platforms

Responsibilities

Own the full self-serve P&L: carry and hit quarterly/annual revenue targets across sign-ups, activation, paid conversion, and expansion revenue.
Design the self-serve GTM strategy: ideal user profile, onboarding funnel, friction removal, pricing/packaging experiments, and growth loops.
Run rapid experimentation: own A/B tests, cohort analysis, funnel optimization, and growth levers (paid acquisition, SEO/content, referral programs, Slack/Discord integrations).
Cross-functional execution, partner with:
Partner daily with Product to influence roadmap (features that drive activation/expansion, self-serve onboarding UX, Slack bot, usage analytics).
Collaborate with Marketing to drive top-of-funnel acquisition (paid, organic, content, webinars/classes) and optimize handoff to self-serve.
Align with Sales on “healthy friction” rules (when to route to sales vs. keep self-serve) and use self-serve as a top-of-funnel engine for enterprise land-and-expand.
Define success metrics (conversion rates, activation, expansion revenue, churn, LTV:CAC) and own weekly/monthly performance against goal.
Build structured playbooks, conversion funnels, and automation (email, in-app messaging, onboarding sequences) that scale efficiently.
Build Automations Transition from founder-led/scrappy execution → repeatable, semi-automated motion.