Team Lead Growth (m/f/d)

Checkmk

1d•Remote

About The Position

The Team Lead Growth leads Checkmk’s Growth team within the Growth & Commercialization function. The team is responsible for converting trial users, open-source users and existing customers, and for supporting their retention and expansion. Working with Sales and Product, the role drives both Sales Led Growth and Product Led Growth. It reports to the VP of Growth and Commercialization and is a player-coach position: the lead owns the team’s revenue and conversion targets, sets its strategy, develops team members, and personally runs high-impact experiments and programmes. The role covers self-service conversion and the sales pipeline generated by trial and open-source users, as well as expansion revenue and the team’s contribution to net revenue retention. The lead builds a growth model, monitors performance against targets, and guides investment decisions. They own conversion strategy across product and non-product surfaces, improve activation and trial-to-paid conversion, grow upgrades from the open-source user base, and support self-service growth of Checkmk Cloud. They also shape product-led sales handoffs and customer lifecycle programmes, collaborating with Product, Engineering, Sales, RevOps and other go-to-market teams. The Team Lead establishes the team’s operating rhythm, coaches growth and community specialists, and maintains a steady experimentation cadence. They design and analyse experiments themselves, use analytics tools and SQL to build analyses, and communicate results to leadership. The position also oversees community and ecosystem programmes, including the Academic Alliance.

Requirements

At least 7 years of experience in growth product management, product-led growth, lifecycle or technical revenue roles in B2B software.
Experience operating 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, including test design, sample sizes and honest readouts when tests fail.
Strong analytics skills, including working with SQL, product analytics tools and Salesforce data.
Experience with product analytics tools such as PostHog, Amplitude or Mixpanel.
Experience writing specifications 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 their expectations of tools.
Fluent English.
Uses AI tools in daily work for analysis, experimentation and automation.

Nice To Haves

Open-source or open-core experience.

Responsibilities

Lead and coach growth and community specialists, including senior individual contributors, and support their development with regular feedback and individual development plans.
Establish the team’s operating rhythm, including an experiment backlog, weekly reviews and clear priorities.
Set growth strategy and own revenue and conversion targets.
Find and develop growth loops through rapid experimentation and deployment.
Own self-service conversion revenue and the pipeline generated for Sales from trial and open-source users through to paid customers.
Own expansion revenue from customer lifecycle programmes and the team’s contribution to net revenue retention.
Build and maintain a growth model showing revenue sources, growth levers and the value of experiments; report progress to leadership and decide where to invest next.
Own conversion strategy across product and non-product surfaces, improving activation, onboarding and trial-to-paid conversion across in-trial and post-trial experiences.
Increase conversion from open-source users to paid editions through in-product and out-of-product upgrade paths, and drive self-service growth of Checkmk Cloud.
Write hypotheses and specifications for conversion surfaces and define product instrumentation in collaboration with Product; Product builds the surfaces and RevOps runs the data stack.
Run community and ecosystem programmes, including the Academic Alliance.
Develop customer lifecycle programmes for retention, upsell, cross-sell and expansion, including programmes for new add-ons and AI capabilities.
Design product-led sales handoffs, including usage and intent signals for sales contact and transitions between self-service and Sales.
Define sales motions, plays and growth levers with Sales and other go-to-market teams.
Run win/loss and churn analysis and share findings with Product, Pricing and Sales Planning.
Design, launch and analyse experiments from hypothesis through readout, including reporting honestly when a test fails.
Build analyses using analytics tools and present results to leadership.

Benefits

Flexible and family-friendly working conditions.
Workation opportunity to work up to 6 weeks within the EU.
Access to Wellpass sports and wellness offers, with over 9,000 options.
Education and training opportunities.
Fully remote work or flexibility between mobile work and an office in Munich.
Attractive salary.
Regular onsite events, including company outings, team events and the Checkmk Conference.
Opportunity to make an impact and shape the company’s future while growing in responsibility.
Agile team environment with autonomy, fast decision-making and flat hierarchies.
Corporate culture emphasizing equality, diversity and inclusion.