About The Role

The Director of Growth owns the self-serve revenue engine end-to-end - from top-of-funnel acquisition strategy through product-led growth, activation, and expansion - and operates with cross-functional authority across Product, Engineering, Marketing Ops, and our paid acquisition agency. This is not a funnel repair job or a lifecycle marketing role. It's a growth leadership role for someone who thinks first about where new users come from, and second about everything else.
What You'll Do:
Top-of-Funnel Strategy

• Own organic and paid acquisition strategy across all channels, including direct oversight of our paid acquisition agency - setting strategy, budget allocation, and performance expectations
• Drive developer community acquisition accross Reddit, Hacker News, dev-focused communities, technical content, GitHub presence, and DevRel-adjacent programs

Product-Led Growth

• Own the PLG motion: product qualification logic, activation funnel design, self-serve to sales-led handoff design, and expansion trigger strategy
• Work directly with Product and Engineering to prioritize self-serve improvements and advocate for PLG in planning cycles

AI/ML Segment Ownership

• Own the corporate narrative and translate it into channel strategy, content, and partnerships targeting our strategic markets
• Identify and develop go-to-market programs for the key strategic ICPs: developer tools integrations, community presence, co-marketing, and technical content

Funnel Performance & Analytics

• Own north star KPIs across the full funnel
• Partner with BI to build and maintain PLG dashboards
• Drive weekly and monthly reporting across the organization

Cross-Functional Leadership

• Work across external agencies, our Marketing Ops team, our Partner with Customer Success teams to facilitate the full lifecyle of customers who choose to begin their journey with us through our self-serve engine and partner with our engineering and product teams to build the case for product investment and engineering capacity

The Right Fit:

This is a specific hire for a specific kind of company. We're not looking for a generalist demand gen leader or a lifecycle marketer. We need someone who has been here before - at a developer-centric infrastructure company, building growth motion from a strong foundation into something structurally durable.

Dimension

What We're Looking For

Company background

Developer tools, cloud infrastructure, or IaaS. Your customer was technical.

PLG ownership

You've built a PLG motion. You've designed product qualification logic, activation funnels, and self-serve to sales-led handoffs.

Acquisition instinct

When you see flat signups, your first question is "where's the traffic problem," not "what email can we send."

Product sense

You can write a credible brief, push back on deprioritized engineering tickets, and build a business case for product investment without a PM.

Developer channels

You understand Reddit, Hacker News, dev communities, technical content, GitHub presence, and DevRel-adjacent programs - not just as awareness plays, but as acquisition channels.

Data fluency

You own numbers directly. You're comfortable presenting signups, activation rates, and conversion alongside the strategy driving them.

Influence without authority

You drive cross-functional action - engineering prioritization, agency direction, partner alignment - through partnership and persuasion, not org chart.
Bonus Points For:

• Familiarity with AI/ML infrastructure, data pipeline tooling, or the AI builder ecosystem
• Experience directing a paid acquisition agency (not just overseeing spend)
• Background working in a post-IPO company navigating both efficiency and growth mandates
• Experience building out a growth team or function from scratch

Backblaze Perks:

• Healthcare for family, including dental and vision
• Competitive compensation and 401K
• RSU grants for full-time employees
• ESPP program
• Flexible vacation policy
• Maternity & paternity leave
• MacBook Pro to use for work, plus a generous stipend to personalize your workstation
• Childcare bonus (human children only)
• Fertility treatment and support
• Learning & development program
• Commuter benefits
• Culture that supports a healthy work-life balance

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below.

The expected salary range for this role is $155,000 - $188,000.