The RoleThis is a senior individual contributor role for someone who lives in the funnel. At our volume a 5% delta in onboarding completion or trial-to-paid conversion is a material business result. You will own the experimentation roadmap across acquisition, activation, and conversion, and you will be measured on moving those numbers. This is not a people-management role: you will lead through influence, data, and shipped experiments, partnering with engineering, design, and growth marketing.
What You Will Do- Own the PLG funnel end to end: activation, onboarding completion, trial-to-paid conversion, and expansion across web, CLI, and VS Code.
- Identify the highest-leverage drop-off points through funnel analysis, then design and ship experiments to fix them.
- Build and run a continuous experimentation program: hypotheses, instrumentation, A/B tests, and clear readouts on what won, what lost, and why.
- Optimize across surfaces with their distinct dynamics: frictionless web signup, CLI auth and first-run experience, and VS Code install-to-active-use.
- Improve onboarding for non-primary providers (GitLab and others), where activation has historically lagged the GitHub path.
- Partner with engineering to instrument events properly so every funnel step is measurable.
- Define and own North Star and input metrics, and make the tradeoffs visible to leadership.
What You Bring- 5 to 8 years in product management, with a meaningful stretch owning growth or PLG funnels.
- A track record of measurable funnel wins: conversion lift, activation improvement, retention gains, with the numbers to back it.
- Strong quantitative instinct: comfortable in SQL, amplitude or mixpanel class tools, and reasoning about statistical significance.
- Experimentation rigor: you design clean tests, respect sample size, and resist shipping on vibes.
- A developer-product sensibility: you understand why CLI, IDE, and web users behave differently.
- Strong written communication and the ability to drive cross-functional work without authority.
Nice to Have- Experience with developer tools, devtools PLG, or technical audiences.
- Familiarity with bottoms-up SaaS motions and self-serve to sales-assist handoffs.
- Exposure to AI or code-adjacent products.
Two things worth deciding before you post this:
The metrics framing currently leans heavily on conversion and activation. If you also want this person owning
CLI and VS Code monetization specifically (which has been on your plate), I can sharpen the "What You Will Do" section to call that out as a named charter rather than folding it into surfaces.
Also, do you want a comp band attached? You've used Bangalore Series B bands before, so I can drop one in if this is going to a recruiter or job board directly.
