The Opportunity
Own a Growth Loop From First Touch to Paid Expansion

ZoomInfo built the industry's most sophisticated GTM data platform. The next frontier is turning every visitor into revenue without waiting on a human handoff - a coherent self-serve journey that activates a non-customer in minutes, converts consumption into upgrade, and routes high-intent signals back to sales when a human will close more than they distract.

This role owns one full slice of that journey end-to-end: a growth loop with its own activation target, monetization mechanic, and revenue number. You'll define the entry-point, the time-to-value experience, the upgrade trigger, and the experimentation cadence that compound week over week.

The impact is immediate. Every signup you activate, every credit you cause to be consumed, every transaction, every PQL you route, every "buy more" event you trigger is revenue.
We've adopted a consumption-first monetization model and a unified entry-point thesis across the company, and we run weekly: if your hypothesis can't be falsified inside a sprint, it isn't a hypothesis. This is a rare opportunity to own a P&L-shaped surface as an individual PM, with full air cover to ship fast, learn in public, and re-pivot when the data turns.
What You'll Do
Own the Funnel End-to-End

Take a single growth loop - and own it from first impression to revenue. Define the entry point, the activation milestone, the monetization moment, and the sales-assist signal. Drive the user experience across surfaces: landing, signup, in-product onboarding, empty states, upgrade modals, paywalls, and lifecycle communication. You own the funnel chart; you own the why behind every drop.
Run Experimentation as the Operating Rhythm

Ship 8-10 experiments per sprint. Pre-register the hypothesis, the metric, the success threshold, and - critically - the invalidation signal. Read results weekly, kill what doesn't work, double down on what does, and keep a written record so the team compounds learning instead of repeating it. Translate results into concrete changes: copy rewrites, schema tweaks, pricing changes, new flows, retired ones. Close the loop with engineering, design, and analytics inside the same week.
Design Self-Serve as a First-Class Path

Most users on your loop never speak to sales before they hit a "buy more" moment. Your in-product copy, paywall framing, empty states, activation paths, and upgrade triggers are the product. Apply growth-engineering rigor- credit economics, consumption pacing, signal routing, lifecycle messaging, intelligent gating so the right offer lands in front of the right user at exactly the right moment. Hand high-intent users to sales with a clean signal; absorb low-intent users with a clean self-serve path.
Diagnose the Funnel With Data, Not Vibes

Data is your default tool, not a thing you ask analytics to do for you.
You know how to independently analyze the funnel, segment the cohort, find the leak, and propose the fix- then validate it with an experiment. You know when to trust a 5% lift and when to call it noise.
Shape the Monetization Mechanic

You'll design the credit economics of your loop: what's free, what's gated, what gets a "buy more" prompt, what triggers a PQL. You'll model the unit economics - credit cost, revenue per credit, upgrade rate, expansion rate - and you'll defend the pricing decisions in front of finance and sales leadership with the math.
Orchestrate Across Sales, Marketing, and CS

Self-serve doesn't mean alone. You'll route PQLs into the right hands (AE, SC, AM, or no one), partner with marketing on acquisition and lifecycle, and work with CS to understand why activated users churn before upgrade. You'll run the operating cadences that keep your loop aligned with the broader PLG portfolio without becoming a meeting machine.
Stay Honest About What's Working

Write retrospectives that name the wrong calls as cleanly as the right ones. Update your priors publicly when the data turns. Hold strong opinions weakly. The team that ships the most experiments isn't the team that's right the most - it's the team that updates the fastest.
What You'll Bring

• 4-7 years of product management experience, with 2+ years specifically in growth, PLG, or self-serve product roles
• Direct experience owning a funnel or loop end-to-end - not just a feature inside one
• You're a builder. You ship landing pages, signup flows, and in-product experiments - not specs that sit in Jira. You sit with designers and engineers, write copy, and prototype with code.
• AI-fluent. You understand that LLMs are becoming a primary discovery surface. You think about agent-readable flows and how an AI agent's recommendation impacts your funnel and your end user.
• Marketing-fluent. You can hold your own with SEO, paid acquisition, content, and lifecycle marketing teams. You don't outsource the funnel.
• Demonstrated track record of running structured experimentation (A/B tests, multivariate, holdouts) at sprint cadence
• Strong analytics fluency - comfortable in Snowflake without analyst hand-holding
• Working knowledge of consumption-based pricing, credit economics, freemium mechanics, and PQL frameworks
• B2B SaaS background; data, GTM, or sales-tech domain experience is a plus but not required

Who You Are
Core Competencies

Funnel Foundation. Expert-level understanding of full-funnel growth. You can reason about activation rates, time-to-value, retention curves, credit economics, upgrade triggers, and PQL signal quality with depth. You've owned a growth loop in production, not just contributed features to one. SQL and analytics fluency let you diagnose a funnel drop, prototype the fix, and validate it in the same week.

Experimentation Discipline. You don't ship without a hypothesis. You pre-register the metric and the invalidation signal before the test runs. You read results honestly, kill losing variants without ego, and document learnings so the team compounds knowledge instead of relitigating settled questions. You know the difference between an experiment and a launch - and you can tell when each is the right move.

Distribution Mindset. Experience designing growth surfaces where sales teams, marketing teams, and self-serve users are simultaneously your customers. You measure success through revenue, consumption, and expansion velocity, not screens shipped. You understand growth economics: each additional entry point, freemium offer, or AI trial compounds in value through shared activation patterns, amortized acquisition costs, and recurring consumption network effects.

Operational Velocity. You read the funnel daily, not quarterly. You prototype emerging mechanics paywalls, in-app prompts, lifecycle sequences to understand their practical constraints before committing engineering time. You hold strong opinions weakly, updating your design assumptions as evidence accumulates, publicly, even when the prior thesis was your own.

Strategic Communication. You translate between funnel depth and business impact fluently. You can explain to executives why a credit pricing change is worth a quarter of work. You can communicate to engineers why a revenue constraint requires a "quiet release" in two weeks rather than a polished launch in three months. You influence without formal authority through forcing functions, falsifiable invalidation signals, and earned credibility.

Copy Instinct. Microcopy is part of your craft, not someone else's job. You can rewrite a paywall headline, an upgrade modal, an empty state, or an onboarding CTA on instinct - and defend the rewrite with PLG principles. You know when to ask content design for help and when to ship the rewrite yourself.
The Environment
Reporting, Pace & Impact

Reporting & Collaboration. Report to the Senior Director of Product, PLG. Work shoulder-to-shoulder with engineering and design partners building the underlying surfaces, the GTM partners routing PQLs back into sales, and a peer PM group covering monetization, lifecycle, viral, onboarding, and analytics. You'll partner closely with sales leadership on PQL definitions and routing rules, with marketing on acquisition and lifecycle, and with finance on credit economics and revenue modeling.

Pace & Problems. Fast-moving teams that understand the space. Weekly experimentation cadence. Expect interesting problems: How do we win activation in a user's first 60 seconds? When should two trial flows become one? How do we expose enough value to convert without giving away the platform? How do we price a credit so that customers consume more, not less? When should a self-serve user be routed to sales - and when does that routing actually destroy revenue? Your decisions become operating patterns across the PLG organization.

Impact. Own a full growth loop at a company that is already AI-first in product thinking and consumption-first in monetization. Your decisions compound. Every improvement to the funnel, the offer, or the activation experience multiplies across multiple products, every partner-driven self-serve channel ZoomInfo ships into, and every AI distribution surface we haven't yet imagined.

Actual compensation offered will be based on factors such as the candidate's work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process. We want our employees and their families to thrive.

In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

Below is the US base salary for this position. Additional compensation such as Bonus, Commission, Equity and other benefits may also apply.

$126,000-$198,000 USD