Head of Growth

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About ngrok Inc. ngrok is an all-in-one cloud networking platform that secures, transforms, and routes traffic to services running anywhere. Instead of cobbling together nginx, NLBs, VPNs, model routers, and oodles of other tools, developers solve every networking problem with one gateway. Doesn't matter if they're sharing localhost or running AI workloads in production. We're trusted by more than 9 million developers at companies like GitHub, Okta, HashiCorp, and Twilio. What started as a way to put your local app on a public URL has grown into a universal gateway for API delivery, AI inference, device fleets, and site-to-site connectivity. It's the same ngrok that millions of developers have loved and leaned on every day for years, now with the power to run production traffic at scale. A few things you should know: We are obsessed with our pets, Viper sunglasses and Bufo (yes, the toad) We have a designated Chief Emoji Officer - they are vital to our success! We like software that's serious and culture that's not Still reading? Good. There's more below worth your time. About This Role We're a PLG company - the product does most of the selling. Your job is to make that loop tighter, faster, and smarter. This role is the engine that drives how ngrok converts developer love into revenue: sharper PQL signals, tighter lifecycle data, and a relentless experiment cadence that compounds over time. You'll own the growth function end-to-end: PQL infrastructure, funnel analytics, and lifecycle data across Gateway, AI Gateway, and Ship. You'll report to the CRO and lead a pod that includes a Growth Ops specialist and a GTM Engineer. You're the person who tells the rest of the GTM team what to work on next - and why. What You'll Actually Do Own the experiment cadence. Run experiments frequently and consistently. You define the backlog, prioritize by expected impact, and make sure results get acted on - not filed away. You use AI tooling to pull results, flag anomalies, and compress the analysis cycle so the learning loop stays tight. Build and own PQL infrastructure. Define what a product-qualified lead looks like across Gateway, AI Gateway, and Ship. Work with Engineering on the instrumentation. Make sure the signals are clean, the scoring models are current, and handoff to sales is working the right accounts at the right time. Own the GTM systems layer. Own the systems, process design, and orchestration layer that powers our product-led GTM engine - combining modern tooling with AI to move faster and smarter than the traditional growth playbook allows. Own the lifecycle and retention data layer. Churn and expansion signals are data problems before they're CE problems. You build the dashboards and playbooks that surface at-risk accounts before they're lost - working with Marketing Ops on the data layer and feeding findings to the Revenue pod proactively. Report weekly updates to the CRO. Conversion rates, activation, expansion signals, retention health - the full picture, on a weekly cadence, with a point of view on what it means and what to do about it. Enable high-scale outbound for Sales. Build the infrastructure for intelligent, high-scale outbound programs - deeply customized messaging powered by contact, product, and account-level data. You're giving the sales team a lever, not just a list. Enable intelligent programs for Customer Success. Build the data layer and playbooks that help CE drive NDR, reduce churn, and proactively reach customers before problems surface. Run crazy experiments. Ship 1-4 unconventional growth ideas per quarter - different angles on existing channels, or your best read on what the next TikTok looks like for developer tools. Everything is on the table. Report results, learn fast. You Might Be a Great Fit If... You have 7-10 years of experience with product-led growth at developer-focused or infrastructure companies You're data-driven and accustomed to using first-party data to shape the pipeline of an early-stage startup You've owned an experiment cadence before - not just run A/B tests, but built the infrastructure and culture around frequent, regular learning You understand PQL models deeply: how to define them, instrument them, score them, and use them to drive sales motion You're fluent in funnel analytics: activation rates, time-to-value, conversion by segment, retention curves You write SQL and pull your own data - you don't wait for an analyst to answer your questions You use AI tools (Claude, Cursor, or similar) to accelerate analysis, draft insights, and move faster than the traditional growth playbook allows You've worked in a PLG company and understand the difference between a free-to-paid motion and a traditional sales-led one You communicate clearly and concisely - your updates to the CRO are something people actually look forward to reading You're decisive. You don't need perfect data to ship an experiment. You know when you have enough. Ext

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