Description
ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life.
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.
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