Head of Customer Growth

About the Role
We’re looking for a Head of Customer Growth to build and scale a new revenue motion focused on expanding value within our existing customer base. This is a player-coach role: you’ll initially operate as an individual contributor—owning key accounts and expansion deals—while designing the strategy, processes, and team that will evolve into a full-scale account management and customer growth function.

This role sits at the intersection of revenue, partnerships, and customer success, with a mandate to drive net revenue retention, expansion, and long-term customer value.

What You’ll Do
Build the Customer Growth Motion
Define and execute the strategy for upsell, cross-sell, and expansion revenue
Identify high-impact growth opportunities across the existing customer base
Develop segmentation, coverage models, and engagement strategies
Partner with Sales, Product, and Marketing to align growth initiatives
Own Expansion Revenue (Player Role)
Personally manage and grow a portfolio of high-value accounts
Run full-cycle expansion deals—from discovery through close
Build executive relationships with key stakeholders within customer organizations
Drive pipeline generation within the install base
Design & Scale the Function (Coach Role)
Establish playbooks for account management and customer growth
Hire, train, and manage a team of Account Managers / Customer Growth Managers
Implement metrics, forecasting, and operating cadence for the function
Define compensation structures aligned to expansion and retention goals
Drive Cross-Functional Impact
Act as the voice of the customer internally to inform product and roadmap decisions
Partner with Customer Success to ensure strong adoption and retention
Collaborate with Partnerships to unlock ecosystem-driven growth opportunities

What We’re Looking For
Experience
7–12+ years in SaaS sales, account management, or customer growth roles
Strong experience with the ERP or payments space - demonstrated success working across procurement, operations, and finance.
Proven track record of driving expansion revenue and net revenue retention
Experience owning or building account management or post-sale revenue functions
Background in full-cycle sales (hunter + farmer hybrid) strongly preferred
Startup or high-growth environment experience is a plus
Skills & Traits
Builder mindset—you’re comfortable creating structure from scratch
Strong commercial acumen with the ability to close complex deals
Data-driven approach to segmentation, forecasting, and performance management
Excellent executive communication and relationship-building skills
Ability to operate both strategically and tactically

Success Metrics
Expansion ARR / Revenue Growth from existing customers
Net Revenue Retention (NRR)
Adoption and product penetration within key accounts
Time to build and scale a high-performing team

Why This Role
Opportunity to build a new revenue function from the ground up
Direct impact on company growth and strategy
Clear path to VP-level leadership as the function scales
High visibility across executive leadership

What You'll Receive
A competitive compensation package including base and variable components as well as stock options
Robust medical, dental, vision, and wellness benefits
Flexible time off and remote work policies
Generous leave policies and support for new and current parents
Employer-sponsored 401(k)
The anticipated annual salary for this role is $250,000 OTE. Actual compensation and title will be commensurate with experience, qualifications, knowledge, and skills.