Head of Growth Marketing, Self-Service

Elastic is the Search AI Company, providing cloud-based solutions for search, security, and observability. Elastic is seeking a Head of Growth Marketing to own customer acquisition for its self-service business, drive high-intent trial starts and conversions, and improve funnel efficiency. The role combines growth strategy, team leadership, paid acquisition, lifecycle marketing, and cross-functional collaboration.

Responsibilities:

• Set the annual and quarterly growth plan and report performance against trial-start and conversion targets
• Build, scale, and lead a distributed team of growth marketers
• Coach and develop the team, and set a high bar for craft, rigor, and experimentation velocity
• Own paid search, paid social, display/retargeting, and emerging paid channels, managing spend against CAC and payback targets
• Manage external agencies against clear performance targets and hold them accountable for results
• Continuously test creative, audiences, landing pages, and bidding strategies to improve conversion and efficiency
• Own email, nurture, and in-product messaging programs that improve activation and trial-to-paid conversion
• Build segmented, behavior-triggered journeys tied to product signals and lifecycle stage
• Partner with Product so lifecycle programs and in-product experiences work as one funnel
• Partner with Self-Service Product Managers on activation, onboarding, and conversion experiences
• Work with the Marketing organization on brand, content, and campaign alignment
• Collaborate with Web and Documentation teams on the pages and content that support the acquisition journey
• High-intent trial starts: grow the volume of trials that activate and convert, across paid, organic, and lifecycle channels
• Acquisition efficiency: improve CAC, payback, and conversion across the channel portfolio
• Trial-to-paid conversion: improve the rate at which trial users become paying customers
• Team performance: build a high-performing distributed team and agency roster with repeatable playbooks

Requirements:

• 10+ years of growth marketing experience at B2B enterprise SaaS companies, with 3+ years building and leading teams
• Direct experience in a product-led growth (PLG) motion alongside an enterprise sales motion (e.g., Datadog, MongoDB, Atlassian, Confluent)
• Proven track record of hitting acquisition targets and managing meaningful paid budgets against CAC and payback goals
• Experience building teams from the ground up and managing external agencies to performance
• Strong creative instincts across messaging, landing pages, and campaign concepts
• Comfort marketing to developer and technical practitioner audiences
• Bias for action and comfort with ambiguity — energized by building programs and systems that don't exist yet
• Excellent written and verbal communication skills, from executive presentations to channel-level detail
• Strong analytical skills: fluent in funnel metrics, comfortable working with dashboards and data teams; SQL or product analytics experience (Amplitude or similar) is a plus