Growth Manager - Monetization, Salesforce
Duration: 1+ year
We are looking for an experienced and motivated Growth Manager to build and drive Heroku’s Monetization program. As the Monetization Growth Manager, you will own the strategy, research, planning, execution, and analysis aimed at driving revenue growth. This person should be highly analytical and entrepreneurial, capable of finding monetization opportunities by understanding user intent and behavior to create and execute data-driven programs to drive revenue growth.
This role combines strategic and hands on elements, and offers a tremendous opportunity to help build a new area of growth for Heroku’s business. You'll work cross-functionally, collaborating with Product, Marketing and Business Operations teams and Sales teams to build best-in-class Monetization Growth programs for Heroku.
You will be responsible for increasing revenue from existing customers by -
Converting freemium users to paid plans
Expansion of revenue from paid customers
Reducing mean time to payment (of $1, $100, $1000)
Conduct hypothesis-driven analyses to identify and quantify monetization opportunities by.
Understanding drivers of monetization across the portfolio of products and channels to maximize value delivered to the customers and business
Identifying customer cohorts that are the high value users based on willingness-to-pay and LTV.
Identify cross-sell and upsell opportunities across the portfolio of Heroku products and broader Salesforce products and teams
Own the strategy and execution and reporting of Monetization programs
Deep-dive into data, analyze, structure and form hypotheses to convince the value proposition for upgrading
Scope,?structure, and execute Go-To-Market programs to accelerate business growth
Own the promotional, overage strategies and execution for driving customer growth. Work with partners to build infrastructure to support these strategies
Leverage key metrics and data analysis to test and iterate on programs across the monetization funnel
A few sample projects:
Identify cohorts of high-value customers based on willingness-to-pay and LTV
Define how we should measure and report for monetization, set benchmarks and acceptable rates for each monetization measure
5+ years experience in Marketing, Growth or Analytics role.
Proven (and measurable) experience in successfully defining and delivering monetization strategies and programs, developing analytical frameworks, building business cases and getting buy in from across the organization for executing on those plans.
Excellent data analytics skills. Ability to deep-dive into data with working knowledge of SQL and experience in leveraging analytics platforms.
Ability to work successfully on scrappy teams, influencing and executing across all levels and roles.
Experience working on Monetization strategies in a SaaS business that includes high volume/low touch Freemium and Pay as You Go models.
Quantitative talent combined with a strategic mindset and comfort with ambiguity
Expertise working on lifecycle programs across different channels with a track record of driving conversion.
Strong problem-solver, creative thinker, highly collaborative and a team player.