Head of Growth

About the role

The Head of Growth is the founding dedicated commercial leader for Tebra’s Innovation team. This is an own-and-operate role: you set and build the strategy and build it, encoding it into a scalable system that drives growth over a multi-year horizon. You will help define our ICP, how they discover and adopt the product, and how we turn early believers into a repeatable, self-reinforcing growth engine.

What You’ll Own

• Market and segmentation strategy — identifying the right markets to enter and in what sequence, grounded in real evidence rather than assumption.
• Agentic tech stack — designing and building the tech stack that the growth engine relies on that empowers hyperscale.
• Buyer definition — defining the buyer and user archetypes precisely enough to drive every downstream decision: targeting, demo flow, onboarding, and messaging.
• The growth and buying motion — designing the product-led growth motion end to end, from first awareness through activation, conversion, and expansion, including how prospects discover, try, and decide to pay.
• Positioning and messaging — owning how we describe the product and why it matters, and stress-testing that narrative with real buyers rather than internal consensus.

How You’ll Work — Our Operating Model

You reach for tools first. You test, prove, and scale a motion using AI — not as a productivity convenience, but as your default way of operating. You are fluent in agentic stacks, not just chat assistants, and you can stand up automated workflows that do real work. As the function grows, you bring on operators who run their own agentic builds behind you. You see AI as the way to move faster and prove more with less, and people as the leverage you add once a motion is proven.

You learn the customer directly. You have a genuine drive to understand providers firsthand — you would rather sit with ten clinicians than rely on a market report or let a model tell you what the market wants. You are both a careful listener and a compelling storyteller, and you treat customer truth as something earned through contact, not inferred from a dashboard. Your judgment blends instinct and evidence; you lead with neither alone.

What Success Looks Like

Because our innovation initiatives are still being defined, we measure success by horizon.

• Year One — Foundation and Validation
• This year is about learning and proof, not revenue targets. Success looks like:
• A clearly defined ideal customer, and a validated view of which segment to win first.
• A product-led growth motion that has been tested in market and shown to work, at least in early form.
• A first cohort of real practices successfully onboarded, converted, and willing to advocate.
• A working positioning and messaging foundation, validated with actual buyers.
• The measurement discipline itself, stood up by you — defining the product’s activation moment and instrumenting the funnel so that everything after it can be measured and optimized.

• Years Two and Three — Scale and Commercial Engine
• As the foundation proves out, the mandate shifts to building a repeatable growth engine running on an agentic stack, with success measured in commercial outcomes:
• Conversion — predictable movement from free or trial usage to paid.
• ARR — durable, growing recurring revenue.
• Net revenue retention — expansion and retention within the existing base.
• Satisfaction, retention, and word of mouth — the signals that we are building the most solution in the market.

What You Bring

• 5–8 years in GTM, growth, or commercial roles, with a track record of building rather than maintaining.
• Experience operating in lower-scale environments (startups) or launching new products inside larger organizations — you know how to create a motion where none exists. Founding experience is welcome but not required.
• Demonstrated product-led growth experience — you have owned a free-to-paid (or trial-to-paid) conversion motion, not just quota-carrying outbound.
• Genuine AI fluency, with real knowledge of agentic stacks — not simply familiarity with Claude or ChatGPT. This is the requirement most likely to distinguish the right candidate; if you can’t demonstrate it, this role will be a difficult fit.
• Demonstrated vision for AI-driven GTM transformation — has a point of view on how AI changes prospecting, activation, and retention, and can operationalize that vision rather than just articulate it.
• Judgment that combines instinct and evidence — you are neither a gut-only operator nor a dashboard-only analyst.
• Comfort with ambiguity and a genuine eagerness to do the work yourself — you write the playbook, you don’t wait to be handed one.
• Strong cross-functional communication; you can align product, marketing, and leadership without a structured process to lean on.
• Sensitivity to the clinical context and authentic curiosity about the people we serve. Healthcare or health-tech experience is a plus, but not required.

About Tebra

Tebra is the only all-in-one EHR+ platform built exclusively for independent healthcare practices. Designed to replace the clunky, fragmented tools built for corporate systems, Tebra connects EHR software, billing, automation, telehealth solution, and marketing — so providers can spend less time on admin and more time with patients. More than 42,000 private practices trust Tebra to streamline operations, increase revenue, and reduce burnout — helping clinicians leave work on time and rediscover their purpose. Learn more at www.tebra.com.

Our Values

• Start with the Customer
• Keep It Simple
• Stay Entrepreneurial
• Better Together
• Celebrate Success

Perks & Benefits

• United States: In addition to our healthcare benefits, we also offer amazing perks! Need work from home basics? We offer a discount through Dell! We also offer a number of resources to help you keep your mind and body healthy. Check out Gympass for a great workout, or TelusEmployee Assistance Program to find mental health resources, along with other resources for everyday occurrences.
• Costa Rica: To assist with all of life’s needs, Tebra also offers a wellness and childcare subsidy and a University/Education discount! We also offer a number of resources to help you keep your mind and body healthy. Check out Gympass for access to health and fitness apps, or Telus Employee Assistance Program to find mental health resources, along with other resources for everyday occurrences.

Compliance & Privacy Disclosures

Note: Tebra is an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

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