Head of Product-Led Growth

About the role

Build and own the self-serve side of our go-to-market: the path a developer takes from first hearing about Guava to running a call through our API, with as little friction, and as little sales involvement, as possible. You will own the full self-serve funnel: acquisition, activation, and conversion. This is a builder's role. You will be defining a new motion for Guava, not optimizing an existing one, so you should be comfortable setting strategy and getting into the weeds of an onboarding flow or a pricing page in the same week.

Responsibilities

• Own Guava's self-serve funnel end to end: signup, onboarding, time-to-first-call, and conversion from trial to paid usage.
• Define and execute Guava's product-led growth strategy, in partnership with product, engineering, marketing, and sales.
• Identify and remove friction in the developer journey: signup flow, docs, sandbox experience, API keys, and first-call time.
• Design and run experiments (pricing, packaging, onboarding flows, in-product messaging) and translate results into roadmap priorities.
• Build and own PLG metrics and reporting: activation rate, time-to-value, self-serve conversion, expansion, and churn.
• Partner with product and engineering to prioritize growth-driving features and instrument the product for the data you need.
• Work with marketing to align self-serve acquisition (content, SEO, community) with product-led conversion.
• Establish a clear self-serve-to-sales handoff for accounts that outgrow self-serve, in partnership with the sales team.
• Bring a point of view on pricing and packaging for self-serve tiers, and iterate on it based on data.

Requirements

• Experience owning product-led growth, self-serve funnels, or growth for a developer-facing or technical product.
• A track record of shipping experiments and using data to drive product and growth decisions.
• Comfortable working directly with engineering and product on funnel instrumentation, experiment design, and onboarding flows.
• Strong analytical skills; you can define the right metrics, build the dashboards, and know when a result is actually meaningful.
• Understanding of developer-facing products and what makes a self-serve API or SDK experience good.
• Excellent written communication; comfortable writing docs, onboarding copy, and in-product messaging that developers actually read.
• Bias toward action and ownership. This is a build-it-from-scratch role, not a maintain-the-playbook role.
• Based in or willing to work from Guava's Downtown Los Angeles office.
• Nice to have: Experience at a developer-facing API or infrastructure company (Stripe, Twilio, Plaid, Vercel, similar).
• Nice to have: Experience with product analytics and experimentation tooling (Amplitude, Mixpanel, PostHog, or similar).
• Nice to have: Background in voice, telephony, or AI/ML products.
• Nice to have: Experience building or scaling a self-serve motion at an early-stage or growth-stage startup.
• Nice to have: Familiarity with usage-based or consumption-based pricing models.

Benefits

• Competitive base salary and early-stage equity.
• Medical, dental, and vision coverage.
• 401(k) with employer match.
• Flexible paid time off.
• Paid parental leave.
• Top-tier equipment and the tools you need to do your best work.

Pay

$140,000–$180,000 + equity

Schedule

Full-Time In-Office: Downtown Los Angeles, CA