Senior Director, Growth Marketing

About the Role

You will build and lead the marketing function behind our self-service growth: acquisition, trial-to-paid conversion, and lifecycle expansion for small legal firms and solo practitioners. You own the marketing motion end-to-end—content, campaign and customer-journey strategy, lifecycle—and are accountable for the overall PLG outcome, delivered through a tight partnership with the digital lead who owns the web, commerce, and product-surface experience.

Key responsibilities include:

• Owning the self-service growth outcome—self-serve revenue growth and the CAC, LTV, and conversion efficiency behind it—as the single accountable owner of the PLG motion end-to-end.
• Developing content and campaign strategy, and defining the customer motions and journeys that drive self-serve acquisition, conversion, and expansion.
• Leading lifecycle and growth marketing: usage-triggered nurture and expansion delivered via email, in-product, paid media, performance marketing, and digital channels.
• Defining activation and funnel measurement—activation definition, propensity and journey modeling, and the product-qualified-lead (PQL) signal—in partnership with data science, analytics, and the shared CDP.
• Hiring, developing, and leading a small, senior team spanning self-service acquisition, growth, lifecycle, and experimentation, while setting the goals and methodology for the AI-human hybrid model.

Requirements

• 10+ years in growth or product-led growth marketing, with direct ownership of a self-service revenue or conversion number—you've built or scaled a PLG motion, not supervised one from across the table.
• 5+ years leading and scaling marketing teams, with a track record of developing senior talent.
• Deep strength in content strategy, lifecycle and email marketing, and customer-journey design.
• Familiarity and comfort collaborating closely with central paid media and performance marketing teams.
• Fluency in CAC and LTV economics, funnel conversion, and lifecycle marketing.
• Familiarity with PLG instrumentation and decision science: activation events, PQL modeling, funnel analytics, and experimentation design.
• Working knowledge of the self-serve commercial stack—free trial vs. freemium, monthly/pay-as-you-go pricing, edition-ladder packaging, and self-serve checkout.
• Proven ability to drive a shared outcome across partners you don’t control—digital strategy, media, product, commerce, and data science—orchestrating one connected customer journey.
• Experience marketing to considered, security-sensitive B2B buyers; legal, professional services, or another trust-driven category preferred.
• Experience with the AI-human hybrid operating model: agents carrying production and lifecycle mechanics under human direction, with senior judgment reserved for strategy and quality.

Benefits

• Hybrid Work Model: Flexible hybrid working environment for office-based roles, with digital and physical connectivity.
• Flexibility & Work-Life Balance: "Flex My Way" policies, including work-from-anywhere for up to 8 weeks per year, to manage personal and professional responsibilities.
• Career Development and Growth: Culture of continuous learning with "Grow My Way" programming and a skills-first approach.
• Industry-Competitive Benefits:
  • Comprehensive health, dental, vision, disability, and life insurance.
  • Flexible vacation, two company-wide Mental Health Days, and paid holidays.
  • Parental leave, sabbatical leave, and retirement savings with company match.
  • Tuition reimbursement, employee incentive programs, and wellbeing resources (e.g., Headspace app).
  • Optional hospital, accident, sickness, life, and AD&D insurance.
  • Flexible Spending and Health Savings Accounts, fitness reimbursement, and Employee Assistance Program.
  • Group Legal Identity Theft Protection, 529 Plan, commuter benefits, and Adoption & Surrogacy Assistance.
  • Employee Stock Purchase Plan.
• Culture: Globally recognized for inclusion, belonging, flexibility, and work-life balance. Values include customer obsession, competitiveness, challenging the status quo, agility, and collaboration.
• Social Impact: Two paid volunteer days annually, pro-bono consulting projects, and ESG initiatives through the Social Impact Institute.
• Making a Real-World Impact: Contribute to upholding the rule of law, commerce, and unbiased information globally.

Pay

The base compensation range for this role varies by location:

• Eligible office locations (New York City, San Francisco, Los Angeles, Irvine, CA; McLean, VA; Washington, DC): $158,100 USD - $293,500 USD.
• Other eligible US locations: $137,200 USD - $254,800 USD.

Base pay is positioned within the range based on knowledge, skills, experience, and internal equity. This role may also be eligible for an Annual Bonus based on enterprise and individual performance.