Director of Growth SMB & PLG (m/f/d)

Your mission

In January 2027, we're launching a self-service platform in Australia for small, regulated businesses that need to meet new AML/CTF obligations, followed by the UK, Germany, France and the US. Your job is to turn this launch into a measurable acquisition model that can be replicated in every new market.

• Use funnel metrics, from sign-up to cost per paying customer, to decide which campaigns and scripts to pause, adjust or scale.
• Select marketing and outbound sales agencies as well as freelancers, manage them through briefings, feedback and budget approvals, and replace them when needed. To do this, you'll evaluate campaign results, call recordings, and lead quality.
• Work with Product to analyze drop-offs in sign-up and onboarding, write requirements, and test the pricing page.
• Test positioning, messaging, and pricing in conversations with customers, waitlist contacts, and lost leads, and turn your findings into briefings for Marketing and Product.
• Once the business model is proven, hire, lead and develop a team of one Growth Marketing Manager and two Inside Sales Reps. Allocate a growth budget across channels, agencies and markets and develop the recommendation for the following year.
• Once Australia shows success, take the platform to other countries, localize pricing, messaging and billing together with Finance and Legal, and document the approach in a launch playbook.

Your profile

• Experience in customer acquisition for self-service or product-led B2B SaaS targeting small businesses, with a proven track record from the first customers to repeatable sign-ups. 
• Hands-on experience with unit economics such as cost per paying customer, conversion rates per funnel stage and payback, plus the ability to independently build and interpret a funnel dashboard in CRM and product analytics tools.
• Experience selecting and managing external marketing or outbound sales providers, including their budgets. Leadership experience in a small marketing and sales team is a plus.
• Well-practiced in working with Product, Finance and Legal. Ideally, experience launching in at least two markets outside your home market, including localization of pricing, messaging and billing.
• German and English at least C1

Why us?

• A key role with real responsibility at a growing GovTech company with unique technology and AI applications
• An attractive compensation package and the opportunity to actively shape your role as our SaaS business grows
• A modern company culture that encourages ownership and personal responsibility
• A centrally located office in Berlin-Mitte
• Innovative projects with direct social impact and clear career prospects
• A dynamic, interdisciplinary team with plenty of room for your ideas