Head of Product-Led Growth

📍 Barcelona/Prague or Remote in Europe

Role TLDR

• Mission: Own self-serve and PLG as a full revenue engine for micro customers – from acquisition and signup to activation, expansion and retention. Design flows where product does most of the work, and add humans only where ROI is highest.

• Primary Outcome: Maximize revenue from the self-served micro segment. Today, we believe NRR is the most important lever to achieve this, but increasing trial → paid, cutting time-to-first-value, growing PLG-driven ARR, and reducing funnel drop-offs is also impactful.

• Scope: Define and drive the PLG roadmap, map and continuously improve the post-signup journey, and set smart “when to human” rules (when to stay self-serve vs. route to Sales/CS).

• Team: Lead a dedicated PLG squad (~2–3 engineers from existing teams) with a fast experiment cadence and strong analytics foundation.

• Profile: Commercial PM with proven PLG wins in B2B SaaS, strong experimentation mindset and excellent UX instincts for onboarding/activation.

The Challenge Ahead

We’re looking for a commercial, experiment-driven, and execution-focused Head of PLG to own and scale our Product-Led Growth (PLG) motion for micro customers.

Your mission is to turn self-serve into a full revenue engine – from acquisition and activation to expansion and retention – and to design flows where the product does most of the work, bringing humans in only where the ROI is highest.

If you love building self-serve journeys that move real revenue numbers, this role is for you.

What’s in it for you

• Leadership & impact: Own a critical growth engine and shape how CloudTalk wins in the long tail / micro segment.

• Direct influence: Work closely with senior product leadership and GTM leads to align PLG with our broader strategy.

• Innovation: Help build the leading AI-powered business calling platforms and push the frontier of PLG in B2B SaaS.

What You’ll Work On

Own PLG as a revenue engine

• Take end-to-end ownership of the self-serve / PLG funnel: acquisition → signup → onboarding → activation → paywall → expansion → retention for micro customers.

• Maximize revenue from the self-served micro segment and tie your roadmap directly to revenue, expansion and retention outcomes.

Design the post-signup journey

• Map and continuously refine the post-signup journey: from account creation to first successful call and ongoing usage.

• Reduce time-to-first-value with sharp UX, smart defaults, and in-product guidance.

• Identify and fix funnel drop-offs (signup, onboarding, activation, upgrade, expansion) using data, research, and rapid experimentation.

Set “when to human” rules

• Define and iterate on “when to human” rules – when a user should stay fully self-serve vs. when to route to Sales, CSM or CS team.

• Use behavioral signals, intent, and account potential to introduce human touchpoints where they have the highest incremental revenue impact.

Run fast experiments with a dedicated squad

• Lead a PLG team of ~2–3 software engineers with a high-velocity, test-and-learn mindset.

• Maintain a sharp, prioritized PLG roadmap of experiments and bigger bets – and keep a tight feedback loop between results and next steps.

• Ensure robust tracking, analytics and dashboards for PLG KPIs (micro revenue, NRR, trial-to-paid, time-to-first-value, funnel drop-offs).

Partner across GTM

• Work closely with Marketing, Sales, CS, RevOps, and Data to make PLG a company-wide revenue engine, not a silo.

• Feed insights back into pricing & packaging, messaging, and acquisition tactics for the micro segment.

• Champion product-led thinking across R&D and GTM – using product as the primary lever for growth.

You’re a Great Fit If

You’re a commercial PM with proven PLG wins in SaaS

• You’ve owned or significantly influenced self-serve / PLG funnels and can point to specific wins (e.g. +X% trial-to-paid, +Y% NRR, reduced churn, faster activation).

You’re obsessed with UX for onboarding & activation

• You know how to design or co-design clean, intuitive onboardings that get users to value quickly.

• You’re comfortable working with UX/copy to optimize flows, in-app prompts, paywalls, and upgrade nudges.

Strategic, but hands-on

• You’re able to define a PLG strategy and roadmap, and just as happy to rewrite a paywall, spec a test, or refine a signup step.

• You’re pragmatic, bias to action, and happy to ship iterative improvements that bring value rather than wait for “perfect”.

• You thrive in a high-ownership, fast-moving environment.

You’re data- and experiment-driven

• You’re fluent in funnels, cohorts, and A/B tests, and you can structure clear hypotheses, success metrics, and post-mortems.

• You’re comfortable working with product analytics tools and event-based tracking.

• You push for implementation of event-based tracking across all aspects of the journey.

You thrive in cross-functional environments

• You enjoy collaborating with Marketing, Sales, CS, and RevOps to make PLG a company-wide revenue engine.