Head of Product-led Growth

About the Role

Key Responsibilities

• Own the PLG strategy for the company, from free user onboarding through activation, conversion, and expansion
• Drive monetization: pricing and packaging, paywall design, self-serve upsells, and cross-sell mechanics
• Lead PQL strategy: generate and qualify high-intent product signals and deliver them seamlessly to Sales
• Improve user onboarding and early lifecycle, ensuring a fast path to “aha” moments for new users and teams
• Partner with RevOps and Lifecycle Marketing to drive retention, reactivation, and churn reduction
• Own growth KPIs including: free-to-paid conversion, expansion revenue, user activation rates, churn, and PQL volume/conversion
• Lead a high-performing product team focused on experimentation, velocity, and measurable business impact
• Influence Postman's broader go-to-market strategy, working closely with Sales and Marketing
• Serve as a strong internal voice for user experience, product design, and customer empathy
• Collaborate closely with Product Managers to hold them accountable for driving revenue growth and aligning product initiatives with revenue goals
• Provide strategic guidance to Product Managers, ensuring product decisions align with revenue targets, customer adoption, and market growth objectives
• Lead regular performance reviews with product teams to track progress, identify growth opportunities, and address barriers to achieving revenue and product adoption goals

Requirements

• 10+ years of experience in product management and/or as a GM, with 5+ years in product growth or monetization roles
• Experience owning a PL&L is a plus
• Proven track record of delivering revenue impact via PLG strategies in SaaS
• Experience driving self-serve onboarding, conversion, and in-product upsell flows
• Deep understanding of PLG funnels and working closely with Sales to generate and act on PQLs
• Highly action-oriented with a bias toward execution, shipping, and iteration
• Comfortable owning metrics and working in fast-paced, metrics-driven environments
• Strong design intuition and attention to user experience details
• Obsessed with understanding customer jobs-to-be-done and delivering meaningful value
• Experience with developer tools, APIs, or technical SaaS products is a plus
• Clear communicator and strong collaborator, especially in cross-functional settings

Nice to Have

• Experience owning a PL&L
• Experience with developer tools, APIs, or technical SaaS products

Qualifications

• Educational background is not explicitly specified, but extensive experience in product management and growth roles is required

Benefits & Perks

• Full medical coverage
• Flexible PTO
• Wellness reimbursement
• Monthly lunch stipend
• Wellness programs
• Team-building events
• Donation-matching program
• Hybrid work model with in-office days based on location