Head of Product-Led Growth

Global SaaS | $28M Series B Investment 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 . About CloudTalk Powered by a January 2024 $28 million Series B investment from top investors like KPN Ventures, Lead Ventures, Point 9, and HenQ, CloudTalk's AI-powered business communication platform helps 4,000+ sales and support team s make customer experience the greatest competitive advantage for driving more revenue. CloudTalk works seamlessly for businesses of all sizes, from scale-ups like Deel and TIER to big players like Nokia , Glovo and Rakuten . Modern businesses all around the world can lead meaningful conversations while managing calls and messages from one place. CloudTalk is on a mission to create a unified ecosystem for sales and customer service teams' communication where every professional can engage in more productive and meaningful conversations. 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 . Why you will love to be a CloudTalker: Growth: 1-1 Coaching sessions with our resident communications advisor Leaders Academy & Learning and Development Budget Flexibility: Unlimited Paid Time Off (with guidelines)️ Volunteering Days⏳ Flexible working hours MacBook for work Well-being:Recharge Fridays once per quarter ♀️Fitness Allowance Connectedness: Referral bonuses Virtual & physical team buildings Company merchandise What to expect from our Hiring Process: Initial Chat : Meet Josef, our CPTO Case Study Presentation Culture Bar Raiser Call with the CMO Offer Apply now and be part of our journey to $100M ARR By submitting your application, you acknowledge that Cloudtalk will process your personal data based on Cloudtalk’s legitimate interest in finding the most suitable candidate and a pre-contractual relationship with you. For more information on how Cloudtalk processes your personal data, please refer to our Privacy Notice. #J-18808-Ljbffr