Head of Growth
Head of Growth
Hybrid | Full-time | Estonia, Portugal, Poland, Finland, Ireland
Who we are
Katana is a remote-first SaaS company building powerful inventory and manufacturing software for 1,500+ businesses that make and sell physical products around the world.
We take a thoughtful, AI-first approach to how we work - not because it’s trendy, but because it frees us up. We use AI to eliminate repetitive tasks so our team can focus on what really matters: thinking creatively, experimenting boldly, and making meaningful impact every single day.
We’ve entered an exciting new phase of expansion as we grow into a larger market of modern small product businesses selling across multiple channels and locations. As these businesses become more operationally complex, so does our opportunity — and responsibility — to help them stay in control of their inventory. With this growth comes bigger opportunities, more complex challenges, and the chance to actively shape how we scale.
Our 100+ person team across 15+ countries is building what’s next - together.
And that’s where you come in.
Learn more about our culture, ways of working, what success looks like at Katana, and our hiring process on our careers page: Find Your Next Career Opportunity | Katana Careers.
Why this role matters
At Katana, we hire for impact.
As Head of Growth, you’ll lead Katana’s acquisition and pipeline generation efforts with clear accountability for scaling qualified demand efficiently. Your core mandate is to grow pipeline volume across paid and organic channels while improving CAC and payback. You’ll own full-funnel marketing performance — from traffic to intent to pipeline to revenue — systematically identifying and reducing leakage at every stage.
This role blends strong performance marketing expertise with analytical discipline. You’ll test, scale, and optimize acquisition channels, allocate budget with clear ROI expectations, and ensure marketing efforts directly translate into measurable pipeline outcomes. That includes overseeing paid acquisition, organic growth, inbound conversion, and demand generation initiatives, while building a structured experimentation engine that increases testing velocity and performance gains.
We’ve reached a stage where growth requires sharper focus and disciplined execution. You’ll establish clear targets for traffic, conversion rates, CAC, and payback, and create accountability across the marketing function. You’ll partner closely with Sales to improve pipeline quality and forecasting accuracy, and collaborate with Product to optimize trial-to-demo routing and activation.
This role is built for a performance-driven marketing leader who wants to scale a high-impact acquisition engine, lead a marketing team around growth outcomes, and ensure weekly execution compounds into predictable, efficient pipeline growth.
Your role at its core
As Head of Growth, you will:
Own pipeline generation and acquisition performance across paid and organic channels
Scale demand generation efficiently, increasing qualified pipeline while improving CAC and payback
Own full-funnel performance (traffic → intent → pipeline → revenue) and systematically reduce leakage
Establish clear targets and accountability for traffic, conversion rates, CAC, and payback
Optimize trial vs. demo routing and improve activation and conversion in partnership with Sales and Product
Partner closely with Sales to improve pipeline quality, qualification, and forecasting accuracy
Lead and develop the marketing function (demand generation, content, design, brand, PR), aligning all teams around growth outcomes
Own and allocate the growth budget, making disciplined, ROI-driven investment decisions across channels
Build a structured experimentation engine to increase testing velocity and drive measurable performance gains
Leverage AI and automation to increase marketing efficiency, output, and decision speed
The impact you’ll drive
In this role, your impact will show up through outcomes such as:
A scalable and predictable acquisition engine
Leadership and board-level stakeholders can forecast pipeline generation and revenue contribution with confidence. CAC efficiency improves sustainably. Growth investments are intentional, measurable, and aligned with long-term profitability.
Strong cross-functional alignment across the funnel
Marketing, Sales, and Product operate with shared definitions and performance targets across acquisition and conversion stages. Funnel leakage decreases across marketing-owned and influenced stages, and trial-to-revenue performance improves through tighter operational alignment.
Strategic clarity in growth investments
Resource allocation decisions reflect long-term market positioning, competitive dynamics, and company objectives — not short-term activity metrics.
Your Impact Targets for the First Year
Increase qualified pipeline by ~20% within the first 3-6 months
Improve CAC efficiency across primary acquisition channels
Reduce funnel leakage and increase stage-to-stage conversion
Improve trial-to-revenue conversion rates
Establish predictable, data-driven acquisition forecasting
You’ll be successful in this role if …
You have experience with:
Senior B2B SaaS marketing/growth leadership (around 10+ years)
Scaling pipeline in sales-assisted go-to-market motions
Paid acquisition and performance marketing
Funnel metrics, attribution, and unit economics
Leading and developing multi-disciplinary marketing teams (e.g., content, brand, design)
Staying hands-on in execution while building team capability and systems
Working effectively across functions, locations, and time zones - building strong alignment and momentum without relying on co-location
Operating in an AI-augmented era: using AI to increase experimentation velocity, deepen insights, and scale high-quality execution
Willingness to travel occasionally to Tallinn and Toronto, Canada
You’ll have an extra edge if you
Have experience with complex SaaS or ERP-like products
Bring PLG exposure within sales-assisted environments
Have operated in growth-stage scale-ups (roughly €10–50M ARR)
What we offer
Market-aligned compensation package (base salary + bonus), aligned to role scope and impact
Employee Stock Option Program, so you share in the value you help build
Time off that’s genuinely encouraged: statutory annual leave aligned with local requirements, with a global minimum of 4 weeks, 3 paid health days annually, and your birthday off - because it should actually feel like a day off.
Fully paid 1-month sabbatical + 1000 EUR travel budget after every four years at Katana - time to reset, explore, or focus on personal growth
Home office stipend to help you create a setup that works for you
Health & wellness stipend
Modern tools and tech, including AI-enabled tools that help you work smarter and stay focused on high-impact work
Ready to apply?
If you’re excited by the idea of making impact through solving real problems - not just filling a role - we’d love to hear from you.