Head of Growth

ABOUT QUMIS Qumis is redefining insurance with generative AI. We're building the leading vertical AI platform for insurance knowledge work, trusted by top brokers, carriers, and claims professionals to analyze complex policies, compare terms, and generate law-firm-quality insights in seconds. Our traction is undeniable: 100% pilot conversion, 20% month-over-month growth, and >150% quarter-over-quarter growth in 2025, all with minimal outbound sales or marketing. We're backed by leading venture investors including Armory Square Ventures, MTech Capital, and BrokerTech Ventures. Now we're scaling our growth engine to meet demand and establish category leadership. ABOUT THE ROLE Build the growth engine that powers the future of insurance AI. We're hiring our first Head of Growth to build and own our entire growth function as a foundational member of our leadership team. You'll report directly to the CEO and work alongside our Head of Sales and Head of Customer Experience to establish Qumis as the category leader in insurance AI. You'll own two critical motions: (1) building our product-led growth engine including self-serve signup, free trial optimization, and product virality, and (2) scaling our demand generation programs that fuel enterprise pipeline. This is both a strategic and executional role—you'll define the growth strategy while being hands-on with campaigns, experiments, and optimization. This role requires a seasoned PLG operator who has built 0-to-1 growth functions before and can execute independently with high autonomy. You'll have weekly strategic partnership with the CEO on positioning, messaging, and growth strategy, while collaborating closely with Sales on lead quality and conversion, and with Product on PLG experiments and funnel optimization. You'll have direct influence on product roadmap, pricing strategy, and go-to-market execution with high visibility across the founding team. This is a career-defining opportunity to build a growth function from scratch at a fast-moving AI company transforming a $1.3T industry. WHAT YOU'LL DO CORE RESPONSIBILITIES - Own pipeline generation, self-serve revenue targets, and overall growth metrics with accountability for marketing-sourced pipeline (MQLs, SQLs), self-serve conversions, customer acquisition cost (CAC) efficiency, and product-led growth KPIs - Build and scale demand generation programs across multiple channels including paid search, paid social, content marketing, SEO, email, webinars, and industry partnerships - Design and execute product-led growth (PLG) experiments to drive self-serve adoption, free trial conversion, product virality, and freemium-to-paid conversion - Develop account-based marketing (ABM) campaigns targeting high-value accounts in partnership with Sales - Optimize the full conversion funnel from website visitor to self-serve customer or qualified enterprise pipeline, with relentless focus on conversion rate optimization at every stage - Establish growth analytics and reporting infrastructure to track key metrics (MQLs, SQLs, pipeline, self-serve conversions, CAC, LTV, conversion rates) and inform data-driven decisions - Manage growth marketing budget with clear ROI targets and efficient capital allocation across channels - Own website conversion optimization including landing pages, CTAs, forms, onboarding flows, and user experience to maximize both lead generation and self-serve signups; continuously test, iterate, and optimize for conversion - Drive content strategy that establishes Qumis as a thought leader while generating qualified demand - Develop messaging and positioning that resonates with insurance professionals and clearly articulates Qumis's value proposition STRATEGIC & CROSS-FUNCTIONAL - Partner with CEO on overall GTM strategy, positioning, messaging, and growth experimentation roadmap - Establish Growth as a strategic function alongside Sales and Customer Experience with clear OKRs and accountability - Collaborate closely with Sales to ensure marketing-generated pipeline converts efficiently, establish lead scoring and handoff protocols, and maintain feedback loops that improve lead quality - Work with Product to identify PLG opportunities, optimize onboarding flows, instrument product analytics for growth insights, and prioritize features that drive viral adoption - Partner with Customer Success to develop expansion marketing programs, referral engines, and customer advocacy initiatives - Represent Qumis at tier-1 industry conferences and events as a brand ambassador and demand generation lever - Build strategic partnerships with industry associations, complementary technology vendors, and ecosystem players to unlock new channels - Provide market intelligence by synthesizing competitive insights, buyer behavior trends, and channel performance data - Develop marketing and sales enablement collateral including one-pagers, case studies, ROI calculators, battle cards, objection handlers, and industry-specific content INNOVATION & EFFICIENCY - Leverage AI-native tools (ChatGPT, Perplexity, Clay, etc.) to automate content creation, research, personalization, and campaign execution at scale - Run rapid growth experiments across channels, messaging, creative, and tactics with disciplined hypothesis testing and learning capture - Test emerging channels and tactics to stay ahead of competitors in insurance tech marketing - Build scalable processes and systems that enable future marketing hires to execute with leverage - Document playbooks and best practices for demand generation, PLG optimization, conversion optimization, and growth experimentation WHO YOU ARE REQUIRED QUALIFICATIONS - 7-10 years of experience in growth marketing, demand generation, or performance marketing in B2B SaaS, with at least 2-3 years in a leadership role building growth functions from scratch - Proven track record of building and scaling product-led growth motions with measurable self-serve revenue, not just demand gen for enterprise sales - Deep expertise in multiple growth channels including paid acquisition, content marketing, SEO, email, conversion optimization, and PLG tactics - Experience building demand generation engines that drive $1M+ in pipeline alongside self-serve conversion funnels - Data-driven mindset with strong analytical skills and experience building dashboards, tracking metrics, and deriving actionable insights - Hands-on executor who can do the work yourself: write copy, build landing pages, set up campaigns, analyze data, instrument product analytics—not just manage agencies - Experience with marketing technology stack including CRM (ideally Attio or similar), marketing automation, analytics tools, ad platforms, and product analytics - Strong understanding of B2B buying journeys and enterprise sales cycles, particularly in complex industries - Excellent communication skills with ability to influence cross-functional stakeholders without direct authority and present results to CEO and leadership team - Entrepreneurial mindset with comfort in ambiguity, resourcefulness, and bias for action over perfection - Growth hacker mentality: you obsess over metrics, love experimentation, and find creative ways to drive outsized results with limited resources - Comfortable operating as a functional leader with high autonomy and accountability, reporting directly to CEO PREFERRED QUALIFICATIONS - Deep knowledge of insurance workflows, pain points, and industry structure - Prior experience at a high-growth startup (seed to Series B) or top-tier tech company - Experience with AI-native growth and sales tools - Existing relationships within the insurance industry SUCCESS PROFILE You'll thrive if you: - Move fast and iterate without needing perfect information - Own outcomes, not activities—you're metrics-driven and focus on results - Embrace feedback and are committed to continuous improvement - Think like a founder and connect your work to company outcomes; no task is too small - Can navigate and influence cross-functional partners (Sales, Product, Customer Experience) without direct authority - Are comfortable with conflict and ambiguity, pushing back when needed to protect the integrity of growth experiments and PLG economics - Build scalable systems while executing tactically WHY JOIN QUMIS IMPACT & OWNERSHIP - Foundational leadership hire building the entire growth function, PLG motion, and demand engine from day one - Report directly to CEO with high visibility across the founding team - Direct influence on product roadmap, pricing strategy, GTM motions, and company strategy - Own a function that could become a meaningful independent revenue stream CATEGORY LEADERSHIP - $1.3T global insurance industry ripe for AI transformation - 100% pilot conversion, 20% MoM growth, word-of-mouth customer acquisition - Work with the most forward-thinking organizations in insurance COMPENSATION & GROWTH - Top-tier pay with competitive base + performance-based bonus tied to pipeline, self-serve revenue, and growth targets - Meaningful early-stage equity (0.25% - 0.5%) with strong upside potential - Comprehensive benefits: Health, dental, vision, 401(k), unlimited PTO, home office stipend TEAM & CULTURE - Small, ambitious team with backgrounds from Kin, Goldman Sachs, Archipelago, Chubb, Insureon, and American Express - Culture of experimentation, transparency, and rapid iteration - Investment in your growth through coaching, training, and industry events INTERVIEW PROCESS 1. Intro call with CEO (45 min) 2. Growth case study presentation and discussion (60 min) 3. Cross-functional interviews with Head of Sales and Head of Customer Experience (30 min each) 4. Final interview with Co-founders (90 min) 5. Reference checks and offer Timeline: 2-3 weeks. We move quickly for the right candidate.