Head of Growth

About Company:

helps organizations simplify expense management, reduce manual work, and give finance teams greater visibility and control. Its platform supports employee expense reporting, approvals, reimbursements, card reconciliation, and accounting integrations.

About the Role

is seeking a Head of Growth to lead its commercial strategy and drive revenue growth.

This leader will directly lead sales while overseeing the people responsible for marketing and revenue operations. They will set priorities, establish shared goals, and ensure these functions work together to generate qualified pipeline and convert opportunities into customers.

The role requires strong sales leadership, commercial judgment, and the ability to develop a small team. Marketing and RevOps team members will own day-to-day execution within their functions, with the Head of Growth providing direction, support, and accountability.

Responsibilities

Growth strategy and alignment

• Define priority customer segments, buyer personas, and go-to-market strategies.

• Translate company revenue goals into clear sales, marketing, and operational priorities.

• Align the team around consistent messaging, qualification standards, and shared performance goals.

• Partner with the CEO on budgets, resource allocation, and growth opportunities.

Sales leadership and execution

• Own sales performance, pipeline management, forecasting, and deal progression.

• Lead and coach sellers on prospecting, discovery, qualification, demonstrations, objection handling, negotiation, and closing.

• Build a repeatable outbound approach using account research, buying signals, and relevant multichannel outreach.

• Participate in key opportunities and help sellers connect company’s capabilities to customer needs.

• Establish clear expectations for account ownership, follow-up, CRM documentation, and performance.

Marketing oversight

• Set marketing priorities with the person responsible for marketing execution.

• Ensure positioning, campaigns, content, and nurture programs support target customers and sales objectives.

• Align marketing and sales on lead quality, handoffs, follow-up, and feedback.

• Review campaign performance and guide investment based on qualified pipeline and in revenue contribution.

• Support the marketing owner in prioritizing work and coordinating external resources.

Revenue operations oversight

• Set operational priorities with the person responsible for RevOps execution.

• Ensure HubSpot and Apollo support effective prospecting, pipeline management, and reporting.

• Establish expectations for data quality, lifecycle stages, qualification, and handoffs.

• Use reporting to identify funnel bottlenecks, evaluate performance, and improve forecasting.

• Guide automation and AI initiatives that improve team productivity and commercial execution.

Team leadership

• Lead and develop the five-person team with clear responsibilities and accountability.

• Give marketing and RevOps owners the direction and autonomy needed to run their functions effectively.

• Establish regular coaching, pipeline reviews, and cross-functional planning.

• Identify capability gaps and recommend training, specialist support, or hiring.

• Partner with product and customer-facing teams to incorporate feedback into growth strategy.

Qualifications

• Demonstrated success leading sales and growing revenue in a B2B software business.

• Strong experience coaching sellers, managing opportunities, and forecasting.

• Experience building or improving a repeatable outbound sales motion.

• Ability to oversee marketing and RevOps, set priorities, and evaluate results through functional owners.

• Understanding of demand generation, funnel performance, acquisition economics, and CRM-driven execution.

• Experience leading a small team and making thoughtful resource tradeoffs.

• Clear communication, sound analytical judgment, and comfort partnering closely with a CEO.

• Familiarity with HubSpot, Apollo, or comparable tools.

Experience selling to finance leaders or working with expense management, accounting, or ERP software is helpful.

What Success Looks Like

• A focused commercial strategy with clear priorities and ownership.

• Consistent creation of qualified pipeline and stronger sales conversion.

• A well-coached sales team with reliable execution and forecasting.

• Marketing and RevOps owners who are empowered, aligned, and accountable.

• Measurable coordination between marketing investment, sales activity, and revenue outcomes.