Principal Product Manager, Growth

Summary

Join AffiniPay as their first Principal Product Manager, Growth! This pivotal role will spearhead the Growth function, executing product-led growth strategies from activation to expansion. You will drive initiatives focused on software & payments activation, onboarding, product adoption, and cross-sell/upsell, partnering with Engineering, Design, Research, Analytics, Customer Success, Sales & Marketing. The ideal candidate will have 7+ years of experience in product management or growth, with a proven track record of achieving growth goals in B2B SaaS. You will define and lead a data-informed growth strategy, collaborate across teams, and drive data-informed decision-making. This role is crucial for accelerating AffiniPay's revenue growth and establishing a top-tier growth team.

Requirements

• 7+ years of experience in product management or growth, with 3+ years of leading growth product teams in B2B SaaS and proven experience building scalable, repeatable processes to achieve sustained growth
• Proven history of achieving growth goals in B2B SaaS products by driving activation, adoption, retention, engagement, and upsell/cross-sell
• Strong aptitude in Mixpanel or similar analytics tools
• Experience establishing and managing an experimental framework - running, analyzing & iterating experiments with relentless attention to detail and willingness to get into the weeds. Desire to create an experimental culture on your team
• Demonstrated success in leading cross-functional teams and influencing stakeholders at all levels of the organization, including executives
• You combine exceptional business judgment with strong analytical skills and willingness to get into the weeds to drive company-wide growth initiatives
• Is a self-starter with a growth mindset who looks to test, iterate, learn and set the bar high for how we operate

Responsibilities

• Define and lead a data-informed growth strategy for activation, retention & expansion, aligning it with broader organizational objectives and long-term vision to accelerate AffiniPay’s market leadership
• Spend time with users and in the data to understand our users deeply, where they get stuck, where they find value, why they buy, why they churn & why they buy additional products
• Identify and execute new bets and tactics to improve our acquisition & expansion funnel metrics with new, distinctive experiences & flywheels that drive purchase decisions, retention & cross-sell / upsell
• Collaborate and iterate to identify an intuitive and compelling first-time user experience that immediately demonstrates the value of LawPay and MyCase to new users by streamlining onboarding, enhancing engagement, and improving time-to-value
• Collaborate and iterate to drive feature adoption that lead to retained customers who expand via upsells and purchase other products to maximize LTV
• Partner with Product Analytics and Engineering to ensure accurate & comprehensive feature adoption metrics in Mixpanel
• Drive data-informed decision-making by leveraging product analytics to understand how our customers use our product and help guide decisions on future improvements and optimizations
• Use both quantitative and qualitative research to uncover opportunities within the acquisition and expansion funnels and validate ideas
• Oversee and scale rapid experimentation processes, using data-driven hypotheses to identify new growth opportunities and drive experiments through their entire cycle: ideation, specification, development, release, analysis, and iteration
• Continuously track and optimize key metrics to activation rate, onboarding success rate, critical feature adoption, first year retention, payment volume, and expansion (tier upgrades, cross-sell)
• Develop insights from growth experiment outcomes, communicating learnings across teams to shape the product roadmap and company-wide initiatives
• Partner with teams across Engineering, Design, Marketing, Sales, Customer Success and Analytics to establish the vision and operational practices for a top-tier growth team
• Aligning cross-functional teams on a clear growth vision, fostering consensus through data-backed strategies, roadmap prioritization, and hypothesis-driven experimentation
• Collaborate with Sales, Rev Ops & Marketing to establish a Product-Qualified Lead (PQL) process for cross-sell / upsell based on product adoption
• Partner with product, engineering, design, and marketing teams to execute strategies that enhance activation flows, foster engagement, and drive key outcomes such as user retention cross-sell, upsell, and overall long-term value

Preferred Qualifications

• Experience establishing a growth function for activation & expansion in a SaaS company
• Experience establishing a Product-Qualified Lead (PQL) process for cross-sell / upsells
• Experience in payments or fintech industry

Benefits

• All employees receive fully covered medical, dental and vision coverage - Choose from our 2 available health plans based on what fits you and/or your family!
• Have some fur babies? - We offer them insurance too!
• RELAX and enjoy your time away with our flexible paid time off policy!
• We will help you plan for your future - 401K, or RRSP if in Canada, with a company match
• Competitive compensation packages that include mid-year and end-of-year bonuses and equity options for all full-time employees
• Health Wellness Program that includes nutrition consultations, mental health apps, and access to discounted memberships
• Have plans to grow your family? - Parental resources, including 16 weeks of paid time off for primary caregivers
• Professional development opportunities including mentorships, leadership programs and our AffiniPayU courses
• We believe it is important to give back with our Matching Gift Program and organized activities focused on donations, volunteerism and supporting the local communities throughout the country
• D&I initiatives provide educational opportunities regarding multicultural issues, tolerance, and celebrating diversity among our entire staff
• An incredible, in-office experience at our headquarters in Austin and San Diego including free lunch delivery, a fully stocked kitchen, and some “sweet” surprises for those afternoon pick-me-ups