Responsibilities

• Partner directly with Product and Engineering on product-led growth. Help shape onboarding, activation, in-product nudges, and lifecycle triggers that get restaurant operators to value faster and keep them there.
• Own Otter's upsell and cross-sell motion across the product suite (order aggregation, virtual brands, analytics, and more). Identify the highest-leverage expansion opportunities, partner with eng/product to build the surfaces and signals, and run the campaigns that drive cross-product adoption.
• Drive funnel and conversion improvements across the customer journey — signup, activation, and expansion. Write hypotheses, scope experiments with PMs and engineers, and read results honestly.
• Lead GTM for new partnership launches. Define positioning, target segments, launch sequencing, and success metrics. Coordinate Product, BD, Sales, Brand, and Lifecycle so each launch lands coherently.
• Build the 0-to-1 motion for each partnership launch: positioning, messaging, launch plan, sales enablement, website surfaces, lifecycle campaigns, and measurement framework.
• Develop a quantitative experimentation roadmap with clear hypotheses, prioritization, and a cadence that compounds learning.
• Build the measurement infrastructure that gives leadership confidence in growth decisions — funnel reporting, cohort analysis, and experiment readouts using GA4, Mixpanel, Looker, or Snowflake.
• Identify and lead other high-leverage special projects outside the standard roadmap — segment expansions, pricing/packaging changes, and anything else leadership wants pushed hard for a quarter or two.
• Partner with Performance Marketing, Brand, and Sales for full-funnel alignment, without owning paid acquisition day-to-day.
• Be a strategic thought partner to Otter's leadership on growth strategy, PLG vs sales-assisted motions, and how to sequence product and partnership bets.