Growth Marketing Team Lead, PLG

We're looking for an exceptional, well-rounded growth marketer to lead Navan's Product-Led Growth (PLG) marketing team and ignite rapid expansion across the global SMB segment. In this pivotal role, you'll spearhead the strategies and tactics that convert prospects into loyal, high-value customers—all in a low-touch, usage-based environment. As a key people leader, you'll mentor a lean team of specialists in CRO, lifecycle, and content marketing, crafting messaging and campaigns that truly spark engagement and drive results.

If you can tackle any marketing challenge, thrive in a startup atmosphere, and are passionate about driving measurable growth—this is your opportunity to make a major impact and help define the next chapter of Navan's journey.

What You'll Do

Growth & Conversion Strategy

• Lead and execute Navan's PLG strategy for acquiring and expanding SMB accounts through a self-serve, no/low-touch funnel.
• Identify and implement growth tactics across the user lifecycle—acquisition, activation, retention, and expansion—to achieve ambitious targets.
• Own and optimize the end-to-end customer journey, from website to onboarding to in-product experience, using deep CRO (conversion rate optimization) expertise and rigorous A/B testing.

Team Leadership & Cross-Functional Collaboration

• Lead, inspire, and develop a high-performing team of three (CRO, Lifecycle, and Content), providing clear direction while fostering a culture of experimentation, creativity, and continuous learning.
• Collaborate closely with Product, Performance Marketing, Sales, and Analytics teams, aligning strategies and sharing insights to unlock new growth levers.

Messaging & Campaign Innovation

• Develop compelling messaging and creative for all channels, including website, email, digital ads (in partnership with Performance), and sales collateral—ensuring everything is optimized for conversion and aligned to SMB buyer needs.
• Oversee lifecycle marketing initiatives, running impactful campaigns that boost product adoption, customer retention, and engagement.

Expansion & Optimization

• Drive geo-expansion programs, tailoring strategies and campaigns to unlock new markets.
• Leverage analytics and product usage data (e.g., via Amplitude) to surface growth opportunities and measure program success.
• Partner with leadership on pricing, packaging, and new product initiatives to maximize impact in the SMB segment.

What We're Looking For

• 5+ years of well-rounded experience in growth marketing roles, including at least 3 years managing a team, preferably in a B2B SaaS or tech environment.
• Proven ability to drive growth and optimize funnels in a self-serve, low/no-touch, usage-based business model (ideally with SMB customers).
• Hands-on expertise with CRO: running multivariate A/B and user experience tests, analyzing results, and iterating for continual improvement.
• Master storyteller with a knack for crafting messaging that converts, across web, ads, email, and collateral—balancing creativity with data-driven insight.
• Experience running lifecycle and nurture campaigns that move the needle on activation, adoption, retention, and expansion.
• Strong understanding of PLG tactics, growth loops, and go-to-market levers, including pricing and packaging.
• Comfort working across channels and tools (Amplitude, marketing automation, web CMS, etc.), and partnering with Performance for hands-on paid execution.
• Data-obsessed, resourceful, and resilient; you can do a lot with a lean team, quickly identifying and prioritizing the highest-impact opportunities.
• A true people person—energized by collaborating both within your team and across the company.
• Startup spirit: entrepreneurial, adaptable, thrives in a fast-paced, ever-changing environment.