What are the responsibilities and job description for the Growth Lead position at Gitpod, Inc?

We're hiring a Growth Lead at Gitpod.

Reporting to our COO, you'll drive pipeline generation across all channels while building and optimizing the systems and processes that enable our growth. You'll own our end-to-end growth engine : from paid media strategy to product-led sales, from BDR enablement to marketing automation. Working closely with Sales, Product, and Data teams, you'll identify and execute on our highest-leverage growth opportunities as we scale. This is a highly strategic yet hands-on role where you'll build scalable growth processes while maintaining a relentless focus on driving immediate impact.

Who we are

Five years ago, we set out to create a world where every software engineer is instantly ready-to-code. With over 1.5 million users, we are now the leading platform for standardized and automated development environments. In 2024, we quadrupled enterprise revenue, signed several seven-figure contracts with F500 companies, launched our AI-first product architecture and, most importantly, discovered our authentic rhythm. In 2025, we amp up our ambition.

We're a talent-dense group of people who transform how software is created, working to empower every company, every team, and every individual to succeed in a software-first world.

We care deeply, and for many of us, building Gitpod is our life's work.

This is the best time to join the company. We've found product-market-fit and are scaling with high intensity towards repeatable go-to-market fit. Our operating principles are an honest representation of how we build relationships and make decisions. We choose colleagues carefully based on merit and their authentic alignment with those principles. If this excites you, we would love for you to apply.

Role responsibilities

We hold our operating principles as the standard that we drive towards. Joining Gitpod means you have ownership around forming our culture by living out these principles and holding others accountable towards them.

In addition, here are the main areas of focus :

End-to-end Ownership : Own end-to-end pipeline generation, ABM strategies, and nurturing across all channels in close collaboration with field marketing. Devise data-driven experiments and optimization strategies to identify highest leverage pipeline opportunities.
Maximize effectiveness : Partner with Business Development Reps to maximize effectiveness through improved processes, automation, and tooling; develop targeted prospecting strategies, continuously reviewing and optimizing outreach performance.
Cross-functional collaboration : Collaborate closely with COO and work cross-functionally with our product / design / engineering organisation to optimize the self-serve funnel, implement growth loops, and design activation strategies that convert product usage into sales opportunities.
Media Strategy : Develop and execute paid media strategy across channels (LinkedIn, Google Ads, newsletter sponsorships, podcast ads); optimize budget allocation based on performance metrics, manage agency / contractor relationships, and continuously test new channels and approaches to improve CPL and conversion rates.
GTM tech stack and growth : Lead the development and maintenance of our GTM tech stack and growth infrastructure, ensuring robust lead enrichment, scoring, and routing while maintaining high data quality; coordinate with Data Engineering to build scalable, automated solutions.

At the end of your first 30 days, you will have :

Gained a solid understanding of our growth channels, metrics, and processes / systems, and provided an assessment including immediate improvements

Completed a review of our current BDR operations, existing automations, processes, and tools, with specific recommendations for quick-wins

Established strong working relationships with key stakeholders (Sales, OPM, Data, Product) through 1 : 1s and team sessions, demonstrating clear understanding of their needs and constraints

Developed good understanding of our product, target personas, and value proposition, and can independently speak to our positioning and GTM motion

Created initial 60-90 day plan based on learnings, with concrete hypotheses to test, prioritized by expected impact and effort

About you

You work in alignment with our operating principles. Our operating principles unite everybody at Gitpod to make grounded, high-quality decisions in uncharted territory. We hold them high, evolve them as we evolve, and integrate them into everything we do. We expect everyone at Gitpod to actively use the principles as the playbook for how they make decisions and build relationships.

You relentlessly build for outsized impact. You approach growth as both an art and a science. You thrive on hypothesis-driven experimentation, quickly testing assumptions and learning from outcomes. While you love data, you know when to act with imperfect information rather than wait for certainty. You get energy from both strategic thinking and tactical execution, and have proven your ability to build scalable growth processes that balance quick wins with systematic improvements.

You're a proactive problem solver. You have a knack for spotting problems and opportunities that others miss, consistently finding elegant solutions to complex challenges. Rather than waiting for direction, you take initiative on high-impact projects and turn creative ideas into practical results. You've repeatedly demonstrated your ability to identify inefficiencies, propose improvements, and most importantly, drive them to completion.

You're a commercially-minded collaborator. You combine strong business acumen with a deep understanding of B2B SaaS growth drivers. You have a proven track record of driving complex cross-functional projects to completion, working effectively across Sales, Marketing, Product, and Data teams. Your strength lies in translating between business objectives and technical requirements while leading initiatives through influence rather than authority.

Additionally, we're looking for someone with most of the following experience :

Significant experience building and scaling B2B SaaS growth engines at early-to-mid-stage companies ($1-10M ARR) with technical personas

Strong track record of owning and optimizing multiple growth channels simultaneously (e.g., product-led, paid, classic demand gen)

Direct partnership with sales teams to enable and optimize BDR / SDR operations

History of implementing and managing growth tech stacks (e.g., Salesforce, marketing automation tools, enrichment platforms)

Examples of successful experimentation and optimization projects with clear business impact

Evidence of cross-functional project leadership, particularly in resource-constrained environments

Background that combines both commercial and operational experience (e.g., time in sales / revenue operations roles)

We use these tools and expect you to have familiarity with most of them :

Salesforce

Relevance.ai, Apollo, Clay, Zapier, customer.io

Apollo, LinkedIn Sales Nav, Heyreach

Segment, Hex, Metabase, Mixpanel

Benefits

Remote-first, flexible work day

Flexible paid time off including holidays that are most meaningful to you

Parental leave for all parents

Employee-friendly equity terms (extended exercise)

Health insurance (country-specific)

Retirement (country-specific)

Wellness allowance

Premium work-from-home equipment

Regular company off-sites

Interview process

We are remote-first and so is our hiring process. Contingent on schedules, we aim to complete the entire process in about 2 weeks. We are conscious of your time and are committed to being as efficient as possible.

We'll kick the process off with an intro call to see if there is mutual interest in moving forward.

Next, you'll complete a series of interviews designed to thoroughly evaluate our mutual compatibility.

Hiring manager

Head of people

Peer chat

Project and panel presentation

References and background check - Before moving to an offer, we'll set up video calls with 3 direct managers and / or senior leaders that can speak to your performance. Additionally, we will run a full background check (location dependent)

Gitpod provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.

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