Here's a comprehensive **Job Description for Head of Growth** at **Glassentials** (and adaptable for other ventures), designed for scaling your architectural glass business from ₹4Cr to ₹100Cr with ownership of the full revenue engine:
- *Job Description: Head of Growth**
- *Company:** Glassentials (and associated ventures)
- *Location:** Ahmedabad, Gujarat
- *Job Type:** Full\-time
- *Reports To:** Chief Operating Officer (COO) / Business Owner
- *Level:** C\-Suite / Senior Leadership (P\&L Ownership)
The Head of Growth will own and drive Glassentials' entire revenue acquisition engine, aligning marketing, sales, and customer success to accelerate growth from ₹4Cr to ₹100Cr. You'll build and execute the go\-to\-market (GTM) strategy, own the demand generation funnel, manage the sales pipeline, and ensure predictable revenue growth while maintaining strong unit economics and profitability. This is a strategic leadership role with P\&L ownership.
- *Key ResponsibilitiesGrowth Strategy \& GTM Leadership**\[growthahoy]
- Own and execute the **overall growth strategy** and go\-to\-market (GTM) plan aligned with company vision\[growthahoy]
- Define **revenue targets**, growth KPIs, and quarterly OKRs for the growth team\[forbes]
- Build **scalable growth systems** that work without founder dependency\[linkedin]
- Develop **market positioning** and competitive strategy for architectural glass \& facade solutions\[growthahoy]
- Identify **new market opportunities**: geographic expansion, product diversification, vertical expansion\[growthahoy]
- Lead **strategic planning** for business expansion (5\+ metro cities, new product lines)\[growthahoy]
- *Revenue Operations (RevOps) \& Funnel Ownership**\[forbes]
- Own the **full customer acquisition funnel**:Awareness → Interest → Qualification → Proposal → Close → Retention\[growthahoy]
- Build and optimize **lead generation engines**: outbound prospecting, inbound marketing, partnership referrals\[growthahoy]
- Manage **sales pipeline** and ensure predictable revenue delivery month\-over\-month\[forbes]
- Implement **conversion optimization** across all funnel stages (lead\-to\-quote, quote\-to\-close)\[growthahoy]
- Track and report **unit economics**: CAC, LTV, payback period, margin per project\[growthahoy]
- Ensure **revenue forecasting accuracy** (90%\+ predictability)\[forbes]
- *Sales Team Leadership**\[forbes]
- Build, hire, and lead the **sales team**: BDRs, Account Executives, Regional Sales Managers\[growthahoy]
- Set **sales targets**, quotas, and performance metrics for each team member\[growthahoy]
- Implement **sales SOPs**, playbooks, and best practices for consistent execution\[growthahoy]
- Conduct **sales training** on product knowledge, negotiation, closing techniques\[growthahoy]
- Drive **sales culture**: accountability, outcome\-focus, high performance\[linkedin]
- Manage **sales compensation structure**: base \+ incentives \+ commission\[growthahoy]
- *Marketing \& Demand Generation**\[forbes]
- Own **marketing strategy**: brand positioning, content strategy, campaign planning\[growthahoy]
- Build **demand generation engine**: SEO, Google Ads, LinkedIn marketing, email campaigns\[growthahoy]
- Manage **content creation**: blogs, case studies, product brochures, video content\[growthahoy]
- Lead **digital marketing**: performance ads, social media, Google Business optimization\[growthahoy]
- Develop **partnership programs**: architect referrals, interior designer networks, contractor alliances\[growthahoy]
- Own **brand equity**: online visibility, reviews, testimonials, market reputation\[growthahoy]
- *CRM \& Technology Stack**\[forbes]
- Own **Odoo CRM implementation** and optimization for lead/customer management\[huneety]
- Implement **growth tech stack**: analytics tools, automation software, email platforms\[growthahoy]
- Build **data dashboards** for real\-time visibility into funnel metrics\[growthahoy]
- Ensure **CRM data accuracy** and compliance across all teams\[huneety]
- Drive **automation initiatives**: lead routing, follow\-up reminders, reporting\[growthahoy]
- *Customer Success \& Retention**\[forbes]
- Own **customer retention strategy**: post\-install support, warranty management, feedback collection\[growthahoy]
- Build **referral programs**: incentivize repeat customers for new project referrals\[growthahoy]
- Monitor **customer satisfaction**: NPS, testimonials, case study opportunities\[growthahoy]
- Drive **upsell/cross\-sell**: additional glass products, facade solutions, maintenance services\[growthahoy]
- Reduce **ch/ch/churn**: address pain points, improve service quality\[growthahoy]
- *Cross\-Functional Leadership**\[forbes]
- Collaborate with **Operations** to ensure smooth lead\-to\-delivery handoff\[huneety]
- Work with **Finance** on revenue forecasting, margin tracking, cash flow\[huneety]
- Partner with **Product/Category Head** on GTM launches for new glass products\[in.talent]
- Support **HR** in hiring, training, and performance management for growth team\[huneety]
- Align with **Founder/COO** on strategic priorities and growth initiatives\[growthahoy]
- *Performance Management \& Reporting**\[forbes]
- Report **monthly growth metrics** to leadership: pipeline, revenue, CAC, conversion rates\[growthahoy]
- Conduct **weekly sales reviews**: pipeline health, deal status, forecasting\[growthahoy]
- Run **monthly all\-hands** for growth team alignment and vision communication\[growthahoy]
- Track **team performance**: individual KPIs, coaching, development\[growthahoy]
- Implement **OKR reviews** quarterly for outcome accountability\[growthahoy]
- *Qualifications \& ExperienceAspectRequirementsEducation**Bachelor's degree in Business Administration, Marketing, or related field; MBA preferred**Experience**5–8 years in growth leadership, revenue operations, or sales/marketing leadership (B2B preferred)**Leadership Experience**2–4 years managing teams (5\+ people): sales, marketing, customer success**Industry Knowledge**Understanding of construction materials, architectural glass,.facade solutions, or building products highly advantageous**GTM Experience**Proven track record scaling businesses from ₹5Cr → ₹50Cr\+ revenue**Technical Skills**Expert in CRM systems (Odoo/Salesforce), Google Analytics, SEO tools, performance marketing platforms**Data Skills**Advanced Excel, data analysis, funnel metrics, revenue forecasting**Languages**Fluent in English and Hindi; Gujarati is a plus**Soft Skills**Strategic thinking, leadership, communication, negotiation, accountability, data\-driven decision\-making, resilience**Key Skills Required**
- Go\-to\-market (GTM) strategy and execution
- Revenue operations (RevOps) and funnel optimization
- Sales team leadership and performance management
- Demand generation (SEO, ads, email, social)
- CRM management (Odoo/Salesforce expertise)
- Data analysis and revenue forecasting
- Unit economics understanding (CAC, LTV, payback)
- Customer retention and referral strategy
- Cross\-functional collaboration
- Strategic planning and OKR management
- Hiring, training, and team development
- Negotiation and deal closing
Candidates should demonstrate
- **Revenue Growth**: Scaled a business from ₹5Cr → ₹50Cr\+ (or equivalent)\[linkedin]
- **Team Building**: Built and led sales/marketing teams (5–20 people)\[growthahoy]
- **Funnel Mastery**: Owned full acquisition funnel with measurable conversion improvements\[growthahoy]
- **GTM Success**: Launched successful product/campaign with strong ROI\[growthahoy]
- **Data Discipline**: Built dashboards, tracked KPIs, forecasted revenue accurately\[forbes]
- *KPIs \& Performance Metrics**MetricTarget (Phase 1: ₹4–10Cr)Target (Phase 2: ₹10–25Cr)Target (Phase 3: ₹25–50Cr)**Revenue Growth**150–200% YoY100–150% YoY80–100% YoY**Pipeline Generated**₹15–25Cr/month₹40–60Cr/month₹80–120Cr/month**Lead\-to\-Close Rate**15–20%20–25%25–30%**CAC (Customer Acquisition Cost)**\<₹25,000/project\<₹20,000/project\<₹15,000/project**LTV:CAC Ratio**3:1 minimum4:1 minimum5:1 minimum**Sales Team Performance**80%\+ hit quota85%\+ hit quota90%\+ hit quota**Revenue Forecast Accuracy**85%\+90%\+95%\+**Customer Retention**70%\+ repeat/referral80%\+ repeat/referral85%\+ repeat/referral**Org Structure (What You'll Lead)Phase 1 (₹4–10Cr): 5–8 People**
- Sales Coordinator/BDR (2\)
- Account Executive (1–2\)
- Content Creator (1\)
- SEO/Performance Marketing Specialist (1\)
- CRM Specialist (1\)
- Customer Success Manager (1, optional)
- *Phase 2 (₹10–25Cr): 15–25 People**
- Sales Lead (1\)
- Account Executives (4–6\)
- BDRs (4–6\)
- Content Marketing Lead (1\)
- SEO/Performance Marketing (2\)
- CRM Manager (1\)
- Customer Success Manager (1–2\)
- Regional Sales Managers (2\)
- *Phase 3 (₹25–50Cr): 30–50 People**
- VP of Sales (1\)
- VP of Marketing (1\)
- Regional Sales Directors (4–5\)
- Account Executives (10–15\)
- BDRs (8–10\)
- Marketing Team (6–8\)
- CRM/RevOps Team (3–4\)
- Customer Success Team (4–6\)
- **CRM:** Odoo (primary), Salesforce (optional)
- **Analytics:** Google Analytics, LinkedIn Insights, HubSpot Analytics
- **Marketing:** Google Ads, LinkedIn Ads, Mailchimp/HubSpot, Canva
- **SEO:** Google Keyword Planner, Ubersuggest, SEMrush
- **Sales:** ZoomInfo/Hunter (lead sourcing), Calendly (scheduling)
- **Automation:** Zapier, Odoo automation tools
- **Dashboards:** Google Sheets, Notion, Power BI
- **Direct Path:** Head of Growth → Chief Revenue Officer (CRO) → CEO
- **Alternative:** Head of Growth → VP of Sales → Head of Operations (COO)
- **Timeline:** CRO role within 3–5 years with sustained revenue growth
- **Competitive base salary** \+ significant performance bonuses (15–30% of base)
- **Equity/ownership stake** in company (for long\-term leaders)
- **P\&L ownership**: Direct control over revenue engine and growth strategy
- **Opportunity to scale** from ₹4Cr → ₹100Cr with founder support
- **Leadership exposure**: Work directly with COO/Founder on strategic decisions
- **Professional growth**: C\-suite path with mentorship and development
- **Flexible work**: Remote options, travel for client meetings/conferences
- *Ideal Candidate Profile**
You're a **strategic revenue operator** who builds systems, not just hunts deals. You think in funnels, track unit economics, and scale teams with accountability. You've seen businesses grow before and know the playbook: hire right, measure everything, optimize relentlessly. You're comfortable with ambiguity, thrive in execution mode, and want ownership over a revenue engine that can hit ₹100Cr.
- *Red Flags (What We're Not Looking For)**\[linkedin]
- Founder\-dependent decision\-maker (needs approval for everything)
- Tactics\-only thinker (no strategic vision)
- Uncomfortable with data/analytics
- Can't hire or lead teams effectively
- No track record of scaling revenue
- Doesn't understand unit economics (CAC, LTV, payback)
Interested candidates should submit their resume, **brief growth case study** (example: how you scaled revenue from X to Y), and a cover letter to \[insert email/contact]. Include "Head of Growth – Glassentials" in the subject line.
Pay: ₹35,000\.00 \- ₹55,000\.00 per month
Work Location: In person