Head of Growth & Digital Acquisition

About the role

We automate guest check-in, identity verification and legal compliance for short-term rentals and hotels across Southern Europe. We close several hundred new customers a month from a mostly inbound engine, sold by a team of 15 Account Executives.

You will run that engine: every acquisition channel, the journeys that connect them, the measurement that proves what works, and the people who operate each channel. Each channel has its own P&L, and you own the consolidated one. You report to the CEO and work side by side with the Head of Sales. A lead only counts when Sales accepts it.

Your first 90 days

Lead volume is high, but quality dropped last quarter because ad platforms optimise for form fills, not customers. Your first job is to make the whole engine optimise for revenue.

• Audit tracking end to end (tags, consent mode, UTM governance, sign-up events, HubSpot lifecycle stages, deal attribution) and deliver one source of truth from first touch to closed-won.
• Close the loop with ad platforms: server-side tagging, Meta Conversions API, Google Enhanced Conversions and offline conversion imports from HubSpot, so bidding learns from revenue.
• Agree MQL and SQL definitions, lead scoring and routing SLAs with Sales, in writing, and rebuild qualification so every lead that reaches an AE is one they want.
• Set up a P&L per channel and move budget weekly on marginal cost per SQL, not on habit.
• Hire and onboard your channel managers, each with a 90-day plan and a number.

What you own after that

• Channel mix and budget: paid search, paid social, affiliates and partner marketplaces (PMS integrations), social and content, lifecycle email, events and webinars. You decide what grows, what gets cut and what gets tested next.
• User journeys: by segment (individual hosts, property managers, hotels) and by trigger (new regulation, tourist tax, ID verification, seasonality), with one consistent message from ad to landing page to demo.
• Measurement and attribution: GA4 and BigQuery, HubSpot attribution, incrementality tests and, when spend justifies it, a lightweight media mix model.
• Conversion: landing pages by intent and market, forms, sign-up and checkout flows, and an experiment roadmap with documented results.
• Lifecycle and adoption: HubSpot workflows for nurture, activation and feature adoption, built with Customer Success.
• Multi-market execution: Spain, Italy, Portugal and France first, with localised messaging, landing pages and campaigns, not translations.

The team you lead

• Affiliate & Partner Marketing Manager: affiliates, PMS marketplaces, creators and partner P&L.
• Social Media & Content Production Manager: qualified audiences, video and visual production, social P&L.
• Paid media (in-house or agency): Google Ads, Meta and LinkedIn, bidding on revenue signals.
• Design and AI tooling: creative at volume, templates and AI-assisted production.

The team is small by design and AI-native: you automate research, creative variants, reporting and lead enrichment before asking for headcount.

How we measure success

• SQL per month and cost per SQL, by channel and blended.
• Lead-to-SQL and SQL-to-customer conversion back to first-half-of-year levels by month 4.
• Blended CAC and CAC payback.
• Marketing-sourced new MRR, by market and segment.
• Contribution margin per channel: positive, or with a dated plan to get there.
• At least 4 documented experiments a month across the team.

Must-have

• 7+ years in B2B SaaS growth or performance marketing, including 3+ leading a multi-channel in-house team.
• Ownership of a six-figure annual paid budget across at least three channels, reported as CAC, payback and revenue.
• Hands-on implementation of server-side tracking and offline conversion feedback.
• Cross-channel journeys you designed, with before-and-after numbers.
• Multi-market experience in Europe. Fluent English; Spanish or Italian is a strong plus.

Your stack

Google Ads (Search, Performance Max, Enhanced Conversions), Meta Ads Manager (CAPI, Advantage+), LinkedIn Campaign Manager, Google Tag Manager web and server-side, consent mode v2, GA4, BigQuery, Looker Studio, HubSpot Marketing and Sales Hub, VWO, Optimizely or GrowthBook, Hotjar or Clarity, Webflow or WordPress, and Claude, ChatGPT, Clay, Make or n8n every day. SQL is expected; Python is a plus.

Nice-to-have

• Travel tech, hospitality, PMS or marketplace experience.
• Product-led or self-serve funnels alongside a sales-led motion.
• Regulation-driven demand (compliance, tax, legal deadlines) as an acquisition trigger.

Not a fit if

• You run marketing through agencies and review their reports.
• Your success stories are about awareness, followers or MQL volume without revenue underneath.
• You need a large team to execute.

What we offer

• Fixed compensation plus a quarterly variable tied to marketing-sourced new MRR and blended CAC. Ranges are shared in the first call.
• Full-time contractor or local employment through an EOR, depending on your country.
• Remote work, with occasional travel to the team and industry events.

How we hire

A 30-minute call, then a 72-hour case on anonymised real data, then a 90-minute defence with the CEO and the Head of Sales. Decision within a week.