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)
Role Purpose
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 & ExperienceAspectRequirementsEducationBachelor's degree in Business Administration, Marketing, or related field; MBA preferredExperience5–8 years in growth leadership, revenue operations, or sales/marketing leadership (B2B preferred)Leadership Experience2–4 years managing teams (5+ people): sales, marketing, customer successIndustry KnowledgeUnderstanding of construction materials, architectural glass,.facade solutions, or building products highly advantageousGTM ExperienceProven track record scaling businesses from ₹5Cr → ₹50Cr+ revenueTechnical SkillsExpert in CRM systems (Odoo/Salesforce), Google Analytics, SEO tools, performance marketing platformsData SkillsAdvanced Excel, data analysis, funnel metrics, revenue forecastingLanguagesFluent in English and Hindi; Gujarati is a plusSoft SkillsStrategic thinking, leadership, communication, negotiation, accountability, data-driven decision-making, resilienceKey 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
Track Record Expected
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 MetricsMetricTarget (Phase 1: ₹4–10Cr)Target (Phase 2: ₹10–25Cr)Target (Phase 3: ₹25–50Cr)Revenue Growth150–200% YoY100–150% YoY80–100% YoYPipeline Generated₹15–25Cr/month₹40–60Cr/month₹80–120Cr/monthLead-to-Close Rate15–20%20–25%25–30%CAC (Customer Acquisition Cost)<₹25,000/project<₹20,000/project<₹15,000/projectLTV:CAC Ratio3:1 minimum4:1 minimum5:1 minimumSales Team Performance80%+ hit quota85%+ hit quota90%+ hit quotaRevenue Forecast Accuracy85%+90%+95%+Customer Retention70%+ repeat/referral80%+ repeat/referral85%+ repeat/referralOrg 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)
Tech Stack You'll Own
- 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
Growth Path
- 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
What We Offer
- 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)
How to Apply
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
