Principal Product Manager, Growth

About ZoomInfo

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You'll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won't just contribute — you'll make things happen, fast.

The Opportunity

Own a Growth Portfolio and Set the Pattern the Rest of the Team Inherits

ZoomInfo built the industry's most sophisticated GTM data platform. The next frontier is turning every visitor into revenue without waiting on a human handoff — a coherent self-serve journey that activates a non-customer in minutes, converts consumption into upgrade, and routes high-intent signals back to sales when a human will close more than they distract.

You'll define the multi-quarter thesis on which channels compound, the operating rhythm the rest of the growth PM team inherits, and the ZoomInfo POV on how buyers discover us in an AI-first world.

The impact is immediate and compounding. Every signup you activate, every credit you cause to be consumed, every transaction, every PQL you route, every "buy more" event you trigger is revenue — and every operating pattern you set multiplies across the growth PM group. We've adopted a consumption-first monetization model and a unified entry-point thesis across the company, and we run weekly: if your hypothesis can't be falsified inside a sprint, it isn't a hypothesis. This is a rare opportunity to own a P&L-shaped surface with full air cover to ship fast, learn in public, re-pivot when the data turns — and to define the growth PM craft as ZoomInfo scales it.

What You'll Do

Own the Portfolio End-to-End

Take a portfolio-scope growth surface — and own it from first impression to revenue. Define the entry points, the activation milestones, the monetization moments, and the sales-assist signals across the channels that make up the portfolio. Drive the user experience across surfaces: landing, signup, in-product onboarding, empty states, upgrade modals, paywalls, lifecycle communication, and the agent-readable / LLM-discovery surfaces that are becoming primary. You own the funnel chart; you own the why behind every drop.

Set the Multi-Quarter Growth Thesis

Beyond weekly experiments, own 4-8 quarter bets on which channels compound and which retire. Publish a written POV on where PLG distribution is heading (LLM-first discovery, MCP-as-channel, agent-readable onboarding, partner-driven trials) and defend the sequencing to the exec team. Rebalance investment across the portfolio quarterly based on unit economics, not the loudest channel.

Run Experimentation as the Operating Rhythm — and Set the Rhythm for the Team

Ship 8-10 experiments per sprint. Pre-register the hypothesis, the metric, the success threshold, and — critically — the invalidation signal. Read results weekly, kill what doesn't work, double down on what does, and keep a written record so the team compounds learning instead of repeating it. Your rubric, your retro format, and your invalidation-signal standard become the template the rest of the Growth PM group inherits. Translate results into concrete changes: copy rewrites, schema tweaks, pricing changes, new flows, retired ones. Close the loop with engineering, design, and analytics inside the same week.

Design Self-Serve as a First-Class Path

Most users on your portfolio never speak to sales before they hit a "buy more" moment. Your in-product copy, paywall framing, empty states, activation paths, and upgrade triggers are the product. Apply growth-engineering rigor — credit economics, consumption pacing, signal routing, lifecycle messaging, intelligent gating — so the right offer lands in front of the right user at exactly the right moment. Hand high-intent users to sales with a clean signal; absorb low-intent users with a clean self-serve path.

Diagnose the Funnel With Data, Not Vibes

Data is your default tool, not a thing you ask analytics to do for you. You independently analyze the funnel, segment the cohort, find the leak, and propose the fix — then validate it with an experiment. You know when to trust a 5% lift and when to call it noise. Just as important: you know when to zoom out from a specific funnel drop to a portfolio-level rebalance, and can defend that call.

Shape the Monetization Mechanic

You'll design the credit economics of your portfolio: what's free, what's gated, what gets a "buy more" prompt, what triggers a PQL. You'll model the unit economics — credit cost, revenue per credit, upgrade rate, expansion rate — and you'll defend the pricing decisions in front of finance and sales leadership with the math.

Orchestrate Across Sales, Marketing, and CS

Self-serve doesn't mean alone. You'll route PQLs into the right hands (AE, SC, AM, or no one), partner with marketing on acquisition and lifecycle, and work with CS to understand why activated users churn before upgrade. You'll run the operating cadences that keep your portfolio aligned with the broader PLG portfolio without becoming a meeting machine.

Multiply the Team

Help hire and calibrate the Sr Growth PMs owning adjacent loops. Coach them into ownership. Your retro is their template; your experiment quality is their bar. Raise the craft of the whole Growth PM group as it scales.

Stay Honest About What's Working

Write retrospectives that name the wrong calls as cleanly as the right ones. Update your priors publicly when the data turns. Hold strong opinions weakly. The team that ships the most experiments isn't the team that's right the most — it's the team that updates the fastest.

What You'll Bring

• 8–12 years of product management experience, with 4+ years specifically in growth, PLG, or self-serve product roles
• Direct P&L ownership at portfolio scope — a loop or portfolio you've driven from <$X to >$Y with your name on the number, not a feature inside someone else's loop
• Experience presenting to CEO / CRO / CFO / board on growth mechanics — the credit-economics deck, the funnel narrative, the "kill this bet" moment
• Track record of hiring, mentoring, or calibrating other growth PMs — comfortable being the bar
• You're a builder. You ship landing pages, signup flows, and in-product experiments — not specs that sit in Jira. You sit with designers and engineers, write copy, and prototype with code.
• AI-fluent with a public POV. You understand that LLMs are becoming a primary discovery surface. You have opinions — publishable ones — about agent-readable flows, MCP-as-distribution, GEO/AEO, and how an AI agent's recommendation impacts a funnel.
• Marketing-fluent. You hold your own with SEO, paid acquisition, content, and lifecycle marketing teams as a peer, not a consumer.
• Demonstrated track record of running structured experimentation (A/B tests, multivariate, holdouts, pre/post) at sprint cadence — including at cohort sizes where 50/50 doesn't have power
• Strong analytics fluency — comfortable in Snowflake without analyst hand-holding
• Working knowledge of consumption-based pricing, credit economics, freemium mechanics, and PQL frameworks
• B2B SaaS background; data, GTM, or sales-tech domain experience is a plus but not required

Who You Are

Core Competencies

Funnel Foundation. Expert-level understanding of full-funnel growth. You can reason about activation rates, time-to-value, retention curves, credit economics, upgrade triggers, and PQL signal quality with depth. You've owned a growth loop — or portfolio — in production. SQL and analytics fluency let you diagnose a funnel drop, prototype the fix, and validate it in the same week.

Portfolio Thinking. You reason about ToF (or an equivalent surface) as a portfolio of channels with different unit economics, decay curves, and compounding dynamics — not a single funnel. You rebalance investment quarterly based on where marginal dollars return the most, and you can defend the rebalance to leadership with the math.

Experimentation Discipline. You don't ship without a hypothesis. You pre-register the metric and the invalidation signal before the test runs. You read results honestly, kill losing variants without ego, and document learnings so the team compounds knowledge instead of relitigating settled questions. You know the difference between an experiment and a launch — and you can tell when each is the right move.

Category POV. You have a public, defensible point of view on where PLG distribution is heading — agent-readable surfaces, MCP-as-channel, GEO/AEO, LLM-first onboarding — grounded in benchmarks from peer companies (Clay, Linear, Vercel, Cursor, Notion), not just internal data. That POV shows up in the roadmap.

Distribution Mindset. Experience designing growth surfaces where sales teams, marketing teams, and self-serve users are simultaneously your customers. You measure success through revenue, consumption, and expansion velocity, not screens shipped. You understand growth economics: each additional entry point, freemium offer, or AI trial compounds in value through shared activation patterns, amortized acquisition costs, and recurring consumption network effects.

Operational Velocity. You read