The Challenge
Onoff is a European neo-telecom reinventing mobile communication by blending software velocity with carrier-level reliability. You'll own the full consumer growth stack—from positioning through monetization—turning app features into subscription revenue as they scale Onoff Mobile.
Your Mission
Map and refine B2C positioning across all consumer apps; test messaging in ads, store listings, and website to establish clear differentiation vs competitors
Audit current monetization funnel (free→paid, trials, paywalls, upsells); identify quick wins and design 3-month optimization roadmap
Define lifecycle strategy and segment strategy; build CRM playbook for onboarding, conversion, and retention messaging
Establish baseline KPIs across acquisition, activation, conversion, and LTV; set 3-month targets
Launch optimized pricing, packaging, and paywall strategy; achieve target free-to-paid conversion rate and ARPU growth
Build and scale organic growth channels (ASO, referral, partnerships); achieve 20%+ of new activations from organic
Execute full-funnel paid acquisition strategy with acquisition lead; hit CAC and payback period targets
Establish premium European brand perception through consistent storytelling, trust-building, and product communication across all touchpoints
KPIs You'll Own
Free-to-Paid Conversion Rate
% of activated users converting to paid subscription; track by cohort and segment.
Customer Acquisition Cost (CAC)
Total marketing spend divided by new paying customers; benchmark against LTV payback period.
Monthly Recurring Revenue (MRR) from B2C
Direct revenue from consumer subscriptions; primary commercial accountability metric.
Lifetime Value (LTV)
Total expected revenue per user across their lifecycle; critical for unit economics and growth investment decisions.
App Store Ranking & Install Volume
ASO performance and organic install velocity; leading indicator of market traction.
Churn Rate & Retention Cohorts
% of paying users retaining month-over-month; measured by cohort to track engagement improvements.
Net Revenue Retention (NRR)
Revenue from existing customers (including expansion) as % of prior month revenue; shows health of upsell and expansion.
Tools & Stack
Your Team
Your Manager
Likely CEO or Chief Product Officer (not specified; clarify in first conversation)
Current Team
Likely small team (company is 120 headcount); may include acquisition lead, product manager, designer
New role; building out B2C marketing function as Onoff enters scale phase
The Package
Salary
€75K-€95K base
Remote
Hybrid • Paris, France (presence in Paris and Tallinn offices)
Benefits & Perks
Company Intelligence
Onoff is a European neo-telecom and SaaS company reinventing consumer communication by running consumer-grade apps on real telecom infrastructure. Founded by Taïg Khris with teams in Paris and Tallinn, they operate live B2C products and are entering a new scale phase with Onoff Mobile and a reinforced consumer monetization strategy.
Team Size
120
Culture
Product-driven, European, blending software velocity with carrier-level reliability
Is This Role For You?
- You've scaled B2C SaaS, apps, or subscription products from early traction to meaningful revenue
- You understand mobile monetization (paywalls, freemium logic, pricing, upsells) and can challenge product choices with revenue data
- You own full-funnel thinking—from brand positioning through CRM lifecycle—and see them as interconnected, not siloed
- You're comfortable in ambiguity and bias toward experimentation; you ship fast, measure rigorously, iterate
- You're a pure brand marketer uncomfortable with metrics, P&L accountability, or ruthless prioritization
- You need a large established team immediately; this is a build-and-scale role requiring scrappiness
- You don't speak or want to learn the language of product, pricing, and monetization mechanics
Interview Process
Screening Call
Clarify your B2C and SaaS scale experience; assess fit on monetization mindset and full-funnel thinking
Strategy Case
Likely a real or hypothetical B2C growth challenge; expect to discuss positioning, monetization, and channel strategy
Stakeholder Meetings
Meet with CEO/CPO and Product Lead to align on strategy, expectations, and team structure
Reference Calls
Expect reference calls on your revenue impact and team-building capability
Interested in this role?
Apply now and hear back within days, not weeks.
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About Growth Marketing Roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.