The Challenge
Otter powers delivery for restaurants globally-from Chick-fil-A to Eataly. As Head of Growth Marketing, you'll own a $XM+ performance budget and architect the acquisition engine that drives revenue growth across paid social, search, and emerging channels in a fast-moving, high-ambiguity environment.
Your Mission
Audit current performance marketing spend across Meta, Google, and display channels; identify 2-3 quick wins and reallocation opportunities to improve CAC efficiency by 15-20%
Build a quantitative experimentation roadmap with prioritized A/B tests for landing pages, ad creative, and audience segmentation-launch first 5 experiments with clear hypotheses
Establish baseline attribution model using GA4/Mixpanel/Looker; document current funnel metrics and CAC by channel for forecasting accuracy
Align cross-functionally with Product, Growth, Brand, and Sales on Q1 growth strategy, target CAC, and monthly reporting cadence
Scale CAC-positive Meta Ads and Google Ads programs by 30-40% while maintaining or improving unit economics; demonstrate 2x+ ROAS minimum
Launch and optimize 2-3 new acquisition channels (emerging platforms, automation tools, AI-powered solutions) and measure incremental impact on pipeline
Implement advanced attribution and incrementality testing; shift 20% of budget allocation based on data-driven insights vs. intuition
Present quarterly growth strategy to leadership with clear channel mix recommendations, long-term customer acquisition models, and 12-month revenue forecast
KPIs You'll Own
CAC by Channel
Customer acquisition cost for Meta, Google, display, and emerging channels-track monthly trends and efficiency vs. targets
ROAS (Return on Ad Spend)
Revenue generated per dollar spent across paid channels; maintain 2x+ ROAS minimum across portfolio
Conversion Rate by Funnel Stage
Track landing page, signup, trial, and paid conversion rates; identify and optimize bottlenecks
Attribution & Incrementality
Model true channel contribution and test incrementality to avoid wasting budget on non-incremental spend
Monthly Spend Pacing vs. Budget
Ensure efficient burn rate and ROI targets are hit; weekly cadence review with leadership
Tools & Stack
Your Team
Your Manager
Not specified-likely Chief Revenue Officer or VP Product/Growth
Current Team
Not specified-implied cross-functional collaboration with Product, Growth, Brand, and Sales teams
New leadership role to scale performance marketing operation
The Package
Salary
$200K-$280K base
Variable
Likely 20-30% performance bonus tied to CAC and revenue targets
Equity
Typical for VP-level SaaS role; estimate 0.25-0.5%
Remote
On-site, 5 days/week in Los Angeles office
Benefits & Perks
Company Intelligence
Otter is restaurant software that powers online food delivery for global brands including Chick-fil-A, Ben & Jerry's, KFC, and Eataly. The platform increases sales, reduces order issues, and decreases delivery headaches. Founded to help restaurateurs succeed in the digital economy.
Customers
Chick-fil-A, Ben & Jerry's, KFC, Eataly, and thousands of restaurants globally
Culture
In-person, innovation-driven, fast-iteration, high-ownership mentality
Is This Role For You?
- You've scaled $M+ annual ad spend at a $50M+ ARR SaaS, marketplace, or high-growth startup and obsess over CAC efficiency
- You're a quantitative operator who codes in SQL, builds funnels in spreadsheets, and thinks in A/B tests-not intuition
- You thrive in high-ambiguity environments and can move fast while maintaining discipline and measurement rigor
- You communicate clearly to senior stakeholders and can influence cross-functional teams without formal authority
- You want real ownership of a major growth lever with direct impact on company revenue and strategy
- You need remote flexibility or hybrid work-this is 5 days/week on-site in LA with no exceptions
- You're uncomfortable with SQL, Excel, and hands-on analytics-this role demands technical depth, not just theory
- You prefer brand-only marketing or creative-led storytelling over performance metrics and rigorous experimentation
Interview Process
Initial Screen
Hiring manager conversation on performance marketing background, scale of budgets owned, and growth philosophy
Case Study Deep Dive
Walk through a specific campaign you scaled-CAC, ROAS, funnel optimization, attribution, and lessons learned
Cross-Functional Interviews
Conversations with VP Product, Head of Sales, and Finance to assess alignment, communication style, and strategic thinking
Senior Leadership Conversation
CEO or CRO discussion on growth strategy, long-term vision, and how you'd think about Otter's channel mix
Ready when you are
Interested in this role?
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Context
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.