---
type: JobPosting
title: Head of Growth
company: Usul
category: growth-marketing
seniority: VP
contractType: FULL_TIME
remote: ONSITE
location: San Francisco, CA
salaryMin: 200000
salaryMax: 280000
salaryCurrency: USD
market: USA
postedAt: 2026-06-02
applyUrl: "https://www.ycombinator.com/companies/usul/jobs/XSkZCkX-head-of-growth?utm_source=syn_li"
canonical: "https://www.growthtalent.org/empleos/growth-marketing/usul/head-of-growth-usul"
---

# Head of Growth

**Usul** · San Francisco, CA

<!--rich-->{"tags":["B2B SaaS","AI/Defense Tech","On-site SF","VP-level","$200K-$280K","Early-stage","Full GTM ownership"],"challenge":"Usul is the Amazon for Government-helping companies sell to 60+ allied nations. You'll build the growth machine that scales this $5M ARR platform to IPO, competing in the most traditional industry on earth with Silicon Valley speed.","objectives3m":["Map full-stack growth architecture: audit current outbound/inbound channels, identify 2-3 quick wins to prove system ROI within 30 days","Stand up scalable outbound engine using Clay/Amplemarket/Apollo with initial 500+ prospect list, sequencing, and personalization playbook running by week 8","Implement inbound orchestration workflow (web→CRM→sales routing) with attribution tracking and conversion funnel visibility across both commercial and .gov audiences","Launch 2-3 SEO/content experiments targeting high-intent government procurement keywords with measurable pipeline impact"],"objectives6m":["Scale outbound to 2,000+ qualified prospects in motion across 3+ targeted segments with 10%+ reply rate and 3%+ meeting rate benchmarks","Build inbound pipeline system generating 30%+ of qualified meetings through optimized landing pages, event capture, and content distribution","Establish end-to-end SEO machine: 50+ programmatic pages live, organic traffic growing 40% QoQ, 5+ high-intent keywords ranking top 3","Document and operationalize all growth systems in internal playbooks; hand off at least 3 processes to non-technical team members"],"kpis":[{"metric":"Pipeline Velocity (ACV × conversion rate × deal cycle)","description":"Track end-to-end time from prospect touch to qualified meeting, segmented by outbound vs. inbound and buyer type."},{"metric":"Outbound Engine Metrics (reply rate, meeting rate, cost per meeting)","description":"Weekly benchmarking of list quality, sequence performance, and personalization impact across Clay/Amplemarket/Apollo systems."},{"metric":"Inbound Conversion Funnel (web visitor → email capture → meeting)","description":"Measure landing page performance, form submission rates, and automated routing efficiency for both commercial and government segments."},{"metric":"SEO/Organic Contribution (organic visits, keyword rankings, organic-sourced pipeline %)","description":"Monthly tracking of programmatic page performance, target keyword progress, and organic traffic attribution to closed deals."},{"metric":"Growth Efficiency Ratio (New ARR / Growth spend)","description":"Quarterly snapshot of how efficiently growth investments convert to revenue."}],"tools":["Clay","Amplemarket","Apollo","Default","Figma","Google Analytics","Salesforce","Zapier"],"team":{"manager":"Founder/CEO (implied)","current":"Small, elite early-stage team (team composition not specified)","hiring":"New role to scale next phase of growth"},"compensation":{"salary":"$200K-$280K base","variable":null,"equity":"Likely; not specified","remote":"On-site, San Francisco, CA. Full-time."},"benefits":["Work with Fortune 500 defense contractors, U.S. government, and NATO as customers","High-ownership VP role with direct founder access in pre-IPO scaling phase","Hands-on growth role: build systems and run experiments yourself, not just manage","Young, ambitious team culture in a traditionally conservative industry","Exposure to national security and defense tech space"],"company":{"about":"Usul is an AI platform helping companies identify, pursue, and win government contracts across 60+ allied nations. Launched 1 year ago and already hit $5M+ ARR with Fortune 500 contractors, U.S. government, and NATO as customers. They're bringing Silicon Valley speed and modern tech to one of the world's most traditional industries.","founded":null,"headcount":null,"funding":null,"customers":"Fortune 500 government contractors, U.S. government, NATO","culture":"Small, elite team with high standards and low ego. Young (mostly in 20s), action-biased, fun to work with. Building in a contrarian space with genuine Silicon Valley energy."},"forYouIf":["You've built outbound engines from scratch in Clay, Amplemarket, or Apollo-hands-on, not delegated","You obsess over B2B funnels, attribution, and metrics across complex deal cycles","You're genuinely excited by national security, defense tech, or government procurement (or willing to get obsessed)","You move fast in ambiguity, ship experiments quickly, and don't need permission to vibe-code a workflow","You want VP-level ownership in a pre-IPO growth phase with direct founder access"],"wontWorkIf":["You need remote flexibility or want to be anywhere but SF on-site","You've only managed growth teams-you need hands-on execution experience with the actual tools","You're risk-averse or uncomfortable operating in an emerging, regulated space (defense/government)","You need a fully built team and clear playbooks on day one (this is greenfield GTM architecture)"],"interviewProcess":[{"step":"Intro Call","detail":"15 min screening with recruiting or ops"},{"step":"Founder Culture Call","detail":"15-30 min with founder(s); in-person preferred if in SF"},{"step":"GTM Technical","detail":"45 min deep-dive on growth systems, tools, metrics, and approach to building outbound/inbound engines"},{"step":"2-3 Day Work Trial","detail":"Hands-on project to demonstrate systems-building and execution speed"},{"step":"Offer","detail":"Close"}]}

[Apply →](https://www.ycombinator.com/companies/usul/jobs/XSkZCkX-head-of-growth?utm_source=syn_li)

---

Canonical: https://www.growthtalent.org/empleos/growth-marketing/usul/head-of-growth-usul