The Challenge
Otter powers delivery for restaurants globally-from Chick-fil-A to Ben & Jerry's. You'll own their entire performance marketing engine, managing $M+ in annual ad spend across paid social, search, and emerging channels to drive measurable revenue growth.
Your Mission
Audit current paid acquisition performance across Meta and Google; identify immediate CAC optimization opportunities and quick wins
Build comprehensive attribution model using GA4/Mixpanel/Looker to establish baseline metrics and forecasting infrastructure
Design and launch first wave of A/B tests on landing pages, ad creative, and audience segmentation across top-performing channels
Establish weekly/monthly reporting cadence and present growth strategy roadmap to leadership
Scale CAC-positive acquisition programs; demonstrate 15-20% improvement in channel efficiency vs. baseline
Develop full-funnel experimentation roadmap with 12+ active tests; prove out 3-4 high-impact optimization wins
Evaluate and integrate 2-3 new channels or automation tools; document ROI and integrate into core strategy
Partner with Product and Sales to align on customer quality metrics; improve downstream retention or LTV signals
KPIs You'll Own
Customer Acquisition Cost (CAC)
Track cost-per-acquisition across all paid channels; target consistent improvement and channel-level benchmarking.
Return on Ad Spend (ROAS)
Measure revenue generated per dollar spent; establish minimum thresholds by channel and campaign.
Conversion Rate by Funnel Stage
Monitor and optimize conversion rates from ad impression through sign-up, activation, and first transaction.
Budget Efficiency & Pacing
Ensure spend aligns with forecasts and maintains consistent daily/weekly pacing to avoid waste or underspend.
Lifetime Value (LTV) to CAC Ratio
Track the long-term profitability of acquisition; maintain healthy LTV:CAC ratios (target 3:1 or better).
Tools & Stack
Your Team
Your Manager
SVP/VP of Growth or Chief Revenue Officer (inferred; not explicitly stated)
Current Team
Not specified; likely includes paid media managers, analysts, and creative team
New backfill for Head of Growth & Performance Marketing role
The Package
Salary
$180K-$240K base
Remote
On-site, San Francisco office, 5 days per week
Benefits & Perks
Company Intelligence
Otter powers online food delivery for restaurants globally, including enterprise brands like Chick-fil-A, Ben & Jerry's, KFC, and Eataly. The platform helps restaurateurs increase sales, reduce order issues, and streamline delivery operations. Part of a larger portfolio (CSS reference suggests corporate parent).
Customers
Chick-fil-A, Ben & Jerry's, KFC, Eataly, and thousands of independent restaurants
Culture
In-person, collaborative innovation culture; emphasis on being in the office 5 days/week to drive ideation and rapid product development
Is This Role For You?
- You've run $M+ annual ad budgets with proven CAC-positive results across Meta and Google Ads at scale
- You thrive in fast-growth, high-ambiguity environments and love testing your way to answers
- You're comfortable with SQL, analytics tools (Looker, GA4, Mixpanel), and can own attribution end-to-end
- You want to be a true strategic partner to leadership-not just a channel manager-and shape long-term growth strategy
- You've operated in B2B SaaS, marketplaces, or consumer tech at $50M+ ARR; you understand systemic growth
- You're looking for remote work; this role requires 5 days/week in San Francisco
- You lack hands-on experience managing large paid ad budgets ($M+) or have only worked in agency/vendor roles
- You're uncomfortable with SQL, analytics, and diving deep into data; this role demands analytical rigor
- You prefer individual contributor work over cross-functional leadership and influence at the executive level
Interview Process
Initial Screening
Recruiter call to confirm background, performance marketing experience, and on-site commitment.
Portfolio & Case Study Review
Walk through a major paid acquisition campaign you've built; discuss CAC, ROAS, optimization, and learnings.
Hiring Manager Deep Dive
VP/Head of Growth interview covering strategy, full-funnel thinking, cross-functional collaboration, and vision for Otter.
Executive Stakeholder Conversation
Meet with senior leadership (likely CEO, CFO, or CRO) to discuss growth strategy, market positioning, and long-term roadmap.
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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.