The Challenge
Stepful is the #1 EdTech company in the U.S. (TIME 2025) training healthcare workers at scale. You'll own the entire acquisition engine—D2C and B2B channels—with a multi-million dollar budget, reporting directly to VP of Growth and building a team to hit ambitious scaling targets.
Your Mission
Audit current acquisition strategy across D2C (Meta, TikTok, YouTube, search) and B2B partnership channels; identify quick-wins and budget reallocation opportunities
Define and socialize overarching growth strategy and KPI targets with leadership; establish weekly/monthly reporting cadence and dashboards
Build and onboard core team (size TBD); clarify ownership, workflows, and experimentation framework
Launch 3-5 prioritized tests across paid social, search, and growth loops to validate hypotheses and establish baseline performance benchmarks
Achieve or exceed core growth targets (CAC, LTV, payback period, retention) with optimized budget allocation across channels
Scale D2C funnel: improve conversion rates from traffic → signup → purchase; establish cohort-level analysis and attribution model
Build and scale 2-3 repeatable growth loops (referrals, content → paid flywheels, partnerships) contributing 20%+ of new revenue
Establish innovation cadence: track platform algorithm changes, test emerging channels/tactics, and maintain competitive positioning in paid acquisition
KPIs You'll Own
Customer Acquisition Cost (CAC)
Track blended CAC across D2C and B2B; optimize toward payback period targets.
Lifetime Value (LTV)
Monitor LTV by cohort and channel; ensure LTV:CAC ratio supports sustainable unit economics.
Payback Period
Measure months-to-break-even on acquisition spend; balance growth velocity with financial sustainability.
Conversion Rate (CVR) by Stage
Track traffic → signup → enrollment → completion rates; identify and fix top funnel leaks.
Return on Ad Spend (ROAS)
Measure revenue per dollar spent across paid social, search, and emerging channels.
Retention & Churn
Monitor student retention and down-funnel outcomes; ensure acquisition quality aligns with program completion.
Tools & Stack
Your Team
Your Manager
VP of Growth Marketing
Current Team
Not specified; you'll build and lead a team of growth marketers
New role or potential backfill; team composition to be determined based on growth roadmap
The Package
Salary
$180K-$210K base
Remote
Hybrid; based out of NYC office
Benefits & Perks
Company Intelligence
Stepful reimagines allied healthcare training through affordable, online, instructor-led, AI-supported programs. It partners with leading healthcare institutions (CVS, NY-Presbyterian, HCA, Providence, Walgreens) to address healthcare worker shortages. Backed by Y Combinator, Reach Capital, and AlleyCorp with a recent $31.5M Series B led by Oak HC/FT.
Funding
$31.5M Series B (Oak HC/FT led); Y Combinator, Reach Capital, AlleyCorp backers
Customers
CVS, NY-Presbyterian, HCA, Providence, Walgreens, plus D2C learners
Culture
Mission-driven, fast-paced, ambiguous environment. Core values: Care first, Learn quickly, Build together, Own it. Emphasis on data-driven experimentation and high performance.
Is This Role For You?
- You've led growth marketing at a high-growth scaling startup and managed multi-million dollar budgets across multiple channels
- You thrive owning both strategy and tactics—from defining GTM to hands-on campaign optimization and A/B testing
- You're obsessed with metrics: CAC, LTV, payback, ROAS, retention. You build dashboards, analyze cohorts, and make data-driven budget calls
- You're energized by hiring, mentoring, and building high-performing teams in fast-paced, ambiguous environments
- You're mission-aligned: improving access to healthcare careers and training for underserved populations resonates with you
- You're uncomfortable with ambiguity or need detailed playbooks before moving fast—this is a scaling startup with competing priorities
- You're primarily a strategist who avoids hands-on execution; this role demands bridge-building between vision and day-to-day optimization
- You lack proven success scaling D2C or B2B paid acquisition at meaningful budgets ($2M+); this role assumes that expertise
Interview Process
Recruiter Screening
30-min call: background, relevant experience, mission fit, compensation expectations
Hiring Manager Conversation
60-min with VP of Growth Marketing: deep dive on growth strategy, team building, past GTM execution, case study or hypothetical challenge
Peer/Team Panels
Conversations with 1-2 cross-functional stakeholders (possibly product, data, ops) to assess collaboration and problem-solving
Leadership/Culture Conversation
Executive-level discussion on vision, values fit, and long-term growth roadmap
References & Close
Reference checks; final offer discussion with People/Finance team
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.