The Challenge
Pomelo Care is redefining virtual healthcare for women and families-and they need a revenue architect to scale member acquisition and retention. You'll own the entire growth P&L, from enrollment through lifetime value, with direct accountability for hitting ambitious targets across a high-touch, tech-enabled platform.
Your Mission
Map current state of member lifecycle funnel (lead → enrollment → retention) and identify top 3 revenue leakage points with quantified impact
Establish baseline metrics dashboard: enrollment rate, LTV:CAC ratio, monthly retention-lock in targets aligned with annual financial goals
Audit CRM and marketing automation stack; recommend technical upgrades needed to enable precision targeting and retention interventions
Build and align cross-functional roadmap with Marketing, Product, and Ops; secure commitment on Q1 campaign priorities with clear KR ownership
Execute 2-3 major enrollment optimization campaigns (messaging, offer structure, channel mix) targeting 15%+ improvement in conversion rate
Design and deploy automated retention intervention playbook to reduce monthly churn by 20%+ through personalized touchpoints
Scale team: hire Lifecycle Marketing Manager and Marketing Operations Analyst; establish weekly performance review cadence
Demonstrate $X improvement in LTV:CAC; model and present 12-month growth roadmap showing path to 30%+ YoY member growth
KPIs You'll Own
Enrollment Rate
Percentage of qualified leads converting to paying members; your north star for acquisition efficiency.
LTV:CAC Ratio
Lifetime value to customer acquisition cost; must stay above 3:1 to ensure profitable, sustainable growth.
Monthly Retention Rate
Percentage of active members retained month-over-month; 1% improvement directly impacts revenue cliff.
Revenue Pacing
Weekly/monthly progress toward annual enrollment and revenue targets; your real-time guardrail against misses.
Churn by Cohort
Retention curves segmented by acquisition channel, offer type, and member journey stage to diagnose root causes.
Tools & Stack
Your Team
Your Manager
VP of Marketing
Current Team
Outreach, Lifecycle Marketing, and Marketing Operations teams (size TBD-you'll scale)
New role; you're building the function from first principles
The Package
Salary
$200K-$260K base
Variable
Performance bonus likely tied to member growth and retention targets
Equity
Typical for VP-level healthcare SaaS; equity package expected
Remote
On-site; anywhere in continental US
Benefits & Perks
Company Intelligence
Pomelo Care is the leading virtual medical practice serving women's health-from family building and pregnancy through postpartum, pediatric, and midlife care. Built on a tech-driven, multidisciplinary model, they combine high-touch clinical care with predictive data to close gaps in traditional healthcare.
Culture
Multidisciplinary (clinicians, engineers, problem-solvers); data-driven; mission-aligned on improving healthcare outcomes for families
Is This Role For You?
- You've spent 10+ years in subscription or membership growth, with 4+ years in senior leadership (Director+) with P&L ownership
- You treat retention as a financial lever-you can quantify a 1% improvement and cascade it to bottom-line impact
- You're fluent in both strategy and execution; you can jump from annual planning to debugging a campaign miss in real-time
- You partner deeply with Product and Engineering-you speak their language and can co-author roadmaps with teeth
- You thrive in high-growth, high-accountability environments and want to build something meaningful in healthcare
- You're a top-of-funnel specialist only; this role demands deep ownership across acquisition, activation, and retention
- You prefer a hands-off leadership style; you'll be directly involved in campaign strategy, analytics, and weekly pacing reviews
- You lack technical rigor or comfort with data; every decision here must be quantified and testable
Interview Process
Screening call (VP of Marketing)
30 min; background on subscription growth experience, philosophy on LTV:CAC, and relevant case study
Case study interview
Pre-work: analyze Pomelo's hypothetical member funnel and present optimization roadmap (focus: diagnosis + prioritization)
Cross-functional panel (CMO, VP Product, COO)
60 min; deep dive on technical partnership, P&L thinking, and ability to move fast in a matrixed environment
Final interview (CEO/Founder)
30-45 min; mission fit, long-term vision for the business, and leadership philosophy
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.