The Challenge
Refine.ink is the AI platform trusted by researchers at Harvard, MIT, Stanford, and central banks to catch errors in technical documents. You're not building GTM from scratch—the product has $1.5M+ ARR, 1,000+ institutions, and proven product-market fit. Your job: systematize the growth engine and convert inbound demand into revenue.
Your Mission
Map current customer acquisition funnel and identify top 3 conversion bottlenecks in PLG motion
Define institutional sales playbook for tier-1 targets (central banks, top-10 universities, research orgs)
Launch 2-3 positioning/messaging experiments to differentiate vs. generic editing tools
Establish baseline metrics: CAC, LTV, activation rate, expansion revenue by customer segment
Implement 5+ PLG activation experiments; achieve 25%+ improvement in conversion funnel
Close 3-5 institutional deals using systematized sales motion; establish repeatable process
Build content + channel strategy; launch 2 high-ROI channels (content, partnerships, or ABM)
Hit $2.5M+ ARR; document playbook for next GTM hire or team scaling
KPIs You'll Own
Monthly Recurring Revenue (MRR) / ARR Growth Rate
Primary north star; track weekly to identify growth acceleration or drag.
Free-to-Paid Conversion Rate
Measure PLG effectiveness; target 5-15% depending on segment and pricing tier.
Customer Acquisition Cost (CAC) by Segment
Track separately for PLG, institutional, and partnership channels to optimize spend.
Net Revenue Retention (NRR)
Measure expansion and churn; critical for institutional customers.
Sales Cycle Length (Institutional)
Track deal velocity; aim to compress institutional sales cycles month-over-month.
Tools & Stack
Your Team
Your Manager
Co-founders (direct reports to both)
Current Team
Solo GTM hire; co-founders handle ops/product/engineering
New role; first dedicated growth function
The Package
Salary
$180K-$240K
Equity
Early-stage equity package (typical 0.5-2% for first GTM hire)
Remote
Flexible; US or Europe based. Description says 'remote' but job listing shows 'ONSITE' tag—clarify during outreach.
Benefits & Perks
Company Intelligence
Refine.ink is an AI platform that helps researchers catch errors in technical documents. Used by 1,000+ institutions including Harvard, MIT, Stanford, Cambridge, central banks, hedge funds, and top economics journals. Profitable at $1.5M+ ARR with strong product-market fit.
Customers
1,000+ research institutions (universities, central banks, IMF, World Bank, hedge funds, economics journals)
Culture
Mission-driven, founder-led, bias toward execution and learning fast. Academic credibility (endorsements from leading economists like John Cochrane).
Is This Role For You?
- You've owned PLG and/or institutional sales motion in B2B SaaS; metrics-obsessed and experiment-driven
- You understand research institutions and academia—how they buy, who influences decisions, what moves them
- You're a builder, not a manager; you want hands-on execution and direct customer access
- You're energized by mission-driven work and the idea of making research more reliable
- You need a large team or established playbook; this is high-autonomy early-stage GTM
- You're uncomfortable with ambiguity; you need 'the perfect brief' before starting
- You don't care about the mission or research; you just want to hit revenue targets
Interview Process
Initial Conversation
Likely with co-founders; expect deep dive on your GTM experience, thesis on PLG vs. sales motion for research orgs
Product Deep Dive
Demo + walkthrough of current customer base, inbound funnel, and existing metrics
Case Study / Strategy Round
Present your 90-day plan; how would you prioritize PLG vs. institutional sales? What experiments would you run?
References
Likely from previous GTM roles; expect references to speak to your execution speed and ability to operate in ambiguity
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.