The Challenge
Climate School (AXA Climate) is scaling its sustainability training platform targeting enterprise RSE/HR departments across multiple markets. You'll own the entire growth engine—from LinkedIn-dominated acquisition to new channel testing—reporting directly to the Director and building a high-performing demand gen team.
Your Mission
Audit current acquisition channels, identify LinkedIn over-dependency, and launch 2 new paid channels (Google Ads, Paid Social) with initial budget allocation
Map and optimize the full lead lifecycle: establish lead scoring model in Salesforce/Pardot, define SLA between Sales & Marketing, and achieve 20%+ improvement in conversion rates
Build ABM playbook for 5-10 target enterprise accounts with personalized nurture sequences and 1:1 outreach strategy
Hire and onboard 2-3 demand gen team members (specialists in paid media, content, or marketing ops)
Reduce LinkedIn Ads spend concentration from current baseline to <50% of paid budget while maintaining or improving CAC and pipeline velocity
Launch 3-5 product-led growth experiments with Product team; measure adoption and product-qualified leads (PQLs)
Scale content production: establish editorial calendar covering full funnel (awareness, consideration, decision), ship 20+ pieces with AI-assisted personalization
Hit growth targets: grow MQL pipeline by 40-50%, improve lead-to-opportunity conversion by 25%, and achieve <$XXX CAC for enterprise segment
KPIs You'll Own
CAC (Customer Acquisition Cost) by Channel
Track true fully-loaded cost to acquire across LinkedIn, Google, Paid Social, Outbound, and Partnerships—goal is <€5K for enterprise
Lead-to-Opportunity Conversion Rate
Measure % of MQLs that Sales qualifies as opportunities; target 25-30% and improve month-over-month
Marketing Qualified Leads (MQLs) & Pipeline Generated
Volume and quality of leads entering Sales funnel; track against monthly and quarterly pipeline targets
Email Nurture Open/Click Rates & Engagement
Monitor Pardot/Salesforce email campaign performance; benchmark against SaaS B2B averages and optimize for 30%+ open rates
Website Conversion Rate (CRO)
Track % of visitors converting to lead captures, demo requests, or product signups; A/B test landing pages quarterly
Revenue Influenced by Marketing
Multi-touch attribution model to quantify marketing's contribution to closed deals; aim for clear ROI on spend
New Channel Performance & ROI
Monitor ROAS and efficiency of non-LinkedIn channels (Google, Paid Social, Outbound, Partnerships) to diversify revenue streams
Tools & Stack
Your Team
Your Manager
Antoine Poincaré, Director of Climate School
Current Team
Demand gen specialists, digital marketers, Sales team (size TBD)
New role: you're building a demand gen function from scale-up phase; hiring 2-3 team members expected
The Package
Salary
€70K-€95K base
Remote
On-site only (Paris, France)
Benefits & Perks
Company Intelligence
Climate School is AXA Climate's B2B SaaS platform delivering sustainability training and upskilling to enterprise customers, primarily targeting CSR and HR departments. It's part of the AXA ecosystem with access to enterprise relationships and brand trust, operating across multiple markets with ambitions to scale.
Team Size
250
Customers
Large enterprises (Fortune 500 focus), primarily in RSE/HR departments
Is This Role For You?
- You've shipped growth in B2B SaaS and own the full funnel—paid acquisition, email nurture, conversion optimization, not just one piece
- You're analytical but also a builder: you can audit LinkedIn campaigns AND design ABM playbooks AND ship landing pages
- You thrive with cross-functional complexity: Sales alignment, Product collaboration, content production, and budget management all happening at once
- You're motivated by climate impact and sustainability but won't sacrifice rigor for mission—data drives your decisions
- You're fluent in English, ideally multilingual, and can navigate a Paris-based role with European expansion on the horizon
- You're a specialist (paid media OR content OR ops only) without full-funnel accountability—this role demands breadth and ownership
- You require remote flexibility; this is on-site Paris only
- You need a 10-person team on day one—you're building a lean, high-execution team that grows with you
- You're allergic to LinkedIn: it's a core channel today, even though diversification is a key mandate
Interview Process
Initial screening
Phone call with recruiter to confirm B2B SaaS growth background, on-site commitment, and multi-channel acquisition experience
Growth strategy interview
Presentation or case study: walk through a growth campaign you've built (channels, targeting, creative, results, learnings)
Director conversation (Antoine Poincaré)
Deep dive on vision for Climate School's growth, market strategy, ABM approach, and team-building philosophy
Team panel
Meet Sales lead and/or current marketing/ops stakeholders; assess collaboration fit and communication style
Final offer
Compensation and on-boarding plan discussion
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.