Conversion Rate Optimization (CRO) Manager

About This Role

This role focuses on leading trial nurture, activation, and conversion for the company's Database portfolio. The primary mission is to transform users who download or sign up for a free trial into active product evaluators, ultimately leading them to become customers. This is a highly analytical, experiment-driven role operating at the intersection of marketing, product, and sales.

Responsibilities

• Design, implement, and optimize a full-funnel lifecycle marketing strategy to guide trial users to evaluate and purchase
• Segment trial users based on product usage and in-product behavior and develop highly personalized campaigns to drive activation
• Collaborate with content and product teams to create high-impact, contextually relevant content that helps users overcome setup friction and realize immediate product value
• Design and execute rigorous A/B testing and experimentation roadmap for the entire trial-to-customer journey, including landing pages, trial signup flows, pricing pages, and in-app CTA placement
• Develop and test strategies for offering, qualifying, and managing trial extensions to maximize conversion for high-potential users who need more time
• Define the conversion points for sales qualified leads and collaborate with Sales to ensure timely, effective follow-up with the most engaged trial accounts
• Own and report on critical KPIs related to the trial stage, including Trial Conversion Rate, Trial Duration, Customer Acquisition Cost, Trial Abandonment, and feature Adoption Rate
• Work with Revenue Operations and Product teams to ensure data fidelity and robust tracking across all platforms (CRM, Marketing Automation, Product Analytics)
• Analyze quantitative (GA4, Adobe, Pendo) and qualitative data to diagnose drop-off points and inform/test new growth hypotheses

Requirements

• 5+ years of experience in Growth Marketing, Demand Generation, or a similar role within a B2B SaaS or enterprise software environment
• Proven track record of success in optimizing free trial, free tool, or demo funnels and demonstrably increasing conversion rates
• Technical fluency and experience with: Marketing Automation/CRM: Outreach, Marketo, Salesforce, or similar
• Product Analytics: Pendo, Amplitude, Mixpanel, or similar
• A/B Testing Tools: Optimizely, VWO, or similar
• Landing Page Tools: Hushly, Mutiny
• Ad Platforms: Google, Bing, 6Sense, LinkedIn
• Data Proficiency: Highly comfortable interpreting large data sets, building dashboards, and extracting actionable insights from web analytics tools (e.g., Google Analytics 4, Tableau)

Nice to have:

• Previous marketing experience with audiences and an understanding of the Database buyer persona