Principal PM Growth at ZoomInfo - Remote Worldwide — Columbus

Headquarters: Remote

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You'll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won't just contribute — you'll make things happen fast.

About ZoomInfo

ZoomInfo (NASDAQ: GTM) is the all-in-one AI GTM platform, enabling sales, marketing, and customer success teams to execute their go-to-market strategy with confidence. Powered by the industry's most comprehensive B2B data — including more than 100 million companies, 500 million contacts, and billions of signals — ZoomInfo delivers the intelligence, automation, and integrations that modern revenue teams need to identify, engage, and convert their best buyers.

The Opportunity

ZoomInfo built the industry's most sophisticated GTM data platform. The next frontier is turning every visitor into revenue without waiting on a human handoff — a coherent self-serve journey that activates a non-customer in minutes, converts consumption into upgrade, and routes high-intent signals back to sales when a human will close more than they distract.

You'll define the multi-quarter thesis on which channels compound, the operating rhythm the rest of the growth PM team inherits, and the ZoomInfo POV on how buyers discover us in an AI-first world.

The impact is immediate and compounding. Every signup you activate, every credit you cause to be consumed, every transaction, every PQL you route, every "buy more" event you trigger is revenue — and every operating pattern you set multiplies across the growth PM group. We've adopted a consumption-first monetization model and a unified entry-point thesis across the company, and we run weekly: if your hypothesis can't be falsified inside a sprint, it isn't a hypothesis.

What You'll Do

Own the Portfolio End-to-End
Take a portfolio-scope growth surface and own it from first impression to revenue. Define the entry points, the activation milestones, the monetization moments, and the sales-assist signals across the channels that make up the portfolio. Drive the user experience across surfaces: landing, signup, in-product onboarding, empty states, upgrade modals, paywalls, lifecycle communication, and the agent-readable/LLM-discovery surfaces that are becoming primary. You own the funnel chart; you own the why behind every drop.

Set the Multi-Quarter Growth Thesis
Beyond weekly experiments, own 4–8 quarter bets on which channels compound and which retire. Publish a written POV on where PLG distribution is heading (LLM-first discovery, MCP-as-channel, agent-readable onboarding, partner-driven trials) and defend the sequencing to the exec team. Rebalance investment across the portfolio quarterly based on unit economics, not the loudest channel.

Run Experimentation as the Operating Rhythm
Ship 8–10 experiments per sprint. Pre-register the hypothesis, the metric, the success threshold, and the invalidation signal. Read results weekly, kill what doesn't work, double down on what does, and keep a written record so the team compounds learning instead of repeating it. Your rubric, retro format, and invalidation-signal standard become the template the rest of the Growth PM group inherits. Close the loop with engineering, design, and analytics inside the same week.

Design Self-Serve as a First-Class Path
Most users on your portfolio never speak to sales before they hit a "buy more" moment. Your in-product copy, paywall framing, empty states, activation paths, and upgrade triggers are the product. Apply growth-engineering rigor — credit economics, consumption pacing, signal routing, lifecycle messaging, intelligent gating — so the right offer lands in front of the right user at exactly the right moment.

Diagnose the Funnel With Data, Not Vibes
Data is your default tool. You independently analyze the funnel, segment the cohort, find the leak, and propose the fix — then validate it with an experiment. You know when to trust a 5% lift and when to call it noise, and you know when to zoom out from a specific funnel drop to a portfolio-level rebalance.

Shape the Monetization Mechanic
Design the credit economics of your portfolio: what's free, what's gated, what gets a "buy more" prompt, what triggers a PQL. Model the unit economics — credit cost, revenue per credit, upgrade rate, expansion rate — and defend pricing decisions in front of finance and sales leadership with the math.

Orchestrate Across Sales, Marketing, and CS
Route PQLs into the right hands (AE, SC, AM, or no one), partner with marketing on acquisition and lifecycle, and work with CS to understand why activated users churn before upgrade. Run the operating cadences that keep your portfolio aligned with the broader PLG portfolio.

Multiply the Team
Help hire and calibrate the Sr Growth PMs owning adjacent loops. Coach them into ownership. Your retro is their template; your experiment quality is their bar. Raise the craft of the whole Growth PM group as it scales.

Stay Honest About What's Working
Write retrospectives that name the wrong calls as cleanly as the right ones. Update your priors publicly when the data turns. Hold strong opinions weakly. The team that ships the most experiments isn't the team that's right the most — it's the team that updates the fastest.

What You'll Bring

• 8–12 years of product management experience, with 4+ years specifically in growth, PLG, or self-serve product roles
• Direct P&L ownership at portfolio scope — a loop or portfolio you've driven from <$X to >$Y with your name on the number, not a feature inside someone else's loop
• Experience presenting to CEO / CRO / CFO / board on growth mechanics — the credit-economics deck, the funnel narrative, the "kill this bet" moment
• Track record of hiring, mentoring, or calibrating other growth PMs — comfortable being the bar
• You're a builder: you ship landing pages, signup flows, and in-product experiments — not specs that sit in Jira. You sit with designers and engineers, write copy, and prototype with code.
• AI-fluent with a public POV: you understand that LLMs are becoming a primary discovery surface. You have publishable opinions about agent-readable flows, MCP-as-distribution, GEO/AEO, and how an AI agent's recommendation impacts a funnel.
• Marketing-fluent: you hold your own with SEO, paid acquisition, content, and lifecycle marketing teams as a peer, not a consumer.
• Demonstrated track record of running structured experimentation (A/B tests, multivariate, holdouts, pre/post) at sprint cadence — including at cohort sizes where 50/50 doesn't have power
• Strong analytics fluency — comfortable in Snowflake without analyst hand-holding
• Working knowledge of consumption-based pricing, credit economics, freemium mechanics, and PQL frameworks
• B2B SaaS background; data, GTM, or sales-tech domain experience is a plus but not required

Core Competencies

Funnel Foundation: Expert-level understanding of full-funnel growth. SQL and analytics fluency let you diagnose a funnel drop, prototype the fix, and validate it in the same week.

Portfolio Thinking: Reason about channels as a portfolio with different unit economics, decay curves, and compounding dynamics. Rebalance investment quarterly based on where marginal dollars return the most.

Experimentation Discipline: Pre-register the metric and invalidation signal before every test. Read results honestly, kill losing variants without ego, and document learnings so the team compounds knowledge.

Category POV: A public, defensible point of view on where PLG distribution is heading — agent-readable surfaces, MCP-as-channel, GEO/AEO, LLM-first onboarding — grounded in benchmarks from peer companies (Clay, Linear, Vercel, Cursor, Notion).

Distribution Mindset: Experience designing growth surfaces where sales, marketing, and self-serve users are simultaneously your customers. Measure success through revenue, consumption, and expansion velocity.

Operational Velocity: Read the funnel daily. Prototype emerging mechanics to understand practical constraints before committing engineering time.

Strategic Communication: Translate between funnel depth and business impact fluently. Influence without formal authority through forcing functions, falsifiable invalidation signals, and earned credibility.

Talent Leverage: Coach Sr PMs into full ownership. Calibrate — you know what "great" looks like at Sr level and can articulate the gap.

Copy Instinct: Microcopy is part of your craft. You can rewrite a paywall headline, upgrade modal, empty state, or onboarding CTA on instinct and defend the rewrite with PLG principles.

Reporting, Pace & Impact

Reporting & Collaboration: Report to the VP Product, PLG. Peer to the Sr Directors of Marketing, Sales Operations, and Customer Success. Work shoulder-to-shoulder with engineering and design leaders, GTM leaders routing PQLs, and a peer PM group covering monetization, lifecycle, viral, onboarding, and analytics. Regular exposure to the CEO, CRO, CMO, and CFO.

Pace & Problems: Weekly experimentation cadence layered under 4-quarter portfolio bets. Interesting problems include: How do we win activation in a user's first 60 seconds? When should two trial flows become one? How do we price a credit so customers consume more, not less? How do buyers discover ZoomInfo when discovery goes through Claude and ChatGPT?

Impact: Own a portfolio-scope growth surface at a company that is already AI-first in product thinking and consumption-first in monetization. Your decisions compound across multiple products, partner-driven self-serve channels, and AI distribution surfaces.

Compensation

Actual compensation offered will be based on factors such as the candidate's work location, qualifications, skills, experience, and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

US Base Salary Range: $151,900 — $238,700 USD. Additional compensation such as Bonus, Commission, Equity, and other benefits may also apply.

In addition to comprehensive benefits, ZoomInfo offers holistic mind, body, and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

Equal Opportunity

ZoomInfo is proud to be an equal opportunity employer, hiring based on qualifications, merit, and business needs. We welcome all applicants and are committed to providing equal employment opportunities regardless of sex, race, age, color, national origin, sexual orientation, gender identity, marital status, disability status, religion, protected military or veteran status, medical condition, or any other characteristic protected by applicable law.

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ZoomInfo may use a software-based assessment as part of the recruitment process. More information about this tool, including the results of the most recent bias audit, is available here.

For Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.

To apply: https://weworkremotely.com/remote-jobs/zoominfo-technologies-llc-principal-product-management-growth