Head of Growth

Calo is seeking a commercially mature, systems-driven Head of Growth to architect and scale a unified Growth Operating System across all markets.

This role is responsible for end-to-end growth performance across all Mountain Peaks (MPs), owning performance marketing, lifecycle/CRM, SEO, CRO, and building a dedicated growth analytics function.

The Head of Growth will transition Calo away from a media-buying-led performance organization to an incrementality-driven, commercially disciplined growth engine grounded in contribution margin, payback modeling, and long-term value creation.

This is a strategic builder role, not a channel operator position.

Reporting to: Chief Demand Officer Location: Open globally. Candidates must have at least 5 hours overlap with KSA working hours. Hybrid in countries where Calo has offices (KSA, UAE, Kuwait, Qatar, Bahrain, Oman); otherwise fully remote. What You ll Do 1. Growth Strategy & Economics

• Redefine and standardize CAC, LTV, payback, and contribution margin frameworks across all regions

• Implement stage-based growth investment models (startup, developing, mature regions)

• Shift reporting from CPA-based to contribution-margin-based decision making

• Partner with Finance to ensure growth investments meet capital allocation standards

• Develop clear performance and growth budget reallocation logic across markets

2. Performance Marketing System Architecture

• Own and lead central performance marketing resources across MPs

• Standardize paid media frameworks and testing structures

• Design and implement performance creative feedback loops

• Increase creative testing velocity through AI-enabled workflows

• Diversify channel mix strategically and reduce dependency on legacy paid practices

• Establish incrementality testing discipline (geo-testing, holdouts, structured experiments)

3. Lifecycle & Revenue Expansion

• Evolve CRM into a full lifecycle marketing engine

• Build retention modeling frameworks

• Improve churn reduction systems

• Increase revenue expansion via segmentation and behavioral triggers

• Align lifecycle strategy with subscription economics

4. CRO & Experimentation

• Own landing page experimentation and funnel optimization

• Establish structured experimentation cadence

• Standardize A/B testing governance

• Improve CVR systematically across markets

5. Growth Analytics (To Be Built)

• Hire and lead a growth analytics team

• Build incrementality measurement frameworks

• Partner with data and product teams to improve attribution and funnel modeling

• Prepare mature markets for MMM readiness

• Replace vanity metrics in reporting and replace with economic leading metrics

6. Cross-Functional Leadership

• Operate in a matrix structure with country GMs and Demand Leads

• Influence and closely align with product growth squads without directly owning them

• Align brand and performance through shared KPIs

• Challenge marketing investment assumptions where necessary

Organizational Scope

Direct oversight of:

• Performance Marketing (Central)

• Lifecycle / CRM

• SEO

• CRO

• Growth Analytics (new hires)

Matrix collaboration with:

• Country Demand Leads

• Product Growth Squads

• Brand Marketing

• Finance

• Data & Engineering

The Hiring Journey

• Screening meeting with our TA team

• Technical interview with the hiring manager

• Live Case Study

• Culture-fit interview

• Offer stage

Desired Candidate Profile Mandatory:

• 8 12+ years in growth leadership roles

• Direct subscription DTC experience (non-negotiable)

• Experience operating at $100M+ revenue scale

• Managed $10M+ annual marketing budgets

• Multi-region centralized growth structure experience preferred

• Proven experience implementing incrementality testing

• Experience building growth analytics capabilities

• Commercial fluency in contribution margin, payback modeling, and budget allocation

Preferred:

• Experience preparing or implementing MMM in mature markets

• AI fluency in creative acceleration and experimentation tooling