B2B SaaS Growth Manager / Fractional CMO – Subscriber Acquisition & Recurring Revenue Growth - Contract to Hire

About the role

Job Description

We are seeking an experienced B2B SaaS Growth Manager / Fractional CMO to take ownership of the growth and commercial development of two established digital platforms operating primarily within the professional-services and LegalTech sector.

The platforms and core technology have already been developed. Our objective now is to significantly accelerate user acquisition, paid subscriptions and recurring revenue.

This is not a general social-media management role, and we are not looking simply for someone to create content, generate traffic or provide a marketing strategy.

We are looking for an experienced, hands-on SaaS growth professional who can analyze the businesses, develop the strategy, execute it, measure the results and continuously optimize the entire customer-acquisition and subscription funnel.

The successful candidate should ultimately take responsibility for helping us transform the platforms into scalable and commercially successful subscription businesses.

Primary Objectives

The principal objectives of the engagement are to:

• ·Acquire qualified users and leads

• ·Increase registrations and product adoption

• ·Convert users into paying subscribers

• ·Increase Monthly Recurring Revenue (MRR)

• ·Improve activation and conversion rates

• ·Reduce customer acquisition costs

• ·Improve subscriber retention and reduce churn

• ·Build repeatable and scalable acquisition channels

• ·Develop the platforms internationally

Our primary measure of success will be paying subscribers and recurring revenue, rather than traffic, impressions, followers or other vanity metrics.

Scope of Work

The selected candidate will be expected to take responsibility for the overall growth function, including:

1. 1.Business & Growth Audit

Review both platforms, including:

• ·Current positioning and value proposition

• ·Target customer segments and Ideal Customer Profiles (ICP)

• ·Existing users and subscribers

• ·Pricing and subscription structure

• ·Competitors

• ·Existing marketing activities

• ·Website and landing pages

• ·Registration and subscription process

• ·Customer journey

• ·Existing analytics and tracking

• ·Conversion rates and acquisition channels

1. 1.Growth & Go-to-Market Strategy

Develop a clear and practical growth strategy for each platform, including:

• ·Customer segmentation

• ·Positioning and messaging

• ·Acquisition strategy

• ·Pricing recommendations

• ·Lead-generation strategy

• ·Paid subscriber acquisition

• ·International market expansion

• ·Partnerships and referral opportunities

• ·Retention and monetization strategy

The two platforms serve related markets but have different products and customer journeys, so we expect an appropriate strategy for each.

1. 1.Customer & Subscriber Acquisition

Develop, test and manage the most appropriate acquisition channels, which may include:

• ·Google Ads

• ·LinkedIn Ads

• ·LinkedIn outbound

• ·SEO

• ·Content marketing

• ·Email marketing

• ·Marketing automation

• ·Direct B2B outreach

• ·Retargeting

• ·Referral programs

• ·Affiliate programs

• ·Strategic partnerships

• ·Webinars/events

• ·Industry communities

• ·Other relevant growth channels

The candidate should determine which channels deserve investment based on measurable results.

1. 1.Conversion Rate Optimization

Analyze and continuously improve the complete conversion funnel:

Traffic → Lead/Registration → Trial/Demo → Paid Subscriber → Renewal

This should include reviewing and improving:

• ·Landing pages

• ·Calls to action

• ·Registration process

• ·Pricing pages

• ·Subscription/checkout process

• ·Trial/demo strategy

• ·User onboarding

• ·Email sequences

• ·Upgrade opportunities

• ·Retention mechanisms

We have technical resources available to implement product and website changes. The growth manager will be expected to identify required changes and coordinate with the relevant team members.

1. 1.SEO & Organic Growth

Develop sustainable organic acquisition through:

• ·Keyword research

• ·Competitor analysis

• ·Technical SEO recommendations

• ·On-page SEO

• ·Content strategy

• ·Backlink strategy

• ·Landing-page development

• ·Search-intent optimization

• ·Organic conversion tracking

1. 1.Email, CRM & Marketing Automation

Develop appropriate automated funnels for:

• ·New leads

• ·New registrations

• ·Trial users

• ·Prospective subscribers

• ·Abandoned registrations

• ·Existing subscribers

• ·Inactive users

• ·Renewals

• ·Upselling/cross-selling

• ·Former subscribers

1. 1.Paid Acquisition

Where appropriate, manage paid campaigns across Google, LinkedIn and other suitable channels.

Advertising budgets will be separate from the freelancer's professional fees.

Campaigns should be continuously tested and optimized according to customer acquisition cost and revenue generated.

1. 1.Partnerships & Business Development

Identify scalable partnership opportunities with relevant businesses, professional organizations, industry networks, associations, communities and other potential distribution partners.

1. 1.Subscriber Retention

Develop strategies to improve:

• ·Activation

• ·Product engagement

• ·Subscription renewals

• ·Churn

• ·Upselling

• ·Cross-selling

• ·Customer Lifetime Value

Measurement & KPIs

We want the growth function to be data-driven and commercially accountable.

Relevant KPIs will include:

• ·New paying subscribers

• ·Monthly Recurring Revenue (MRR)

• ·Qualified registrations/leads

• ·Visitor-to-registration conversion

• ·Trial/free-to-paid conversion

• ·Customer Acquisition Cost (CAC)

• ·Cost per qualified lead

• ·Subscriber retention

• ·Churn

• ·Customer Lifetime Value (LTV)

• ·LTV:CAC ratio

• ·Return on advertising spend

We are particularly interested in someone who understands that generating 10,000 free users is not necessarily successful if they do not convert into paying customers.

First 30–90 Days

During the initial phase, we expect the selected candidate to:

First 30 days: Understand both businesses, audit the existing funnel and marketing infrastructure, analyze competitors and customers, review pricing and positioning, ensure appropriate analytics are implemented, identify immediate growth opportunities and begin executing high-priority improvements.

Within 90 days: Establish and test several acquisition channels, improve the conversion funnel, implement marketing automation, launch appropriate campaigns, establish reliable KPI reporting and identify the channels that can be scaled profitably.

We do not want someone who spends the first month simply preparing a presentation. Strategy and execution should run in parallel.

Candidate

Requirements

We are particularly interested in candidates with proven experience in:

• ·B2B SaaS

• ·Subscription businesses

• ·Digital platforms/marketplaces

• ·SaaS customer acquisition

• ·Product-led or sales-assisted growth

• ·Conversion optimization

• ·Performance marketing

• ·SEO

• ·Email/marketing automation

• ·SaaS analytics

• ·Subscriber retention

• ·Recurring revenue growth

Experience with LegalTech, professional services, CRM platforms or other B2B software would be advantageous but is not mandatory.

IMPORTANT – Evidence of Previous Results Required

Please do not submit a generic digital-marketing proposal.

We are specifically looking for someone who has previously helped a SaaS/subscription business acquire paying customers.

In your proposal, please provide 2–3 relevant examples and, where confidentiality permits, specify:

• ·Nature/name of the SaaS business

• ·Your role

• ·Paying customers before and after your involvement

• ·MRR/revenue before and after

• ·Period over which growth occurred

• ·Marketing/ad budget

• ·CAC achieved or improved

• ·Conversion improvements

• ·Channels used

• ·What you personally executed

• ·Whether you can provide a reference or redacted evidence of the results

Please distinguish clearly between free users, leads, trials and paying subscribers.

Questions Applicants Should Answer

Please answer the following when submitting your proposal:

1. 1.What is the most successful SaaS/subscription business you have personally helped grow?

1. 1.How many paying customers/subscribers did you help acquire?

1. 1.What was the MRR/revenue before and after your involvement?

1. 1.What was your customer acquisition cost?

1. 1.Which acquisition channels produced the best results?

1. 1.What would you typically do during the first 30 days of an engagement like this?

1. 1.Do you personally execute the work or delegate it to an agency/team?

1. 1.How many hours per week can you dedicate to this project?

1. 1.What monthly retainer or engagement structure would you propose?

1. 1.Would you consider a performance-based component linked to measurable subscriber/MRR growth?

Engagement

We are looking for a long-term growth partner, not someone for a one-off marketing campaign.

We are open to an initial paid assessment/strategy period followed by a longer-term engagement if there is a good fit.

The commercial structure may include:

Fixed monthly retainer + performance-based incentive

For an exceptional candidate with a demonstrated ability to materially grow the business, we may also be open to discussing a deeper long-term partnership structure at a later stage.