SaaS Case Study: Head of Growth (PLG + Enterprise)
Hiring a Head of Growth to Bridge PLG and Enterprise Revenue in SaaS
Overview
A high-growth SaaS company (~$90M ARR) retained MarketSearch to hire a Head of Growth to unify PLG and enterprise sales pipeline.
The Challenge
- Strong inbound product usage
- Weak enterprise conversion
- Disconnected growth strategy
Our Approach
- Defined PLG → enterprise success metrics
- Targeted hybrid product + revenue leaders
- Focused on experimentation-driven operators
- Aligned stakeholders on growth ownership
Outcome
- Hired a Head of Growth who increased enterprise conversion
- Unified product, marketing, and sales
- Built scalable experimentation framework