Team Lead, SMB Sales (PLG + Outbound)

Terrific is a social commerce & Media platform. We help retailers and brands turn content into sales and owned audience growth, powered by data and real-time insights.

We’re hiring a hands-on leader to own Terrific’s down-market growth engine. This role blends PLG + outbound + scaled Customer Success, manages a team of account executives, and drives the full funnel from signup → activation → paid conversion → retention → expansion. This is a builder role: you’ll create the operating system (cadence, playbooks, dashboards, experiments) that makes down-market revenue predictable.

Must-have: strong eCommerce background and strong SaaS growth background.

• Down-market GTM strategy and execution (self-serve + sales-assist + outbound)
• Activation and onboarding outcomes (time-to-value, adoption, first wins)
• Conversion motions (trial→paid, upgrade triggers, sales-assist routing)
• Retention + expansion programs (scaled CS, churn saves, upgrades)
• Weekly experiment cadence tied to funnel metrics
• A cross-functional team (player/coach leadership)

Team leadership + operating cadence

• Manage a team of account executives (typical: outbound rep(s), vertical specialist; data support shared)
• Hire, coach, and set standards: SOPs, QA, playbooks, training
• Run weekly cadence: growth standup, pipeline review, experiment review, CS health review

Outbound strategy and management

• Build ICP slices, lists, messaging, sequences, and channel mix (email/LinkedIn/partner intros/light calling)
• Run an outbound engine tied to product signals (sales-assist triggered by usage/intent)
• Own pipeline quality and speed: meeting rate, SQL rate, win rate, cycle time

PLG ownership (end-to-end funnel)

• Ability to transform with time down-market business to PLG practice
• Define and run the funnel: Acquisition → Activation → Conversion → Retention → Expansion
• Set weekly targets, run dashboards, own reporting and decisions
• Partner with Product/Eng on onboarding, in-product prompts, templates, and telemetry

Scaled Customer Success for SMB

• Create lifecycle programs (in-app + email), webinars/office hours, playbooks, and help center flows
• Build health signals from usage and run churn-save motions
• Drive expansions via upgrades, add-ons, and packaging/usage levers

• Qualified signups, activation rate, time-to-first-value
• Trial→paid conversion, self-serve conversion, sales-assist conversion
• Outbound: reply rate, meeting rate, SQL rate, win rate, sales cycle time
• Retention: 30/60/90 retention, logo churn, revenue churn, GRR/NRR (down-market cohorts)
• Expansion: upgrade rate, add-on attach, expansion MRR
• CS efficiency: onboarding completion, ticket drivers, first response time



• eCommerce experience: direct experience with eCom journeys (PDP/PLP/homepage), conversion levers, merchandising/content loops, and typical stacks (Shopify and/or similar ecosystems).
• SaaS growth experience: 6 - 10  years in PLG/growth and/or down-market SaaS, with proof you moved funnel metrics (activation, conversion, retention).
• People management: player/coach who can run cadence and accountability.
• Outbound: real experience building sequences, messaging, and pipeline; knows what good looks like
• PLG transformation know-how (business and product)
• Customer Success mindset: adoption-first, can scale outcomes without heavy headcount.
• Analytics: funnels, cohorts, retention curves, experiment design.

• Shoppable video, live shopping, creator tools, martech/adtech
• Hybrid motions (self-serve + sales-assist)
• Tools: HubSpot, Intercom, Amplitude/Mixpanel, GA4, Looker/Metabase, feature flags

Tel Aviv, Israel. Works closely with global teams across Europe, US, and LATAM time zones.