Head of Growth

5 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia Tarro Full time
About us

Here at Tarro we build products that empower small brick and mortar restaurants by liberating them of the operational burden of running their business. We accomplish this by providing a frictionless connection between them and their customers through our multi-product ecosystem offering AI-enabled order taking, delivery enablement, payment solutions, and point-of-sale software. At Tarro, we use a combination of bits (technology) and atoms (people) to solve real world problems facing small business owners.

We obsess over placing our customers first and working backwards from there. When our customers succeed, we succeed. The restaurant industry in the US is over a $1 trillion total addressable market (TAM), but remains relatively underserved by technology. Large chains are able to afford expensive tech that gives them a huge advantage; we believe that small restaurant owners deserve access to the same technologies at an affordable price.

Tarro has been profitable for nearly a decade and seen 5x revenue growth in the last three years. As of our last fundraising round in mid-2022, we were valued at $450M and have since seen substantial growth across customer acquisition, product development and company headcount. Thousands of loyal restaurants have entrusted Tarro with their success, and together we have supported nearly 20 million customers. We are proud to be named one of Built In's top companies to work for in 2024.

To learn more about our culture, values and how you can be a part of helping mom & pop restaurants thrive, please visit us here

What we're looking for

We are seeking a Head of Growth & Strategy to lead, scale, and revamp our go-to-market (GTM) playbook for both our Malaysia sales team, as well as our U.S. based team members, encompassing onboarding programs, performance expectations, and leadership development. This role will play a key part in fostering a stronger team dynamic, building leadership capabilities, and driving our sales and SDR teams to achieve consistent performance metrics, including onboarding 90+ clients monthly.

Our founder and CEO, Steve Lin, is currently in Malaysia to shepherd the build-out of our teams here personally and will be working side by side with the leaders locally in 2025.

NOTE: This role is expected to be onsite in our Kuala Lumpur office. Should candidates be based in Singapore, there would be an expectation to either relocate or travel to KL during the workweek.What you'll accomplish

  • Design, execute, and optimize the GTM playbook for Account Executives, SDRs, and Sales Managers.

  • Overhaul the onboarding process and performance management to establish clear success metrics at every role level.

  • Build a high-performance leadership culture across sales and SDR teams, fostering strong team collaboration and trust.

  • Achieve and sustain consistent client onboarding rates of 90+ per month while driving aggressive revenue growth.

  • Collaborate with marketing and operations to develop robust pipelines and ensure accurate sales forecasting.

  • Develop your team members by being directly involved in client engagement, side-by-side with your sales and SDR professionals

  • Personally invest in the development of your leadership team and each individual contributor.

  • Listen to calls and provide feedback to both leaders and front-line sellers.

Year 1 Deliverables

  • Continuously test, challenge, improve, implement & scale a revamped sales playbook - taking a first principles mindset to identify & improve gaps

  • Achieve monthly client onboarding goals of 90+ with scalable systems and processes.

  • Become one of the top 3 sales performers in the first 6 months by deeply understanding our client, setting the standard for Tarro AE's & SDR's

  • Build a great team of SDRs & AE's, such that at any given period 70% of them are meeting quota

  • Establish and be a critical part of a two-way feedback loop between prospective clients, the sales team & the product team, continuously taking inputs from both & distill them into relevant, consumable and actionable messages

About you

  • Good written communication skills - experience having to inform and persuade a group of people through long-form writing

  • Experienced being side-by-side with their people, and are not afraid to be the one making calls

    • You've successfully worked through others to deliver a challenging goal or quota with meaningful business impact

    • Proven ability to identify roadblocks to selling and work cross-functionally to remove them

    • Driven to over-deliver, and are never satisfied with status quo

      • Experience being a direct point of contact and critical partner to a product team.

      • You are fluent in both English & Mandarin

      Bonus points

      • Quick trajectory of leadership experience in a tech company

      • Experience in restaurant technology or a similar field

      • Working for a US-based company

      • Proven track record in solution-based SaaS

      • Proficiency in Salesforce for pipeline management and forecasting

      • Experience with sales tools, CRM, pipelining, etc

      #J-18808-Ljbffr

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