TestGorilla

• Uphold TestGorilla's behaviors and foster an inclusive, supportive culture. • Collaborate effectively with global colleagues across teams and time zones. • Manage the full renewal lifecycle for a high volume of accounts in the NAMER and LATAM Regions, ensuring timely and accurate execution of contracts from initial outreach through to signature. • Drive credit adoption by guiding customers through the migration from legacy plans to our new usage-based pricing model, clearly articulating the value of the transition. • Proactively identify churn risks using product usage data, support histories, and customer health signals, and deploy targeted save plays to retain customers. • Spot upsell and expansion opportunities during the lifecycle and drive growth within your customer book through adoption of additional tools and features. • Confidently lead commercial negotiations around pricing changes, annual uplifts, discounts, and credit-based conversations, ensuring win-win outcomes for the customer and TestGorilla. • Leverage automation, email cadences, and CRM tools to systematize workflows and manage a large renewal pipeline at scale without letting any renewal slip through the cracks. • Maintain impeccable CRM hygiene and deliver accurate, data-driven revenue forecasts, providing clear visibility into retention rates and pipeline health. • Partner cross-functionally with Customer Success and Support teams to ensure customers are seeing continuous value well before their renewal date approaches.

• Upholding TestGorilla's behaviors and fostering an inclusive, supportive culture. • Owning the demand generation number across paid and organic channels, including managing and scaling paid spend across Google Ads (Search, Performance Max, Display, YouTube) and adjacent channels, while testing and developing emerging acquisition opportunities such as advertising on ChatGPT and other AI-native platforms. Setting the channel mix, budget allocation, and account structure required to hit MQL, SQO, and pipeline targets. • Building and owning source-of-truth reporting across paid and organic funnel performance, including SQL, dashboards, attribution modeling, and incrementality testing, so channel investment decisions are backed by evidence rather than platform screenshots. • Owning the roadmap for paid landing pages, ad creative, and offers, and running rapid A/B tests to lift conversion with proper statistical rigor. • Designing and owning automated nurture workflows and enrichment infrastructure (n8n, Make, HubSpot, Clay) so paid-sourced leads convert, and feeding that data back into targeting and ICP decisions. • Partnering with Sales and RevOps on lead quality and conversion by campaign, and presenting performance and recommendations to marketing and GTM leadership in clear, business-first language. • Staying ahead of advertising platform, AI ecosystem, and privacy changes, and turning successful tests into repeatable, automated systems rather than one-off wins.

Role Description As our Marketing Engineer, you'll be essential in achieving TestGorilla's vision of helping one billion people land their dream job. You'll drive innovation in our marketing strategies by executing our website growth direction and transforming automated infrastructure. This isn't just a role; it's your chance to make a real difference by gaining hands-on experience in a high-growth startup. You'll directly contribute to building a more equitable hiring landscape. Join our driven, remote-first team, and let's achieve these ambitious goals together. Responsibilities - Uphold TestGorilla's behaviors and foster an inclusive, supportive culture. - Collaborate effectively with global colleagues across teams and time zones. - Own and execute website growth direction: - Partner closely with our product engineer to drive the "why, what, and how" of website performance, translating hypotheses into shipped outcomes. - Grow the website conversion engine: - Pinpoint conversion leaks, run rapid A/B tests and on-site experiments to multiply output. - Build the marketing automation engine: - Design and own automated workflows using n8n, Make, and Clay to nurture a high volume of marketing qualified leads that have entered the TestGorilla ecosystem. - Support account-based marketing: - Maintain and extend the enrichment and targeting infrastructure via Clay and associated channels that power ABM campaigns. - Systematize what works: - Prove successful growth levers through rigorous testing, then leverage AI and automation to make them repeatable at scale. Qualifications - Acts as an execution-first builder with hands-on experience with CMS platforms. - Proven track record in A/B testing and conversion optimization. - AI and automation-fluent by default with experience building automated workflows using tools like n8n, Make, Clay, and Claude. - Data-informed and action-oriented, partnering with data to locate leverage. - Strong written and verbal communication skills in English. - Thrives in a fast-paced, remote-first environment. Benefits - Join a fully remote, mission-driven team from around the world. - Competitive compensation: €42,640 - €53,300 + Share Appreciation Rights (SARS). - Work from almost anywhere with flexible hours and asynchronous work. - €1,000 available each year or up to €2,000 from day 1 if you're buying a laptop. - Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities. - Tackle new challenges and work with innovative technology in a dynamic setting. - Join optional fun virtual socials, AMAs with team members and leadership, and regular fun chats. - Caregiver-friendly work environment with paid 8-16 week parental leave. - Unlimited and flexible time off policy to recharge and maintain well-being.

• Uphold TestGorilla's behaviors and foster an inclusive, supportive culture. • Collaborate effectively with global colleagues across teams and time zones. • Conduct excellent discovery conversations and streamline onboarding to optimize Time-to-First-Value and set customers up for long-term success. • Utilize strong customer relationship management skills to cultivate deep, multi-threaded partnerships across stakeholders, ensuring strategic alignment and delivering measurable ROI. • Leverage AI tools and automated playbooks to efficiently manage your portfolio, engage customers asynchronously, and optimize your daily workflows. • Monitor customer health closely to increase deep product adoption, credit consumption and expand the use of the TestGorilla featureset across your accounts (customer maturity). • Utilize data-driven insights to identify churn risks at scale and execute swift strategies to protect Gross Revenue Retention (GRR). • Partner directly with Account Managers to not only facilitate smooth renewals but also proactively identify expansion opportunities, drive greater credit consumption, and position successful accounts to participate in case studies that support cross-selling. • Take a highly consultative approach to transform successful customers into vocal champions, leveraging their insights to contribute directly to our product roadmap and serve as strong advocates for TestGorilla.

• Execute high-leverage growth experiments: Use data to pinpoint bottlenecks and conversion leaks, then run rapid A/B tests and on-site experiments to multiply output without linear headcount growth. • Execute the website roadmap: Partner closely with our product engineer to turn hypotheses into shipped outcomes, balancing business-as-usual updates with exciting new builds. • Maintain marketing dashboards and attribution hygiene (GA4, HubSpot) to connect top-of-funnel activity to revenue outcomes and commercial growth. • Systematize what works: Prove successful growth levers through rigorous testing, then leverage AI and automation to turn them into repeatable, scalable workflows. • Drive marketing pipeline efficiency: Maintain campaign hygiene and lead-routing data within HubSpot, ensuring our marketing data is a source of truth for the entire team.

• Own HubSpot and Gong architecture as GTM systems of record • Design and modernise end-to-end GTM processes (Lead → Deal → Renewal → Expansion) • Define and enforce SQO criteria, stage exit rules, and revenue governance • Own forecasting mechanics and pipeline integrity • Design complex, decision-grade reporting for Sales, Marketing, and CS • Lead CRM change management and system rollouts • Define and document commercial standards and definitions • Identify and eliminate revenue leakage and inefficiencies • Partner with GTM Engineer to automate and scale processes • Support strategic GTM initiatives (pricing, new motions, tooling) • Own the full commissions lifecycle, covering monthly calculations, commission letters, and performance reporting.

• Build, maintain, and improve GTM workflows across HubSpot, Gong, and connected tools • Automate GTM processes such as routing, alerts, deal enforcement, and inspections • Translate GTM strategy and revenue rules into scalable system logic • Integrate product, sales, and customer signals into GTM workflows • Support deployment of AI-assisted GTM signals (e.g. deal risk, expansion propensity) • Ensure workflow reliability, performance, and scalability • Reduce manual GTM Ops work through automation and tooling • Maintain technical documentation for GTM systems and workflows • Partner closely with Revenue Ops and GTM Execution Ops on improvements • Collaborate with TestGorilla AI Strike team to work with all GTM functions for AI-first-projects • Continuously identify opportunities to simplify and streamline GTM execution

• Ticket Management: Act as the first line of response for internal IT, access, and support tickets. • Access Provisioning: Manage user access requests, onboarding, and offboarding across systems. • Troubleshooting: Investigate and resolve basic to intermediate technical issues. • Security Adherence: Maintain strong cybersecurity posture and adherence to security protocols. • Process Documentation: Document common IT issues and resolutions for internal knowledge base. • Collaborate effectively with global colleagues across teams and time zones.

✨ This role is open for Americas Time Zone (UTC-3:00 to UTC-7:00) only. Find out more about which countries within this time zone we're hiring from (Link) I’m Katja, Sales Manager at TestGorilla. Thanks for your interest in this role. I am excited to share more about the Junior Product Advisor role and our team. About the role At TestGorilla, the Product Advisor team is the first point of contact for our future customers. As a Junior Product Advisor (Americas), you will play a pivotal part in our customers’ journey. You are the first point of contact for our future customers, acting as the face of our mission in the Americas time zone. You won’t just answer questions; you’ll inspire prospects by showing them how to replace biased, outdated CV screening with data-driven, AI-powered assessments. This is a high-impact role where you'll own the sales cycle for smaller deals while scouting high-potential leads for the senior team, directly fueling our global growth. You’ll collaborate closely with the marketing, product, customer success, and account management teams to align efforts, share insights from prospects, and contribute to the growth of our customer base and TestGorilla’s vision of helping one billion people land their dream job. Want to see what it's like to join the Sales team and make an impact as a Junior Product Advisor? Get an inside look in this quick video: Responsibilities In this role, your responsibilities will include but not limited to: - In this role, your responsibilities will include but not limited to: - Drive the full sales cycle from initial discovery to closing new business deals. - Deliver high-energy product demos that consultatively solve customer hiring challenges. - Advise prospects on the value of TestGorilla’s all-in-one hiring platform and how it supports their talent strategy. - Identify and automate manual sales tasks using AI to keep our team lean and fast. - Partner with Marketing and Product to share real-time market feedback that improves our platform. - Uphold TestGorilla's behaviors and foster an inclusive, supportive culture. - Collaborate effectively with global colleagues across teams and time zones. What you’ll bring We're looking for someone who: - Based in Americas timezone (UTC-3:00 to UTC-7:00) - Is an exceptional communicator who can distill complex ideas into simple, compelling messages and build instant rapport with anyone, whether over a video demo or in a quick follow-up email. - Uses AI tools daily (like ChatGPT, Claude, or Perplexity) to boost your own productivity. - Is a high-achiever who doesn’t just meet targets but consistently looks for ways to beat them and drive business growth. - Is an agile learner who thrives in a high-growth environment, quickly mastering our product, consultative sales techniques, and the latest SalesTech tools to stay ahead of the curve. - Champions a growth mindset by actively seeking feedback to sharpen your skills and bravely proposing bold, new ideas to improve how our team works. - Shows grit and positivity, staying energized and focused on the mission even when faced with the fast-paced challenges of a scaling startup. - Builds strong relationships with customers through active listening and a consultative approach - Inspired by our mission to put one billion people in dream jobs and fully aligned with our values We typically expect candidates with 6+ months of experience in sales or customer-facing roles. We also welcome applicants eager to learn and grow into the role! We actively seek diversity and encourage applications from everyone. If you're interested in this role but your experience doesn't perfectly match the description, please still apply. Studies show that women and underrepresented groups can be hesitant to apply unless they meet every requirement. If this role excites you and you're confident you can do the job, we encourage you to apply! Bonus skills While these skills aren’t a requirement, we’d be very interested to hear from you if you have; - Native-level fluency in Spanish. - Power-user status in HubSpot, Gong, or Apollo.io. - Previous experience working in a high-growth, B2B SaaS environment. What’s in it for you? - Global Team: Join a fully remote, mission-driven team from around the world - Compensation: OTE $37,460-$44,330 USD (base + ~$10K commission) + share appreciation rights (SARs) - Remote & flexible work: Work from almost anywhere*. Enjoy flexible hours and asynchronous work to balance work and life. * Check out the Countries we currently hire from here - Remote work budget: €1,000 per year to help you set up your home office - Growth & development: Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities - Stimulating work environment: Tackle new challenges and work with innovative technology in a dynamic setting - Connect with your team: Join optional fun virtual socials, AMAs with team members and leadership, and regular fun chats. Build a strong sense of community! - TestGorilla community groups: Join peers to build community and boost opportunities for connection, advocacy, and professional development. - Parent/Caregiver support: We provide a caregiver-friendly work environment with paid 8-16 week parental leave and tailored return-to-work approaches - Work-life balance: Our unlimited and flexible time off policy empowers you to take the time you need to recharge and maintain your well-being Interested? We believe in using our own product to ensure fair and objective hiring. If this role aligns with your skills and aspirations, we invite you to complete one of our very own assessments. This will give you a first-hand experience of our platform and help us get to know you better. We look forward to hearing from you! TestGorilla is committed to building a diverse and inclusive workplace. We believe that diverse teams are stronger teams, and we encourage applications from people of all backgrounds. We understand that some candidates may experience test anxiety, and we want to assure you that accommodations are available and can be requested prior to sitting our assessments. Your request will not negatively impact your application, as we do not factor this into our review process.