• Onboarding flow strategy - designing and optimising the first-use experience to drive activation, not just registration • Activation frameworks - defining what "activated" means for each product or client, and building the system to get users there • Commitment screen and paywall strategy - copy, structure, timing, and A/B testing to maximise conversion without eroding trust • Monetisation strategy - pricing presentation, upsell sequencing, trial-to-paid mechanics, and expansion revenue thinking • Retention and lifecycle - cohort analysis, churn identification, win-back programmes, and engagement loops that sustain ARPU over time • A/B testing culture - building a rigorous, fast-moving experimentation practice with proper statistical thinking • Client-facing growth audits - reviewing client funnels end-to-end and delivering actionable recommendations

• Own and scale paid acquisition programs • Lead Fleetio’s paid search and paid social strategy across platforms including Google Ads, LinkedIn, Meta, YouTube, and emerging channels • Partner closely with external paid media agencies to guide strategy, evaluate performance, prioritize experimentation, and ensure strong execution against pipeline goals • Drive efficient pipeline growth while balancing CAC, conversion rates, lead quality, and revenue impact • Manage and optimize six-figure monthly media investments with a strong focus on forecasting, efficiency, and scalability • Build and maintain scalable evergreen campaign structures while continuously testing new audiences, messaging, and creative approaches • Drive SEO and organic growth initiatives • Partner with Fleetio’s SEO agency and internal content teams to evolve and execute our organic growth strategy • Help shape SEO priorities across technical optimization, content strategy, search intent, and conversion opportunities • Evaluate SEO performance and identify opportunities to improve rankings, traffic quality, and pipeline contribution • Leverage search insights and competitive research to inform broader campaign and content strategies • Lead integrated growth campaigns • Partner cross-functionally to support fully integrated campaign launches across paid, organic, content, events, and outbound motions • Collaborate with Product Marketing and Content teams to align messaging, offers, and targeting strategies across channels • Support campaign amplification strategies for product launches, webinars, customer stories, reports, events, and strategic GTM initiatives • Work closely with Creative teams and agency partners to develop high-performing ad creative and landing page experiences

Role Description Growth at Aperture means owning the full post-acquisition funnel itself. You'll be the person who asks: now that we've got them, what do we do with them? This is a senior, high-ownership role. You'll be responsible for the thinking and execution behind onboarding, activation, conversion, and retention: - Onboarding flow strategy - designing and optimising the first-use experience to drive activation, not just registration - Activation frameworks - defining what "activated" means for each product or client, and building the system to get users there - Commitment screen and paywall strategy - copy, structure, timing, and A/B testing to maximise conversion without eroding trust - Monetisation strategy - pricing presentation, upsell sequencing, trial-to-paid mechanics, and expansion revenue thinking - Retention and lifecycle - cohort analysis, churn identification, win-back programmes, and engagement loops that sustain ARPU over time - A/B testing culture - building a rigorous, fast-moving experimentation practice with proper statistical thinking - Client-facing growth audits - reviewing client funnels end-to-end and delivering actionable recommendations Qualifications - Proven experience owning onboarding and activation for a consumer app, SaaS product, or subscription business - Track record of materially improving activation rates or reducing time-to-value through structured experimentation - Deep understanding of paywall and commitment screen mechanics - you can articulate why the same offer converts differently depending on framing, timing, and context - Fluent in ARPU, ARPPU, LTV, payback period, and the relationships between them; you know when each metric matters and when it misleads - Experience running a rigorous A/B testing programme - you understand statistical significance, novelty effects, and when to stop a test - Strong cohort analysis skills - you can identify churn inflection points, segment by activation status, and model the impact of funnel changes - Familiarity with behavioural psychology principles that underpin good onboarding (progress mechanics, social proof, loss aversion, commitment and consistency) - Client-facing communication skills - you can translate funnel analysis into clear strategic recommendations for a non-technical audience - Comfortable working across product, data, and marketing - this role spans all three Requirements - Experience with ecommerce conversion and post-purchase monetisation (upsell, subscriptions, loyalty) - Familiarity with analytics tools: Mixpanel, Amplitude, PostHog, Braze, or similar - Understanding of paid acquisition mechanics — you know how upstream CAC decisions affect downstream LTV - Experience building growth frameworks that others can use, not just doing the work yourself Benefits - Work from anywhere, with flexibility around how you structure your day - Direct exposure to high-growth clients and meaningful work - Regular team meetups and retreats, with travel covered - Access to conferences, events and industry sessions - Small team, high ownership, fast progression

Role Description You will be responsible for developing your channel growth strategy, developing our pipeline, and executing it against that plan. You will own delivery of new business sales targets with Medicare Advantage and Medicaid health plans, hospital systems as well as other risk-bearing entities. Initially you will be an individual contributor, though the ideal candidate can and has scaled and run teams before. You thrive on waking up each day with a passion for solving complex problems and creatively identifying new business opportunities. You have a well-demonstrated career in digital health/healthcare sales leadership, demonstrating the ability to wear many hats and roll up your sleeves to drive growth and navigate the complexities of the healthcare market. You will be reporting directly to the company's Head of Sales. Key Responsibilities - Strategic Leadership: Develop and implement a comprehensive growth strategy that aligns with the company's 2025 - 26 objectives in your respective channels. Lead all new sales opportunities with support from the leadership team where appropriate. - Market Analysis: Leverage market research and analysis to identify trends, opportunities, and challenges. Ensure we continue to capture market feedback and competitive intel and position our value proposition and messaging in the most effective way. - Sales Execution: Drive the sales process from plan to close, ensuring the achievement of sales targets on a quarterly and annual basis. - Revenue Growth: Accountable for achieving sales targets and driving revenue growth. Track all pipeline velocity and metrics via our CRM with accurate and timely reporting to leadership. Adjust strategies as necessary and leverage leadership support to ensure financial goals are met. - Relationship Management: Establish and maintain strong relationships with key clients, stakeholders, and external partners to ensure alignment and foster long-term business opportunities. - Team Leadership and Development: As a key leader in the company, lead by example with setting a culture of high performance, continuous improvement, and alignment with our mission and values. - Collaboration: Work closely with client management, marketing, product development, and customer success to ensure a cohesive approach to market expansion and customer satisfaction. - Reporting and Analysis: Leveraging our CRM, provide regular reports on sales activities, performance against targets, market conditions, and competitive analysis to senior management. Qualifications - Bachelor's degree or an MBA or relevant graduate degree is preferred. - Minimum of 10 years of sales experience, with at least 5 years in a senior sales leadership role, preferably in the digital health, healthcare technology, or related industry. - Demonstrated ability to develop and execute successful sales strategies in the digital health sector. - Masterful use of various CRM software and sales management tools. - Highly analytical and strategic. - Masterful use of both PowerPoint and Excel - comfort level with Google Suite of products as well. - Strong leadership skills with the ability to motivate and lead a high-performing sales team. - Excellent communication, negotiation, and presentation skills. - Deep understanding of the digital health industry, including regulatory and compliance requirements. - Ability to work in a fast-paced, dynamic environment and adapt to changing market conditions. - This role is remote, with a preference for candidates residing on the East Coast. In a nutshell We're seeking a skilled and passionate growth leader to craft a channel growth strategy and build our pipeline. Your responsibility will be to achieve new business sales targets with Medicare and Medicaid health plans, along with other risk-bearing entities.