Growth Marketing Lead

THE PROBLEM

36 million businesses in America need insurance—it's not optional. 77% are underinsured. 40% have no coverage at all. The distribution system failed them: too slow, too opaque, too confusing.

Over 90% of commercial insurance is still human-led. We're building the inverse: 90%+ AI-led, pushing toward the higher 90s. Not by patching legacy workflows—by building AI that makes humans more effective, improves the customer experience, and eliminates friction at every step.

We're adding ~1,000 customers per month. We've grown 100x since last year. We're looking to do even more this year—and that's why we're hiring.

To grow that fast, we need to understand—with precision—what's working, what's not, and why.

THE THESIS

This is a founding role. You'll own the strategy and execution behind every channel that brings customers to Harper: Tivly, Bold Penguin, Google, Meta, and the next ten channels we haven't tested yet. Every campaign you launch, every channel you unlock, every dollar you reallocate moves the revenue line directly.

But spend is only half of it. Growth without sales capacity is just a bottleneck with extra steps. You'll work hand-in-hand with our GTM Engineer to read the data in real time, and you'll calibrate demand against what our producers can actually close. Winning in 6-12 months means a portfolio of channels printing revenue, a clear playbook for unlocking new ones, and zero gap between what we're spending and what we know it's returning.

THE ROLE

You're a growth marketer with deep insurance roots. You've run campaigns in this industry. You know the difference between a Tivly call transfer and a Bold Penguin appetite match, and you have opinions about both. You're the strategic counterpart to our GTM Engineer—they build the insight layer, you build the campaigns that act on it.

You report to the Head of Marketing and work side-by-side with the GTM Engineer every day: they surface what's working, you decide what to do about it. You work directly with founders. You own the channels, you own the spend, you own the revenue.

WHAT YOU'LL DO

• Own channel strategy — Drive campaigns across Tivly, Bold Penguin, Google, Meta, and beyond; decide where dollars go and why
• Optimize in real time — Partner with the GTM Engineer to act on performance data as it comes in, not weeks later
• Hunt new channels — Identify, test, and scale new acquisition sources before competitors get there
• Balance demand and capacity — Calibrate lead volume to producer capacity; growth means nothing if leads die in the queue
• Build the campaign playbook — Codify what works into repeatable systems the rest of the team can run against
• Drive measurable revenue — Tie every channel, every campaign, every dollar to closed-won insurance policies

YOU MIGHT BE A FIT IF…

• You've run paid acquisition for an insurance company, agency, or insurtech and know the channels that actually move
• You've owned a budget and a number—not just executed against someone else's plan
• You've launched a channel from zero and scaled it to a meaningful share of revenue
• You think about lead quality and sales capacity together, not separately
• You're as comfortable in the campaign manager as you are in a spreadsheet pulling CAC by source
• You think in first principles and move fast in high-ambiguity environments
• You're based in San Francisco or willing to relocate

REQUIREMENTS

• Proven experience leading growth or paid marketing in commercial insurance, P&C, or insurtech
• Hands-on track record with at least two of: Tivly, Bold Penguin, Google Ads, Meta Ads, or comparable lead-gen channels
• Experience owning a paid acquisition budget and being measured on revenue outcomes, not vanity metrics
• Strong analytical instincts — comfort partnering with a data counterpart to read performance and make real-time calls
• Demonstrated ability to launch new channels from scratch and scale them
• Operator mindset — you've balanced lead flow against sales team capacity before
• This is not a brand, content, or comms role

NICE TO HAVE

• Direct experience with Tivly, Bold Penguin, or other insurance lead aggregators and exchanges
• Background scaling SMB acquisition in regulated or operationally complex industries
• Experience working closely with a sales or producer team on lead routing, scoring, or SLA design
• Familiarity with attribution tools and marketing analytics stacks (PostHog, Mixpanel, Amplitude, etc.)
• Experience in a high-growth startup environment

COMPENSATION

• Salary: $130,000–$190,000 + performance bonuses & equity
• Location: San Francisco, in-office

BENEFITS

• Health, dental, and vision insurance
• Commuter benefits
• Team meals and snacks

THE PROCESS

• People screen — Initial fit and alignment
• Lead screen — Skills and culture fit
• Super day — See how you operate in real time

TO APPLY

If you've taken a campaign from zero to revenue—send your resume and an example of a channel or campaign you launched, scaled, or killed.