In this role you will:
You will own customer acquisition end-to-end: plan, run, and scale paid and organic programs that generate qualified pipeline for a consultative sales process (Marketing → Sales handoff for demos, proposals, contract). You’ll partner closely with Sales on MQL/SQL definitions, lead routing, and quality feedback loops; as well as with Product and Design to ensure top notch positioning and messaging.
What you’ll do
* Acquisition strategy & roadmap: Prioritise high-impact experiments (e.g., ICE/PIE), set clear hypotheses/KPIs (CPL, cost/SQL, SQL rate, pipeline), and run a tight weekly test cadence.
* Paid search & social at scale: Build and optimise Google Ads (Search / Performance Max) and LinkedIn and Meta Ads. Structure campaigns for lead quality, not just volume.
* A/B testing in ads: Run structured experiments on creative/format, hooks/CTAs, audiences, bidding, and landing page routing using Google Ads Experiments/Ad Variations and LinkedIn’s Testing/A-B features; evaluate results and roll out winners.
* CRO for acquisition: Systematically improve landing pages and forms (information hierarchy, friction/fields, proof, UX) with A/B tests and qualitative insights; document learnings as scalable playbooks.
* SEO & content for demand capture/creation: Ship landing pages and content that convert qualified traffic into sales-ready leads aligned to the B2B buyer journey (in collaboration with SEO agency).
* Sales alignment & measurement: Agree MQL/SQL definitions and SLAs; instrument offline conversion tracking so ad platforms optimise to qualified outcomes (SQL/Opportunity), not just raw leads.
* Reporting: Own weekly performance readouts and quarterly plans; create source/medium dashboards (CPL, cost/SQL, SQL rate, pipeline value, win rate contribution).
We’re looking for a person who has:
* 2–4 years in growth/performance marketing for B2B SaaS, owning acquisition targets across Google Ads and LinkedIn/Meta Ads.
Acquisition & Ads Ops
* Deep hands-on with Google Ads and LinkedIn and Meta Campaign Managers, including experiments/A-B testing of creatives, audiences, bids, and landing page paths.
CRO for Lead Gen
* Practical conversion-rate optimisation skills: hypothesis design, test planning, statistical thresholds, UX heuristics for landing pages & forms, and documenting results. Familiar with modern CRO practices.
SEO & Content for Pipeline
* Solid keyword research and search-intent mapping; ability to brief content that ranks and converts; comfortable using Search Console to measure and iterate.
Analytics & Tracking
* GA4 + spreadsheets; GTM for tagging; experience connecting CRM (Hubspot) outcomes back to ad platforms.
Communication & Sales Partnership
* Clear, concise comms; comfortable partnering with Sales in a consultative motion (MQL/SQL definitions, feedback loops).
* Command of English - you need to be able to write & talk freely as this is an international company and we communicate in English a lot.
* Excellent organisational and project management skills.
* Outstanding attention to detail.
Required tools
* Must have: Google Ads, LinkedIn & Meta Campaign Manager, GA4, Google Tag Manager, Google Search Console, Webflow and WordPress for landing-page updates, HubSpot (CRM/ads), Hotjar; Excel/Google Sheets, A/B testing platforms (Optimizely/VWO/etc.)
* Strong plus: SEO suites (Ahrefs/Semrush), BI (Looker/Tableau).
Success in 90–180 days
* 90 Days: Launch fully instrumented campaigns on Google, LinkedIn & Meta. Ensure GA4+GTM tagging and HubSpot offline conversion tracking are live. Ship first A/B tests across ads and landing pages. Deliver high‑quality MQLs with a strong SQL rate. Dashboards/reporting up and running.
* 180 Days: Build a repeatable acquisition engine with optimized campaigns showing improved SQL rate and reduced cost/SQL. Document and scale 1–2 acquisition playbooks (detailing objective, audience, channels, messaging, LP template, KPIs). Scale winning tactics across budgets.
Why Apifonica?
* Hybrid format of work from our office. We're flexible about when and where we work, though we do meet in our office (2 days a week from the office).
* Learning and development. Out teams plan out courses for each member and we cover expenses.
* Great career and competitive salary. You'll become part of an international team, learn from the best and grow as a professional.
* Last but not least, you'll enjoy the inspiring and fun atmosphere we have;)
About us
Apifonica is an Estonian company with its headquarters in Tallinn and offices in Poland, Germany (Tenios brand), Italy, Latvia. We offer intelligent cloud solutions and develop software solutions for communication services for businesses in Europe.
Apifonica is a highload cloud communications platform that allows companies to automate their conversations with customers. Apifonica is a fully customisable solution for automation of communication in HR, sales and customer support. This automation is tailored to the customer’s goals as our experts analyse your workflows and we customise our platform to fit your project: from basic automation of voice & text notifications to complex solutions fully integrated with your IT system featuring AI-powered voicebot, smart reporting and workflow automation.
Among our customers are such big brands as Ergo (Germany), Huawei (Germany), Decathlon (Poland), LPP (Poland), Sportsalliance (Netherlands), 4F (Poland), SkyEng (Cyprus), Jeronimo Martins (Poland) and others.
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