This role is with one of our portfolio company.
Why this role exists: The product already has strong technical pull.
The product works.
The community is growing.
The benchmarks are real.
The priority now is turning OSS traction into a repeatable growth engine.
We are hiring a founding OSS Growth & Developer GTM Lead to own developer growth, open-source adoption, community, positioning, content, and OSS → paid conversion.
This role exists to turn open-source adoption into pipeline and pipeline into a compounding growth motion.
You will own the growth loops around GitHub, content, community, partnerships, technical storytelling, and product-led conversion.
This is not a pure marketing role.
You will work closely with founders, engineering, and early customers to build the playbook for how the company scales distribution globally.
This is not a content coordinator role.
You will ship content, run experiments, sit close to product decisions, activate the community, and build the cadence that turns growth from founder-led instinct into a repeatable system.
If you read “figure it out” as a feature, not a bug, this is the seat.
What you’ll own1.
OSS → Paid conversion engine Identify high-signal OSS users: enterprise domains in Slack, heavy GitHub engagement, docs-to-Cloud signup journeys, self-hosted telemetry signals Build the product-led sales motion, scoring model, triggers, handoff to founders/SDR Own the “when to reach out” logic and the first-touch playbook; Define triggers, lifecycle journeys, onboarding flows, and nurture sequences Close the loop: which OSS users became pipeline, which became revenue, why 2.
Demand gen across developer channels Own developer growth across GitHub, Hacker News, Reddit, YouTube, newsletters, technical communities, and search Run benchmark-led narratives, technical deep dives, comparison pages, and launch campaigns Build repeatable growth loops around releases, contributors, and community engagement Run and optimize paid / unpaid experiments across high-intent channels 3.
Content & technical narrative Own the content calendar.
Every asset has a conversion path, demo CTA, lead magnet, or nurture hook.
Translate engineering depth into sharp commercial narratives Partner with engineering to translate depth into sharp, shippable narratives no fluff, no hype, benchmarks with receipts Maintain consistency across website, outbound assets, decks, demos, and product messaging 4.
Community & partnerships Activate the 600+ engineer - Slack as a pipeline source programs, office hours, contributor recognition, champion identification Plug into adjacent communities: Apache Iceberg Slack, Spark / Kafka Community, Modern Data Stack groups, local data meetups Creator partnerships with data-engineer YouTubers, podcasters, and newsletter writers On-ground: Iceberg Summit, Current, Data Council, Apache events, hackathons, founder-led dinners.
If it moves the pipeline, we do it.
5. Product & packaging feedback Bring customer and market feedback into product and packaging conversations Partner with founders on pricing, onboarding, packaging, and self-serve conversion mechanics Track competitive positioning and evolving market narratives 6.
OSS growth systems & analytics Build dashboards for OSS → paid conversion, channel attribution, activation metrics, and pipeline influence Create experimentation frameworks for acquisition and conversion Maintain growth tooling across CRM, analytics, enrichment, and automation systems Build scalable playbooks for future GTM hires as we scale Help shape the GTM org: hire marketing/sales and specialists under you, raise the execution bar, evolve reporting for 10× scale What success looks likeBy Day 30 You know the product, the ICP, and the competitive landscape cold Clear mapping of OSS user segments and growth opportunities First growth experiments and content initiatives shipped You’ve published the first diagnostic: top 50 OSS users we should be talking to, and why By Day 90 OSS → paid routing and scoring logic operational Multiple acquisition channels consistently generating qualified pipeline Comparison pages and technical content beginning to compound organically Community programs and contributor motions live By Day 180 Predictable pipeline contribution from OSS and growth channels Measurable improvements in activation and conversion metrics Strong developer brand presence across relevant communities Scalable growth systems and reporting cadence established What we’re looking forMust-haves 2–6 years in growth, US GTM, content, community, partnerships, or startup ops, in a role where you owned revenue or pipeline outcomes, not task lists High agency.
You move without waiting for tight briefs or constant check-ins.
Comfort with ambiguity, rapid iteration, and on-ground work Strong writing.
A cold email, a landing page, a Show HN post, and a pitch deck — all four sound like the same brand.
Technical curiosity.
You don’t need to write Go, but you should be able to read a benchmark, understand CDC, and explain why the company is different from competitors without looking it up.
Commercial instinct.
You think in pipeline, win rates, ICP fit, and conversion funnels — not just impressions and reach.
Nice-to-haves Prior exposure to developer tools, open-source, or data infrastructure (dbt, Airbyte, Fivetran, Confluent, Databricks, Snowflake, PostHog, Supabase, etc.
) Experience with PLG or OSS commercialization motions Experience building technical content or developer communities You’ve personally shipped something that drove revenue — a campaign, a comparison page that ranks, an outbound sequence that booked meetings, a community program that converted Comfort on the commercial stack: Apollo, Clay, HubSpot / Attio, Mixpanel, n8n, PostHog, Claude Cowork What you’ll get A seat at the founders’ table - context, decisions, real skin in the game Budget and autonomy to run experiments A category still being defined, a product engineers already love, and benchmarks that speak for themselves
