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Growth Marketing Senior Manager (Slack Self-Serve Business & GTM Strategy)
ミッション：
日本におけるSlackのセルフサーブ（オンライン完結型）事業の収益最大化をリードする、戦略的かつ実践的な役割です。 単に広告で集客するだけではなく、どうすればユーザーがSlackを使いこなし、有料プランへアップグレード可能なユーザーに育成できるかという顧客体験の設計と、それを収益につなげる仕組みの構築に責任を持ちます。
マーケティング、製品、営業、カスタマーサクセスの「交差点」に立ち、データに基づいた実験を繰り返しながら、日本市場に最適化されたPLGモデルを確立することがミッションです。
主な業務内容：
- 顧客体験（ライフサイクル）の設計と自動化
- アクティベーションの促進: 新規登録したチームが早期に「Slackなしではいられない」状態に到達するためのステップメールやインアプリ通知のシナリオ設計
- アップセル・課金誘導の最適化: ユーザーの利用状況（メッセージ数やアプリ連携数など）を検知し、最適なタイミングで有料機能の価値を伝える「おもてなし」型のコンテンツ配信と導線設計
- PLGと営業戦略のブリッジ（PQL設計）
- PQL（Product Qualified Lead）の定義: プロダクトの利用データから「今、営業がアプローチすべき顧客」や「自動アップセルが期待できる顧客」を特定する仕組みの構築
- セルフサーブから上位プランへの導線: オンラインで完結する購入体験を磨きつつ、大規模導入が見込める兆候をいち早く捉え、セールスチームへシームレスにパスを渡すフローの構築
- 日本市場に特化したグローストライアルの実行
- ローカライズ戦略: 本社の成功事例をそのまま持ち込むのではなく、日本の商習慣や組織文化に合わせたオンボーディング体験や料金説明ページ、事例コンテンツのA/Bテストと最適化
- 新チャネルの開拓: SEOやリスティング広告に加え、LLMを活用した新しい検索体験やAIツールを通じた顧客獲得の実践
- グローバル連携とデータ分析
- グローバルとの連携: 米国本社のグロースチームと密に連携し、日本の現場で得たインサイトをプロダクト改善へフィードバック
- データドリブンな意思決定: SQLやTableauを活用し、登録から課金、継続に至るまでの歩留まりを可視化。勘や経験だけでなく、事実に基づいた施策立案
求める経験・スキル:
- SaaSビジネスへの深い理解（3~5年以上）: PLG（セルフサーブ）またはデジタルマーケティングを通じた収益拡大の実績
- 「数値を動かす」ことへの執着: 単なる施策の遂行ではなく、ACV（成約額）やアクティベーション率といった事業成長指標に対して責任を持ち、PDCAを回し続けた経験
- 施策の全体設計能力: ステップメール、コンテンツ制作、Webサイト改善、広告運用などをバラバラに捉えず、一連の「ユーザー体験」として設計できる能力
- 高度なコミュニケーション能力: 複雑なデータを読み解き、社内のステークホルダー（日本および海外チーム）を巻き込んでプロジェクトを推進できる力
- 言語: ネイティブレベルの日本語、およびビジネスレベルの英語（本社との定例会議やチャットでの議論で使用）
求める人物像:
- 現場感と戦略視点の両立: 自ら手を動かしてコンテンツを書き、設定を行う「現場力」と、事業計画全体を俯瞰する「経営的視点」の両方を楽しめる方
- 「変化」を味方につけられる方: AI技術の進化やユーザー行動の変化をいち早くキャッチアップし、既存の手法に固執せず新しいグロース手法を試せる知的好奇心
- Slackへの愛着: 自身がSlackを使いこなし、その可能性を日本のあらゆる組織に広めたいという情熱
このポジションで得られるもの:
世界で最も成功しているPLG製品の一つであるSlackにおいて、日本市場という巨大なマーケットのハンドルを握ることができます。最先端のAI活用やグローバル基準のグロース手法を実践しながら、自分の設計した仕組みが「日本企業の働き方」を変え、数億円規模のビジネス成長に直結する手応えを感じられるロールです。
Growth Marketing Senior Manager (Slack Self-Serve Business & GTM Strategy)
Mission:
This is a strategic yet hands-on leadership role dedicated to maximizing revenue for Slack’s self-serve business in Japan. You will be responsible for more than just driving traffic; you will architect the end-to-end customer experience—ensuring users successfully activate and naturally transition into paid power users. Sitting at the intersection of Marketing, Product, Sales, and Customer Success, you will establish a high-velocity experimentation culture to build a Product-Led Growth (PLG) model optimized specifically for the Japanese market.
Key Responsibilities:
- Lifecycle Architecture & Automation
- Drive Activation: Design sophisticated email nurtures and in-app triggers to ensure new teams reach the "Aha! Moment" in the early stage of adoption.
- Monetization & Upsell Optimization: Leverage behavioral data (e.g., message volume, app integrations) to deliver "omotenashi"-style (hospitable/proactive) content and conversion paths that highlight the value of premium features at the perfect moment.
- Bridging PLG and Sales Strategy (PQL Design)
- Define PQLs (Product Qualified Leads): Build the framework to identify high-potential customers—distinguishing between those ready for automated upsell and those requiring a touchpoint from Sales.
- Seamless Conversion Paths: Refine the self-serve checkout experience while building "fast-track" funnels that hand off high-ACV opportunities to the Sales team without friction.
- Execution of Japan-Specific Growth Experiments
- Strategic Localization: Move beyond simple translation. Adapt onboarding flows, pricing pages, and customer stories to align with Japanese business etiquette and organizational culture through rigorous A/B testing.
- Next-Gen Channel Expansion: Explore frontier acquisition channels, including LLM-driven search experiences and AI-integrated marketing tools, alongside traditional SEO and Paid Media.
- Global Collaboration & Data Insights
- Global Feedback Loop: Partner closely with the HQ Growth team in the US to feed Japan-specific insights back into the global product roadmap.
- Data-Driven Decision Making: Utilize SQL, Tableau, and internal analytics to visualize the entire funnel—from signup to retention—replacing intuition with hard data to drive strategy.
Required Experience & Skills:
- Deep SaaS Expertise (3 to 5 years): A proven track record of driving revenue growth through PLG, self-serve models, or performance-driven digital marketing.
- Obsession with Impactful Metrics: You don’t just execute campaigns; you take ownership of business outcomes like ACV and Activation Rates through continuous PDCA cycles.
- Holistic Funnel Design: The ability to see the "big picture," integrating email, content, web optimization, and ads into a single, cohesive user journey.
- Advanced Stakeholder Management: Ability to interpret complex data and influence both local and global stakeholders to move projects forward.
- Language: Native-level Japanese and professional business English (capable of leading strategic discussions with HQ).
- Strategic Doer: You enjoy the "craft" of writing content and configuring tools, but you never lose sight of the overarching business strategy.
- Change Catalyst: You stay ahead of AI trends and shifting user behaviors, with the intellectual curiosity to challenge the status quo.
- Slack Evangelist: You have a genuine passion for Slack and a desire to transform how Japanese organizations work.
What This Role Offers:
Take the wheel of one of the world's most successful PLG engines in a top-tier market. This is a unique opportunity to implement cutting-edge AI marketing and global growth frameworks, creating a direct impact on the digital transformation of Japanese business and driving multi-million dollar revenue growth.
Unleash Your Potential
When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.
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