About Wild Zebra
Wild Zebra is an interest-based adaptive AI learning program for students in grades 2-9, focused on math and reading. The product helps students build skills through personalized support, guided problem-solving, and a visible learning pathway that keeps parents informed.
Wild Zebra personalizes practice in real time, adapts to each student’s level, and connects learning to the student’s interests to keep practice engaging and consistent. Parents can see progress through tools like the Learning Tree and Learning Dashboard, which show what a student has mastered, what is developing, and what comes next.
Built in partnership with ERB and mapped to ERB learning standards, Wild Zebra is used in top private and independent schools across the U.S. Families at home get a structured way to help students practice consistently, build mastery, and see what progress is being made.
Role Summary
Wild Zebra is hiring a Head of GTM to build the company’s early consumer revenue engine.
This role owns the path from early product traction to repeatable ARR. The right person has built or helped build GTM from the ground up before. They understand that early-stage growth is the system connecting positioning, product value, acquisition, activation, lifecycle, pricing, conversion, retention, and revenue learning.
You will work directly with the CEO and product team to define the GTM strategy, launch campaigns, improve the funnel, and build the operating cadence for revenue growth.
This is a high-ownership role for someone who can operate without a prebuilt playbook and who is comfortable being accountable for both strategy and execution.
What You’ll Own
GTM Strategy & Revenue Motion
- Own the GTM strategy from early traction to repeatable ARR.
- Define the strongest ICPs, channels, messages, offers, and conversion paths.
- Build a focused plan for acquisition, activation, paid conversion, retention, and revenue growth.
- Translate early market signals into a clearer revenue motion.
- Create the operating cadence for GTM decision-making with the CEO.
Positioning & Category Strategy
- Own the market narrative and parent-facing positioning.
- Define how Wild Zebra should be understood in-market.
- Position the product against tutoring, enrichment programs, practice platforms, free learning resources, generic AI.
- Ensure Wild Zebra’s GTM protects the value of structured mastery, visible progress, and parent confidence.
- Develop messaging by ICP, channel, and funnel stage.
Acquisition & Channel Testing
- Build and execute an acquisition roadmap across paid, organic, partner, referral, lifecycle, and community channels.
- Launch focused tests quickly.
- Identify which channels have real revenue potential.
- Manage agencies, contractors, and freelancers.
- Build clear creative and campaign briefs.
- Own performance analysis and channel prioritization.
Activation, Conversion & Lifecycle
- Own the conversion journey from first touch to signup, activation, trial conversion, and retention.
- Identify the biggest blockers to revenue growth.
- Work with the product team to improve onboarding, product comprehension, parent proof moments, and trial-to-paid conversion.
- Build lifecycle strategy for activation, proof, reactivation, conversion, and renewal.
- Connect product usage signals to marketing and lifecycle decisions.
Analytics & Operating Cadence
- Own GTM reporting and revenue performance visibility.
- Track acquisition, signup, activation, trial conversion, paid conversion, CAC, payback, retention, and ARR.
- Work with technical resources to improve attribution, event tracking, UTMs, GA4, and conversion reporting.
- Build CEO-ready reporting that supports decisions.
- Create a practical weekly rhythm for reviewing performance, learning, and next actions.
Execution
- Write and review copy for ads, landing pages, emails, lifecycle flows, website pages, and campaign briefs.
- Ship campaigns.
- Create and manage a GTM testing roadmap.
- Prioritize ruthlessly.
- Make decisions with incomplete information.
- Keep the company focused on revenue-driving work.
Requirements
- 7+ years of growth, product marketing, GTM, revenue marketing, or early-stage marketing leadership experience.
- Experience building GTM in an early-stage SaaS, B2C subscription, AI, edtech, or product-led company.
- Evidence of helping create revenue from 0-to-1 or very early ARR.
- Strong strategic and executional ability.
- Strong product marketing instincts.
- Strong funnel and revenue analytics ability.
- Ability to operate directly with the CEO.
- Comfort with ambiguity, speed, and incomplete information.
- Excellent writing, prioritization, and communication skills.
Strong Plus
- Edtech experience.
- AI product experience.
- Subscription funnel experience.
- Parent/family buyer experience.
- Product-led growth experience.
- Experience building a GTM function before a full marketing team existed.
- Experience managing contractors and agencies.
- Experience with Google Ads, Meta Ads, YouTube Ads, GA4, lifecycle tools, Stripe, Framer/Webflow, Customer.io, Mailchimp, or similar tools.
Not a Fit If
- You are looking for a mature marketing org.
- You only want to manage people.
- You only want to manage budget.
- You are not comfortable owning execution.
- You have only scaled existing demand and have not created early demand.
- You need perfect data before making decisions.
- You are uncomfortable working directly with the CEO.
Compensation: $160k-$200k + Significant Equity
