IT Ukraine Association and Techosystem are looking for a Head of Growth to drive the systematic growth of two leading organizations within Ukraine’s technology ecosystem.
This is a strategic and hands-on role responsible for attracting new member companies, retaining existing members, increasing membership revenue, and building a transparent and measurable growth system for each organization.
The Head of Growth will manage the full membership lifecycle — from building a target company database and making the first contact to negotiations, onboarding, payment, membership renewal, and reactivation.
The role combines growth, B2B business development, sales, partnerships, member success, analytics, and team leadership.
Plans, pipelines, databases, dashboards, and reporting will be managed separately for IT Ukraine Association and Techosystem.
KEY RESPONSIBILITIES
New Member Acquisition
• Develop and execute separate acquisition strategies for IT Ukraine Association and Techosystem based on their target segments and value propositions.
• Build and manage the full B2B funnel: lead generation, qualification, nurturing, meetings, proposals, objection handling, membership confirmation, and payment.
• Maintain a consistent pipeline of qualified prospects through direct outreach, referrals, events, partnerships, digital channels, and contact reactivation.
• Lead negotiations with business owners, CEOs, and other senior decision-makers.
• Adapt the value proposition to the needs and profile of each prospective member.
• Analyze conversion rates across the funnel and continuously improve acquisition channels, scripts, materials, and processes.
Member Retention and Development
• Take ownership of member retention, timely renewals, and churn reduction across both organizations.
• Build a renewal calendar and an early-warning system to identify members at risk of leaving.
• Segment members by engagement, needs, value, and churn risk, and ensure a personalized approach.
• Establish a systematic feedback process and turn member insights into proposals for improving the membership value proposition.
• Analyze churn reasons, develop retention plans, and reactivate companies that have paused their membership.
• Work with community teams to increase member engagement in committees, clusters, events, international programs, and other opportunities.
Membership Revenue and Financial Sustainability
• Deliver approved revenue targets from new and renewed memberships separately for each organization.
• Manage both the number and quality of acquired member companies, including average membership fees, category mix, and revenue predictability.
• Prepare monthly and quarterly revenue forecasts based on the active pipeline and renewal calendar.
• Identify risks to target achievement and propose corrective actions in advance.
IT Ukraine Association:
• 60–80 new paid members annually
• 85% annual membership retention rate
Techosystem:
• 50 new paid members annually
• USD 60,000 in annual revenue from new memberships
Additional performance metrics across both organizations include net membership growth, membership revenue attainment, funnel conversion, sales cycle length, on-time renewal rate, CRM quality, pipeline coverage, and forecast accuracy.
• 5+ years of experience in growth, B2B business development, sales, partnerships, customer success, or membership organization development.
• At least 2 years of experience leading people or cross-functional teams.
• Proven track record of achieving sales or revenue targets.
• Hands-on experience building and managing a B2B sales or membership acquisition funnel.
• Practical experience with retention, churn reduction, renewals, reactivation, and long-term customer or member value.
• Strong negotiation skills and experience working directly with business owners, CEOs, and C-level executives.
• Ability to handle objections and convert negotiations into paid agreements.
• Strong analytical skills, including CRM management, funnel conversion analysis, forecasting, dashboards, and financial metrics.
• Ability to work with two stakeholder environments, align priorities, and maintain the confidentiality and separation of each organization’s data and interests.
• A strong understanding of Ukraine’s technology and innovation ecosystem.
• An established network of relevant business and ecosystem contacts will be a significant advantage.
• Fluent Ukrainian and English at Upper-Intermediate/B2 level or higher.
• Fixed compensation plus performance-based bonuses.
• Expert services agreement or cooperation through a Ukrainian sole proprietor arrangement (FOP).
• Hybrid working model.
• Office at Astarta Business Centre, 58 Yaroslavska Street, Kyiv.
• Three-month probation period.
- Build open and honest relationship – we strive to create strong relationships between all our members so that everyone feels comfortable to contribute in every way they can. This allows us to have a diversity of ideas, opinions, and viewpoints that give us a better chance of succeeding and making a positive impact as a company.
- Be Creative and Open-Minded – it’s important to take risks and embrace your creativity. You may end up making mistakes, but if you don’t make any mistakes, that only means that you haven’t taken any risks. We don’t want to be complacent – we want to aim for more.
- Always grow and learn – we believe that everyone should be constantly trying to grow from a personal and professional standpoint. By pushing our employees to unlock their full potential, we’ll help them achieve a greater level of fulfillment.
- Do More with Less – by doing more with less, we mean that there’s always room for improvements and often for improvement is not much needed.
- Treat others the same way you want to be treated – we’ve learning to take nothing for granted. It’s important to stay humble, carry ourselves with quiet confidence, and treat others the same way that we want to be treated.
We have our own Tech networking - Svoї in Tech (https://www.facebook.com/svoiintech/)