Reports to: Chief of Staff North-star: Qualified Pipeline & Lead-to-Demo Conversion
Why Shopflo
Shopflo started with a simple belief - checkout is the most under-innovated part of ecommerce. We built India’s checkout-as-a-service platform for D2C brands, helping over 1,000 merchants improve conversion rates, reduce fraud COD orders, and deliver a seamless buying experience. Brands like Dot & Key, Nestasia, and The Sleep Company trust us to run their checkout.
In 2026, we were acquired by Pine Labs - one of India’s most established fintech infrastructure companies. That means we now have the distribution, merchant relationships, and resources of a large fintech, while continuing to operate with the pace and ownership culture of a product team.
Startup DNA. Enterprise backing. Real product. Real traction.
Why This Role Exists
The product works. Customers love it. We have a clear ICP and a motion that’s starting to compound. What we need now is someone to own the demand engine - not manage it from a distance, but build it, run it, and iterate on it in real time.
This is not a brand manager role. Not a “let’s run some campaigns” role. This is a builder-executor seat - you’ll own pipeline outcomes across outbound, paid, organic, and brand, with events and content handled separately.
What You’ll Own
1. Outbound Engine
ICP list building, sequence design and optimisation, CRM hygiene, and working directly with sales on handoff and pipeline quality. You’re not just setting up the system - you’re iterating on it based on what’s converting.
2. Paid Demand Gen
LinkedIn Ads (primary), Google Ads (secondary). You’ll work with an agency on execution but you own the brief, the outcomes, and the learning loop. If it’s not working, you fix it - not the agency.
3. Organic Demand Gen
SEO strategy and execution, website performance, non-paid pipeline channels. You’ll decide what’s worth building and in what order.
4. Brand & Digital Presence
How Shopflo shows up on LinkedIn, on Google, in inboxes. Messaging consistency, creative direction, channel hygiene. Not vanity metrics - everything ties back to pipeline.
5. Analytics & Experimentation
Own the numbers across all channels. Build reporting that actually drives decisions. Run experiments, kill what doesn’t work, double down on what does.
What We’re Looking For
Must-haves
• 4–6 years in GTM, growth, or demand gen at a B2B SaaS, fintech, or similar environment
• You’ve built GTM processes from scratch - not inherited a playbook and run it
• You’ve owned pipeline outcomes - not task lists, not impressions
• High agency. You don’t wait for tight briefs. You move, then align.
• Strong commercial instinct - you think in conversion rates, ICP fit, and pipeline quality
• Comfortable managing vendors and agencies without losing accountability
• Hands-on with the stack: CRM, sequencing tools, LinkedIn Ads, Google Ads, SEO basics, analytics
Nice-to-haves
• Prior exposure to fintech, payments, D2C/retail SaaS, or developer tools
• Experience in an early-stage or high-growth environment
• You’ve personally shipped something that drove revenue - a sequence that booked meetings, a page that ranked, a channel that compounded
What You’ll Get
• Direct access to the Chief of Staff and real ownership - not a layer removed from decisions
• Budget and autonomy to experiment
• The scale and stability of Pine Labs with the pace of a product team
• Competitive salary.
