Mixpanel is hiring a

Director, Startups and Self-Serve Growth

San Francisco, United States

About Mixpanel

Mixpanel helps companies measure what matters, make decisions fast, and build better products through data. With our powerful, self-serve product analytics solution, teams can easily analyze how and why people engage, convert, and retain—in real-time, across devices—to improve their user experience.

Mixpanel serves over 26,000 companies from different industries around the world, including Expedia, Uber, Ancestry, DocuSign, and Lemonade. Headquartered in San Francisco, Mixpanel has offices in New York, Seattle, Austin, London, Barcelona, and Singapore.

About the Role

In this role, you will be responsible for growing the North America Startups business. This role will own revenue acquisition and retention for all companies with <200 employees. You will build and manage a team of Account Executives and Relationship Managers and develop and execute the sales strategy for the acquisition of the new business and retaining and growing our existing user base. You'll work closely with our marketing and product teams to optimize our long-tail acquisition and retention engine. This role will execute a strategy that provides high-touch service to high growth strategic startups and a scaled and efficient offering to SMBs. You will be comfortable operating within a startup environment and can make high-quality decisions at pace. We are looking for someone who can act as both a significant sales and business leader that serves as the voice of our smallest (but fastest-growing) customers. You are a great fit if you hold an incredibly high standard for yourself, other team members and manage to build inclusive and team-oriented cultures.


  • Own revenue acquisition and retention for all 0-200 employee count companies
  • Maximize ARR agnostic of Self-Serve or sold channel
  • Incubate new programs and strategies to maximize LTV: CAC
  • Build out scaled acquisition, onboarding, and retention strategies for our long-tail user base
  • Collaborate closely with key partners in Marketing and EPD to drive overall segment growth
  • Provide sales mentorship and coaching, elevate the team’s abilities to manage and close revenue
  • Accurately forecast recurring revenue pipelines
  • Constantly innovate ways to balance sales opportunities, client management, and new customer onboarding responsibilities
  • Work to develop and circulate the set of best practices that will serve as the foundation for this growing team

We're Looking For Someone Who Has

  • BA/BS degree in a related field
  • 5+ years of experience managing a large and growing team
  • Demonstrated skill owning and delivering on revenue targets
  • Experience working with or selling to SMBs
  • Data-driven and analytic rigor

Bonus Points For

  • MBA degree or evidence of continuous professional development
  • Experience in growth marketing or sales operations
  • Experience in partner sales organizations including channel, ISV sales, or BPO / vendor sales
  • Experience working in a SaaS startup
  • SaaS sales experience, with experience leading teams and a passion for building and supporting diverse teams
  • Experience Managing New Business and Existing Business (Renewals, upsell, cross-sell)
  • Incubate new programs and strategies to maximize LTV: CAC
  • Drive data-driven analysis and evaluation to make recommendations on strategic execution and investments

Benefits and Perks

  • Comprehensive Medical, Vision, and Dental Care
  • Mental Wellness Benefit
  • Generous Vacation Policy & Additional Company Holidays
  • Enhanced Parental Leave
  • Volunteer Time Off
  • Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break

Culture Values

  • Be Open: When knowledge becomes open, we can come together as a team to collaborate around a shared purpose
  • Customer Focus: Our customers’ success is our success
  • Lead Change: Everyone at Mixpanel has the capacity to make an impact on the business
  • Results Oriented: Driving results in a measurable way ensures we stay focused on the highest impact initiatives
  • One Team: We can’t win without each other

Why choose Mixpanel?

A clear market leader in the product analytics space, Mixpanel has raised $77M from world-renowned VC firms like Andreessen-Horowitz, Sequoia, and YC, and our revenue has grown significantly since then. Our ambitious, collaborative team makes it possible by finding creative solutions to new challenges with scaling, reliability, design, and customer service.

Mixpanel is an equal opportunity employer supporting workforce diversity. We actively encourage women, people with disabilities, veterans, underrepresented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records.