Growth Strategist / GTM Operations Lead

 About the Role

Your primary mission is to identify, score, and engage our Ideal Customer Profiles (ICPs) using a blend of product signals, firmographic data, and modern outreach tools. You’ll create replicable outbound programs and automation sequences that connect with high-potential leads—both from our existing user base and new audiences who’ve never heard of Ahrefs. This role will influence how we develop our ICPs and tailor our approach to match their needs, ultimately helping us grow meaningful relationships in key markets and industries.

What You'll Do

• Identify and Define ICPs: Analyze data from Ahrefs’ user base and beyond to pinpoint high-value customer segments.
• Lead Scoring & Segmentation: Develop workflows to capture product usage signals and firmographic insights; integrate them into lead-scoring models that prioritize outreach.
• Automation & Engagement: Use tools like Clay, Apollo, Champify, and others to build automated sequences and micro-campaigns across various channels.
• Targeted Outbound: Research and compile lists of ICPs in different regions and industries, crafting personalized outreach for polls, industry studies, events, and more.
• System Integration: Work closely with Marketing and Sales to ensure data flows seamlessly between CRM, analytics platforms, and email systems.
• Data Enrichment & Management: Employ scraping, cleaning, and mining techniques to keep lead and customer data accurate, actionable, and up to date.

Who You Are

• Data-Driven & Analytical: Comfortable working with large datasets to uncover actionable insights.
• Tech-Savvy: Familiar with next-gen GTM tools (Clay, Keyplay, Apollo, etc.) and skilled at building automated workflows.
• Process-Oriented: Able to design and implement repeatable playbooks for outreach and lead scoring.
• Strong Collaborator: Excels at partnering with cross-functional teams to align messaging and strategy.
• Autonomous & Results-Focused: Thrives in a fast-paced environment and takes ownership of goals.

What Success Looks Like

• Clearly defined ICPs with documented attributes and engagement patterns
• Optimized lead scoring system that accurately identifies high-value prospects
• Efficient outbound campaigns that generate meaningful conversations and relationships
• Seamless data flow between marketing and sales systems
• Increased engagement with target accounts across content initiatives and events