Principal Growth Marketer

The Role

As Principal Growth Marketer at Mochi Health, you'll own patient acquisition, activation, and retention across our entire platform. You'll build and lead the growth function—spanning performance marketing, lifecycle marketing, growth product, analytics, and conversion optimization—to scale our patient base while maintaining efficient unit economics in a competitive, regulated market.

This role is equal parts strategist, builder, and operator. You'll develop the growth playbook that brings us to millions of patients, build the infrastructure to execute it, and drive the day-to-day execution that hits aggressive growth targets. You'll work at the intersection of healthcare, consumer marketing, and marketplace dynamics—balancing patient trust, clinical quality, and business growth.

A Note on This Role: ~80% IC, ~20% Management

This is fundamentally an individual-contributor role, not a management-heavy position. The majority of your time will be spent directly in the work: designing experiments, digging into data, writing strategy, optimizing campaigns, and solving growth problems hands-on. You'll lead a small, high-leverage team of 5-7 people—enough to execute against the strategy, without pulling you away from the work itself.

If you're looking for a role where you mostly delegate and review, this isn't it. We need someone who wants to stay close to the data, the campaigns, and the experiments—someone energized by doing the work, not just directing it.

This is a high-impact role for someone who has scaled consumer health or marketplace businesses, thrives on data and experimentation, and understands that in healthcare, growth must be built on trust and clinical outcomes, not just performance marketing tactics.

What You'll Do

• Own the Growth Strategy

• Define and execute the patient acquisition and retention strategy across all channels and products

• Build the growth roadmap aligned with business goals, working backwards from revenue and patient targets

• Identify and prioritize the highest-leverage growth opportunities (new channels, products, markets, patient segments)

• Establish growth metrics, goals, and forecasting models that guide investment and decision-making

• Partner with executive leadership to shape company strategy based on growth insights

• Foster a culture of experimentation, data-driven decision-making, and rapid iteration

• Drive Patient Acquisition

• Scale efficient patient acquisition across paid channels (SEM, social, display, affiliates, partnerships)

• Develop and optimize organic growth channels (SEO, content, referrals, community)

• Build and test new acquisition channels and tactics to diversify patient sources

• Manage marketing budget and CAC targets across channels, optimizing for LTV:CAC ratios

• Leverage AI tools for creative generation, ad copy testing, and campaign optimization—using AI to move faster and test more variants across channels than a traditional team could manage manually

• Optimize Conversion & Activation

• Lead growth product initiatives to improve conversion throughout the patient journey

• Run experimentation programs (A/B tests, multivariate tests) to continuously improve conversion

• Identify and remove friction in the patient experience from discovery to first prescription

• Build systems to personalize patient experience based on needs, conditions, and behaviors

• Maximize Retention & LTV

• Own lifecycle marketing strategy to drive engagement, retention, and LTV

• Build email, SMS, and in-app campaigns that keep patients engaged with their care

• Develop reactivation and winback programs for lapsed patients

• Establish Growth Operations & Analytics

• Build analytics infrastructure to measure, attribute, and optimize across the full funnel

• Implement experimentation frameworks and statistical rigor for testing

• Create dashboards and reporting that give the team and leadership real-time growth visibility

• Develop forecasting models to predict growth and identify risks/opportunities early

• Partner with Data/Analytics to build patient segmentation, LTV models, and attribution

• What You Bring

• Growth Leadership Experience

• 5+ years in growth, marketing, or product roles, with at least 4+ years leading growth teams (5+ people)

• Track record of scaling consumer businesses from traction to significant scale (e.g., $10M to $100M+ ARR)

• Experience owning P&L or growth targets with accountability for CAC, LTV, and payback metrics

• Performance Marketing Mastery

• Deep understanding of attribution, incrementality testing, and marketing mix modeling

• Proven ability to scale channels while maintaining or improving efficiency

• Growth Product & Experimentation

• Experience driving growth through product improvements (onboarding, activation, conversion funnels)

• Strong experimentation mindset with rigorous approach to testing and statistical significance

• Ability to partner effectively with Product and Engineering on growth initiatives

• Understanding of personalization, segmentation, and lifecycle marketing tactics

• Analytics & Data Fluency

• Highly analytical with ability to dig into data, build models, and derive insights

• Fluent with AI-powered data and analytics tools to accelerate analysis, surface insights faster, and reduce reliance on manual SQL work for exploratory questions

• Experience building forecasting models and using data to guide strategic decisions

• Startup DNA

• Thrives in fast-paced, ambiguous environments where strategies evolve

• Comfortable rolling up sleeves and doing the work when needed

• Bias toward action and experimentation over perfection

• Resilient and energized by building something new in a challenging industry

• Why Mochi

• We’re building something ambitious, and we know that great teams are the foundation of great companies. At Mochi Health, you’ll work with collaborative people, move quickly, and help shape the future of our organization. If you’re excited by impact, ownership, and growth, we want to hear from you.

• Life at Mochi

• At Mochi Health, we believe you do your best work when you feel your best. From thoughtfully designed perks and healthcare options to high-impact work and real ownership, everything here is built to support you.

• Daily Meals - Breakfast, lunch, and dinner every weekday.

• Pre-Tax Commuter Perks - Save on transit and parking through pre-tax commuter benefits

• Top-of-Market Compensation - We offer competitive salaries along with generous equity packages so you can share in the success you help create

• Profitable and Rapid Growth - We’re scaling fast, with financial discipline and long-term vision. No VC constraints, just sustainable momentum and smart decisions

• High-Impact Work - Help shape the future of digital healthcare. Your work here directly improves lives and scales nationwide

• World-Class Team - Collaborate with teammates from Tesla, SpaceX, Citadel, Harvard, IIT, and more. We value excellence, humility, and empathy in equal measure

• Comprehensive Benefits - 401(k) wit