Head of Customer Growth

Order.co is the System of Action for the Office of the CFO, transforming the way businesses purchase and pay into an intuitive, B2C-like shopping experience. Order.co leverages embedded AI agents and embedded financial products to reinvent the way businesses connect with their vendors.  End users enjoy a seamless, zero-training buying experience, while finance and procurement leaders gain a single platform to orchestrate how the business “should operate”. The result is an all-in-one solution that serves as a gravitational pull for spend and data, automating and eliminating procurement and finance workflows from requisition to reconciliation along the way. Order.co is on the cutting edge of B2B Agentic Commerce, poised to be the market leader in creating a more predictive, prescriptive, and personalized experience for users.  Founded in 2016 and headquartered in New York City, Order.co oversees nearly half a billion in annualized spend across hundreds of customers like WeWork, SoulCycle, Lume, and [solidcore]. Order.co has raised $75M in funding from industry-leading investors like MIT, Stage 2 Capital, Rally Ventures, 645 Ventures, and more. Order.co has been proudly named a 50 to Watch by Spend Matters and a Best Place to Work by BuiltIn and Inc. Magazine. About the Role We’re looking for a Head of Customer Growth to build and scale a new revenue motion focused on expanding value within our existing customer base. This is a player-coach role: you’ll initially operate as an individual contributor—owning key accounts and expansion deals—while designing the strategy, processes, and team that will evolve into a full-scale account management and customer growth function. This role sits at the intersection of revenue, partnerships, and customer success, with a mandate to drive net revenue retention, expansion, and long-term customer value. What You’ll Do Build the Customer Growth Motion Define and execute the strategy for upsell, cross-sell, and expansion revenueIdentify high-impact growth opportunities across the existing customer baseDevelop segmentation, coverage models, and engagement strategiesPartner with Sales, Product, and Marketing to align growth initiatives Own Expansion Revenue (Player Role) Personally manage and grow a portfolio of high-value accountsRun full-cycle expansion deals—from discovery through closeBuild executive relationships with key stakeholders within customer organizationsDrive pipeline generation within the install base Design & Scale the Function (Coach Role) Establish playbooks for account management and customer growthHire, train, and manage a team of Account Managers / Customer Growth ManagersImplement metrics, forecasting, and operating cadence for the functionDefine compensation structures aligned to expansion and retention goals Drive Cross-Functional Impact Act as the voice of the customer internally to inform product and roadmap decisionsPartner with Customer Success to ensure strong adoption and retentionCollaborate with Partnerships to unlock ecosystem-driven growth opportunities What We’re Looking For Experience 7–12+ years in SaaS sales, account management, or customer growth rolesStrong experience with the ERP or payments space - demonstrated success working across procurement, operations, and finance. Proven track record of driving expansion revenue and net revenue retentionExperience owning or building account management or post-sale revenue functionsBackground in full-cycle sales (hunter + farmer hybrid) strongly preferredStartup or high-growth environment experience is a plus Skills & Traits Builder mindset—you’re comfortable creating structure from scratchStrong commercial acumen with the ability to close complex dealsData-driven approach to segmentation, forecasting, and performance managementExcellent executive communication and relationship-building skillsAbility to operate both strategically and tactically Success Metrics Expansion ARR / Revenue Growth from existing customersNet Revenue Retention (NRR)Adoption and product penetration within key accountsTime to build and scale a high-performing team Why This Role Opportunity to build a new revenue function from the ground upDirect impact on company growth and strategyClear path to VP-level leadership as the function scalesHigh visibility across executive leadership What You'll Receive A competitive compensation package including base and variable components as well as stock options Robust medical, dental, vision, and wellness benefits Flexible time off and remote work policies Generous leave policies and support for new and current parentsEmployer-sponsored 401(k) The anticipated annual salary for this role is $250,000 OTE. Actual compensation and title will be commensurate with experience, qualifications, knowledge, and skills. Locations: New York, NY