Freelance Growth Marketing Lead

Toloka is hiring a Freelance Growth Marketing Lead to build and scale our demand generation engine across Europe. This full-time role is for a hands-on operator who can take pipeline from zero to one and then grow what works.

About the Role

As Freelance Growth Marketing Lead, you will own Toloka's pipeline from first touch through to sales-ready opportunity. Sitting where marketing meets sales, you will convert a sharply defined Ideal Customer Profile into qualified demand through multi-channel programs, a modern marketing stack, and daily collaboration with our sales and SDR teams. You will be measured on the metrics that drive revenue: MQLs, SQLs, meetings booked, and influenced pipeline.

Key Responsibilities

• Plan and execute integrated demand generation across inbound, outbound, paid, email, events, and AI search surfaces, optimizing the full funnel for conversion over vanity metrics.
• Run a continuous experimentation program across messaging, audiences, channels, and offers, then scale the winners.
• Define, refine, and maintain the ICP and buyer personas, translating them into precise targeting using firmographic, intent, and engagement signals.
• Build account-based marketing programs for priority accounts alongside sales.
• Act as the connective tissue between marketing and sales — aligning on definitions, handoffs, SLAs, and shared goals, and running regular funnel reviews.
• Own the demand gen tech stack: CRM, marketing automation, enrichment, intent, outbound, and analytics, including lead scoring, routing, and nurture flows.
• Maintain clean data and reliable attribution, and report on pipeline created, cost per SQL, conversion rates, and channel ROI.

Qualifications

• 6+ years in demand generation, growth, or GTM marketing, ideally in B2B SaaS or technology, with a proven pipeline-building record.
• Hands-on 0-to-1 experience building or significantly scaling a demand gen function.
• Command of the full funnel: inbound, outbound, ABM, performance marketing, SEO, and email.
• Ability to define an ICP and turn it into campaigns that convert, backed by data fluency in attribution and experiment design.
• A shared-pipeline partnership with sales and SDR teams.
• Nice to have: experience marketing to technical or AI/ML audiences, familiarity with AEO and GEO discovery surfaces, leading small cross-functional teams, and using generative AI to scale operations.

About Toloka

Toloka creates the data that powers leading GenAI models, combining domain experts, a global crowd across 100+ countries, and a technology platform. Our well-funded, remote-first team works with clients including Anthropic, Amazon, Microsoft, and Shopify.

How to Apply

To apply, complete your application directly on this page, or you'll be redirected to the employer's application platform to finish submitting there.