A Head of Growth owns the whole funnel and the efficiency of every dollar in it, and they answer to the CEO for the growth rate. They have heard the point-solution pitch that fixes one channel and ignores the system. The ones who get the call ask where the growth model is capacity-bound and what they are betting on this year to change it.
What a Head of Growth actually cares about
A Head of Growth is measured on efficient growth across acquisition, activation, and retention, and on the payback of the bets they make. They buy to move the growth rate or the efficiency of it, so a system-level fix wins over a point solution. Prep around the model-level bet and every answer maps.
Discovery call questions for a Head of Growth
Copy the list and cut it to the six or eight that fit the deal. Lead with the question that gets at the number they own, and let the rest earn their place. Each is tagged with the MEDDICC field it fills, so your notes drop straight into the CRM.
- What is the growth rate you are accountable for, and what is the current run rate? (Metrics)
- Where is the model capacity-bound: acquisition, activation, or retention? (Implicate Pain)
- Walk me through how a growth bet gets funded and killed. (Decision Process)
- What is the one bet you are making this year to change the curve? (Metrics)
- Which lever has the best payback right now, and which the worst? (Metrics)
- What is slowing the team from compounding: people, data, or tooling? (Implicate Pain)
- What have you tried and shelved, and why? (Competition)
- If something improved efficiency across the funnel, how does it get in? (Decision Process)
- Who signs off: the CEO, finance, product? (Economic Buyer)
- Ninety days in, what number proves the bet is paying off? (Metrics)
- Who owns it across the org? (Champion)
Do not read the whole list. Pick six, open on the model-level bet and where growth is capacity-bound, and let the answers pull the rest. The prompt below tailors these to a real account.
Generate these for your exact account
The list is the floor. The call is won by grounding each question in their real growth model and current bets, which you get from their site, product, and hiring. That is the prep that never fits. Hand it to Claude.
You are prepping me for a discovery call with a Head of Growth at {{company}} ({{company URL}}).
First, read their website: what they sell, who they sell to, how they go to market, and any public signals about their priorities right now.
Then take the discovery questions below and, for each one, swap the generic blank for something specific to {{company}} and this Head of Growth's world. Keep every question mapped to its {{MEDDICC}} field. Cut the list to the 8 that best fit this deal, sequence them broad to specific, and flag the ONE question most likely to surface a real gap I can act on.
Use only what you can read or reasonably infer, and mark anything inferred so I do not assert it as fact on the call.
QUESTIONS:
{{paste the list above}}Generate this for any account
- Discovery call prep skill →The Claude skill that tailors this whole list to a specific account and your framework (MEDDICC, BANT, SPICED).
- Sales discovery questions prompt →The copy-paste prompt version, tailored to the deal in front of you.
Frequently asked questions
What should you ask a Head of Growth on a discovery call?
Lead with the growth rate they own and where the model is capacity-bound. A Head of Growth thinks in systems and payback, so point-solution questions fall flat and questions about the whole-funnel bottleneck and the bet they are making land. Keep it to six or eight and map each answer to a qualification field.
How is a Head of Growth different from a Growth Marketer?
A Growth Marketer runs experiments on a metric; a Head of Growth owns the growth model and the efficiency of the whole funnel, and answers to the CEO for it. The marketer conversation is about test velocity; the leader conversation is about system-level fixes, payback, and the one bet that changes the curve.