Senior Growth Marketing Manager; Upsell & Expansion

• Our Marketing team illuminates and evolves the global brand, driving revenue and empowering future success for our Sales team
• As a leader in Zero Trust Segmentation, we are dedicated to helping organizations prevent cyberattacks and mitigate the impact of ransomware
• Renowned for our innovative solutions and collaborative spirit, we foster an inclusive environment within Marketing and across the company
• Join one of the industry’s most creative and dynamic teams, where you’ll discover opportunities to excel, be empowered to set ambitious goals and define your path to success!
• You’ll sit at the intersection of product, sales, and customer success, building campaigns and programs that get current customers to expand their containment coverage — more of the environment segmented, new modules adopted, higher tiers
• This isn’t top-of-funnel lead gen
• It’s about finding customers who’ve already proven out containment value in one part of their environment and giving them a reason to expand containment across more of their environment, adopt additional capabilities, and extend Illumio into new use cases and buying centers
• This is a strategic, high visibility role. You’ll help set the expansion marketing agenda, not just execute against one someone else handed you
• Own the strategy and roadmap for expansion marketing, including the multi-quarter plan, not just the next campaign
• Build and run expansion campaigns targeting existing accounts across email, in-product messaging, events, and ABM plays, driving growth into new products, use cases, environments, business units, and buying centers
• Partner with Customer Success and Sales leadership to identify upsell triggers (usage patterns, containment wins, renewal timing, new attack surface exposure) and turn them into repeatable, scalable programs
• Partner with Customer Success and Product to understand the customer lifecycle, identify adoption gaps and moments of demonstrated value, and use those insights to create expansion opportunities
• Design and lead upsell sales plays alongside sales leaders and field marketing, arming reps with the right timing, messaging, and offers to expand accounts, and coaching teams as they roll out
• Partner with Product Marketing to package and position new releases for the installed base, and weigh in on packaging and pricing conversations
• Own the metrics that matter: expansion pipeline, expansion ARR, upsell conversion, product adoption, and contribution to net revenue retention
• Build and run a rigorous experimentation program. Test messaging and offers, and turn what works into scaled programs
• Act as a thought partner to marketing and sales leadership on how expansion fits into the broader revenue strategy

• Health and Dependent Savings Accounts
• Life and Disability Programs
• Paid Parental Leave
• Voluntary Benefit Programs
• Company Sponsored Wellness Program Wellness Reimbursement Program
• Retirement Savings
• Equity Opportunities
• Paid time off and Paid Holidays
• Employee Incentive Program
• Medical, Dental, Vision Coverage

A strong command of data. You can pull your own reports, read a funnel, build a model of expansion pipeline, and tell the difference between a passing trend and a pattern worth building a program around Proven experience running sales plays in close partnership with field marketing and sales leadership, including influencing senior stakeholders without direct authority7+ years in demand generation, with a track record of owning programs end to end.

SaaS or cybersecurity experience strongly preferredA track record of designing and scaling experimentation programs, not just running the occasional test