Sr. Growth Marketing Specialist

About the role

Illumio is seeking a specialist to drive account expansion and increase product adoption within our existing customer base. You will bridge the gap between sales, product, and customer success to turn current users into long-term partners through targeted campaigns. This role focuses on identifying and activating expansion opportunities across a portfolio of strategic accounts. You will own the end-to-end process of developing, executing, and optimizing initiatives that unlock additional value from our installed base. The ideal candidate thrives in a collaborative environment where data informs every decision and creativity drives engagement. You will be instrumental in aligning marketing efforts with revenue goals to ensure sustainable growth.

Key facts

What you'll do

• Develop and manage expansion-focused campaigns using email, events, in-product messaging, and account-based marketing.
• Collaborate with Sales and Customer Success to translate usage data and renewal timing into repeatable upsell programs.
• Create and deploy sales plays that equip representatives with effective messaging for account growth.
• Work with Product Marketing to position and package new modules, including container, endpoint, and cloud segmentation, for current customers.
• Manage key performance indicators such as upsell conversion rates, expansion pipeline, and net revenue retention.
• Conduct continuous testing of offers and messaging to optimize campaign performance.
• Analyze customer health scores to pinpoint accounts with the highest propensity for expansion.
• Coordinate cross-functional workshops to align stakeholders on target account strategies and success metrics.
• Build narrative-driven content that addresses specific customer pain points and illustrates tangible business outcomes.
• Monitor competitive landscape shifts and adjust campaign tactics to maintain market relevance.
• Partner with Finance to model revenue scenarios and forecast the impact of expansion initiatives.
• Document standard operating procedures to ensure scalability and consistency of growth programs.
• Lead quarterly business reviews with key accounts to identify new use cases and gather feedback.
• Architect onboarding sequences that guide customers toward advanced feature adoption.
• Synthesize insights from campaign results to inform future product development and positioning.

Requirements

• Minimum of 4 years of experience in lifecycle, growth, or customer marketing, preferably within cybersecurity or SaaS.
• Ability to explain technical concepts like ransomware containment, Zero Trust, lateral movement, and attack surfaces in business terms.
• Proficiency in data analysis, including the ability to generate reports and identify actionable trends within a sales funnel.
• Demonstrated experience executing sales plays alongside field marketing and sales leadership.
• A results-oriented mindset focused on data-driven decision-making rather than vanity metrics.
• Strong written and verbal communication skills to engage with executive-level stakeholders.
• Experience managing multiple projects in a fast-paced, deadline-driven environment.
• Familiarity with CRM and marketing automation platforms such as Salesforce and Marketo.
• Understanding of security operations and the customer journey within enterprise IT environments.
• Commitment to maintaining the highest standards of integrity and compliance in all marketing activities.
• Willingness to travel as needed to support key accounts and industry events.
• Ability to work independently while contributing effectively within a cross-functional team.
• Adaptability to evolving priorities and the capacity to manage competing demands efficiently.

Practical notes

Illumio manages all job offers directly through official recruitment channels and E-Signature platforms. We will never request sensitive personal information, such as social security numbers or financial details, during the initial offer process. Background checks are conducted only after an offer is accepted and through an authorized third-party vendor. In accordance with local regulations, we consider qualified applicants with arrest and conviction records for roles in Los Angeles and San Francisco.

About the company

Illumio is a cybersecurity company specializing in zero trust segmentation. Founded in 2013, Illumio prevents breaches from spreading across hybrid IT environments with its adaptive security platform.