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Illumio is seeking a Senior Growth Marketing Specialist to lead expansion and upsell campaigns targeting existing customers. This role sits at the intersection of product, sales, and customer success, focusing on driving customers to expand their breach containment coverage across more of their environment, adopt new modules, and move to higher tiers.
Key responsibilities include building and executing expansion campaigns using email, in-product messaging, events, and account-based marketing plays. You'll partner closely with Customer Success and Sales teams to identify upsell triggers—such as usage patterns, containment wins, renewal timing, and new attack surface exposure—and transform them into repeatable, scalable programs. Working with sales leaders and field marketing teams, you'll design and execute upsell sales plays that arm sales representatives with the right timing, messaging, and offers to expand accounts.
You'll collaborate with Product Marketing to package and position new modules (cloud, endpoint, container segmentation) for the installed base. Ownership of key metrics is critical: expansion pipeline, upsell conversion rate, and net revenue retention contribution. This is a data-driven role that thrives on testing messaging and offers relentlessly, using experimentation to drive results rather than simply executing a predetermined plan.
The ideal candidate brings 4+ years of experience in growth, lifecycle, or expansion/customer marketing, preferably in SaaS or cybersecurity. You should have working knowledge of breach containment and segmentation concepts (Zero Trust, ransomware containment, lateral movement, attack surface) and be able to translate technical value into compelling business cases. Comfort with data is essential—you should be able to pull your own reports, read funnels, and distinguish trends from actionable patterns. Experience running sales plays in partnership with field marketing and sales leadership is required. The role demands a bias toward action grounded in data rather than vanity metrics.
This is a 4 days per week on-site position at Illumio's Sunnyvale, CA headquarters.
