Responsibilities

• Self-serve activation - Own the developer journey from signup to first successful API call, early repeat usage, and an agreed activation or PQL threshold. - Build product-triggered messaging, onboarding sequences, and interventions that recover stalled new users. - Partner closely with Product and Engineering on the broader onboarding experience while owning the lifecycle programs that support it. - Success is measured by signup-to-first-call conversion, early repeat usage, and the percentage of new users who reach activation or PQL thresholds.
• Enterprise nurture - Own the long-cycle journeys for enterprise accounts. - Build education paths by persona, use case, and vertical. - Develop programs that engage the broader buying committee, support active evaluations, and bring dormant accounts or opportunities back into motion. - Success is measured by meaningful account engagement, buying committee coverage, dormant opportunities reactivated, and progression into qualified pipeline.
• Lifecycle segmentation and orchestration - Own who receives what, when, and why. - Build a clear segmentation strategy across developers, product-qualified accounts, enterprise buyers, active evaluations, and dormant prospects. - Use product behavior, account context, and buying stage to determine the right message and next step. - Own send governance so no one receives conflicting, repetitive, or irrelevant communication from Exa.
• Email craft and program quality - Own what we send and how it reads. - Set the quality bar for lifecycle copy, subject lines, cadence, personalization, and calls to action. - Make sure every message earns the attention it asks for, especially when the audience is a developer. - Success is measured by program-level engagement, conversion, unsubscribe rates, and the absence of internal collisions.
• Webinar audience and conversion - Own audience strategy, promotion, segmentation, and follow-up for webinars and virtual programs. - Partner with PMM, DevRel, founders, and other subject matter experts on topics and speakers. - Make sure the right accounts register, attend, and move into an appropriate next step after the event. - Success is measured by qualified attendance, target-account participation, meetings created, and post-event pipeline progression.
• Experimentation and reporting - Own the lifecycle testing roadmap and performance reporting. - Build a disciplined backlog of experiments across activation, timing, segmentation, messaging, and re-engagement. - Be clear about what was tested, what happened, and what changed as a result. - Marketing Operations owns the attribution model and source of truth. You own lifecycle performance within it and use the same numbers as the rest of the company.
• AI-first execution - Design AI-powered workflows for drafting, personalization, audience research, journey QA, segmentation, and performance summaries. - Use AI to increase the quality and speed of the work, not to flood inboxes with more content. - If a step runs manually more than twice, you should be itching to automate it.

Requirements

• 5+ years in lifecycle, growth, email, or marketing automation at a B2B technology company, with hands-on ownership of programs you built and measured yourself.
• Experience building both a self-serve product-led motion and an enterprise nurture motion, with a clear understanding of why they require different approaches.
• Deep craft in email. Show us sequences you wrote and be ready to explain the reasoning behind the audience, subject line, length, cadence, and call to action.
• Experience using product behavior and account signals to trigger and personalize lifecycle programs.
• Credibility with a developer audience. You understand why most marketing email fails with engineers and can write something they will actually read.
• A track record of improving activation, engagement, pipeline progression, or reactivation through programs you personally owned.
• Experience supporting webinars or virtual programs through audience strategy, promotion, segmentation, and post-event conversion.
• Experimentation discipline. You have run real tests, written honest readouts, and changed programs based on what the results showed.
• Analytics fluency. You can build your own reporting, investigate performance, and tell the difference between a lift and a coincidence.
• Working knowledge of deliverability fundamentals, consent, preference management, and list hygiene, enough to partner well with Marketing Operations.

Preferred

• Experience at an API-first or developer tools company with a free tier.
• Fluency with product analytics and event-triggered messaging based on usage data.
• Experience building PQL programs and partnering with Sales on product-led pipeline.
• SQL or comfort pulling and validating your own segments.
• Experience with enterprise buying committees and account-based nurture.
• Experience with webinar or virtual event platforms at scale.
• Familiarity with hybrid PQL and MQL models and how lifecycle programs support both.
• Experience working in a high-growth environment where the processes and programs still need to be built.

Benefits

• Health and wellness: Premium medical, dental, and vision coverage, plus a monthly wellness benefit and a monthly commuter benefit for our SF team.
• Fertility and family planning: Reimbursement for eligible egg freezing and related medical expenses up to a $15,000 lifetime maximum, plus 16 weeks of fully paid parental leave for all new parents, whether through birth, adoption, surrogacy, or foster placement.
• Life at Exa: Lunch and dinner served daily, an office stocked with snacks, coffee, and health supplements, fresh bread from a local bakery every morning, weekly milk tea deliveries, monthly picnics, and parties to celebrate the wins and each other.
• Visa sponsorship: We sponsor visas for exceptional candidates and welcome applicants from all backgrounds and locations.