Responsibilities

• Own strategy and messaging across the full customer lifecycle—from acquisition to expansion across the funnel.
• Design and optimize acquisition journeys that convert prospects and drive multi-product adoption.
• Define lifecycle stages, moments, and triggers to guide the customer journey and align GTM.
• Partner with Pricing & Packaging to reinforce positioning at key conversion and upsell moments.
• Collaborate with Product, Growth Marketing, Revenue, and PMMs to prioritize high-impact growth opportunities.
• Define how customers grow across the platform: target audiences, messaging, and signals to move between products.
• Build growth strategy frameworks balancing entry path optimization, ICP targeting, and expansion sizing.
• Serve as the funnel owner: set goals, track performance, and communicate results to leadership.
• Prioritize hypotheses across the funnel; design tests with Growth, Product, and Data.
• Maintain an experimentation roadmap across acquisition and expansion to keep velocity.

Requirements

• Minimum of 6 years in product marketing, growth marketing, or related B2B SaaS with funnel ownership.
• Outstanding storyteller: synthesize signals into clear narratives for different audiences.
• Data-driven with customer empathy: combine analysis with customer interviews and win/loss.
• Deep familiarity with hybrid self-serve and sales-assisted GTM; SMB experience preferred.
• Fluent in key metrics: funnel conversion, CAC efficiency, time-to-value, NRR, ARPC.
• Proven ability to influence cross-functional leaders without direct authority.
• Ownership mentality: proactive, scrappy, and able to operate in fast-moving environments.
• Experience in HR tech, fintech, payroll, or adjacent SMB platforms is a plus.

Preferred

• SMB buyer experience strongly preferred
• Experience in HR tech, fintech, payroll, or adjacent SMB platforms is a plus

Benefits

• great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community
• Total Rewards @ Justworks