Responsibilities

• 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

Requirements

• 7+ years in demand generation, with a track record of owning programs end to end. SaaS or cybersecurity experience strongly preferred
• 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 authority
• A track record of designing and scaling experimentation programs, not just running the occasional test