Summary of the Sr. Growth Marketing Manager - Upsell & Expansion job at Illumio

Onwards Together!

Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters.

Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.

Location: 4 on-site days a week in Sunnyvale, CA Headquarters.

Our Team's Vision:

Our Marketing team illuminates and evolves the global brand, driving revenue and empowering future success for our Sales team. As a leader in Zero Trust Segmentation, we are dedicated to helping organizations prevent cyberattacks and mitigate the impact of ransomware.

Renowned for our innovative solutions and collaborative spirit, we foster an inclusive environment within Marketing and across the company. Join one of the industry's most creative and dynamic teams, where you'll discover opportunities to excel, be empowered to set ambitious goals and define your path to success!

You'll sit at the intersection of product, sales, and customer success, building campaigns and programs that get current customers to expand their containment coverage — more of the environment segmented, new modules adopted, higher tiers. This isn't top-of-funnel lead gen. It's about finding customers who've proven out containment value in one part of their environment and giving them a reason to expand it everywhere else.

About this role:

Illumio is the breach containment company. When attackers get in, and they will, our platform stops them from moving laterally, containing ransomware and breaches before they become headlines. We're hiring a Senior Growth Marketing Manager to own the upsell and expansion motion: turning existing customers into bigger customers.

You'll sit at the intersection of product, sales, and customer success, building campaigns and programs that get current customers to expand their containment coverage: more of the environment segmented, new modules adopted, higher tiers. This isn't top of funnel lead gen. It's about finding customers who've already proven out containment value in one part of their environment and giving them a reason to expand containment across more of their environment, adopt additional capabilities, and extend Illumio into new use cases and buying centers. This is a strategic, high visibility role. You'll help set the expansion marketing agenda, not just execute against one someone else handed you.

Your Impact:

• 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

Your Toolkit:

• 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

#LI-OM1 #LI-ONSITE

Our Commitment

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions creates a culture of belonging, drives our future, and makes us stronger together in support of our customers and their success.

All official job offers from our company are extended directly by our recruitment team and will be sent through an official E-Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.