Senior Manager, Customer Growth Marketing (Remote)

Accuris

6d•$140,000 - $160,000•Remote

About The Position

Accuris is building a new customer growth marketing capability focused on one of our most significant growth opportunities: expanding the value we deliver to our existing customers. We are looking for a Senior Manager, Customer Growth Marketing to build and execute the programs that drive adoption, upsell, and cross-sell across the Accuris customer base. This is not a traditional customer communications role. The primary mandate is revenue growth. The successful candidate will use customer, product and commercial data to identify whitespace within our installed base and quickly translate those opportunities into targeted, measurable growth programs. Examples could include expanding Engineering Workbench customers into premium capabilities, introducing Supply Chain Intelligence solutions to existing Engineering Intelligence customers, increasing adoption across additional teams or business units, or activating customers around new AI, workflow and integration capabilities. This leader will be expected to move quickly. While they will establish the longer-term customer growth marketing strategy and operating model, the immediate priority is to launch programs, learn what works and generate measurable pipeline and ARR.

Requirements

8+ years of B2B marketing experience, including significant experience in customer, lifecycle, growth, account-based or revenue marketing.
Demonstrated success building programs that generated measurable upsell, cross-sell or expansion revenue.
Experience marketing complex B2B software, data, information services or SaaS solutions.
Strong understanding of customer segmentation, lifecycle marketing and account-based marketing.
Experience using CRM, marketing automation, intent, product usage and customer data to build targeted campaigns.
Strong commercial instincts and an ability to identify where customer behavior and data signal revenue opportunity.
Experience partnering closely with enterprise Sales and Customer Success organizations.
Ability to translate product capabilities into compelling customer value propositions and campaigns.
Strong analytical skills and comfort being measured against pipeline and revenue outcomes.
The ability to operate effectively in an environment where the capability is still being built.
A builder and operator - someone who is equally comfortable developing the strategy, analyzing the customer base, building the campaign, working with sellers and reviewing the resulting pipeline.

Responsibilities

Build the Customer Growth Engine: Develop Accuris's customer growth marketing strategy across upsell, cross-sell, product adoption and account expansion. Segment the installed base based on customer profile, products owned, usage, whitespace, growth potential and propensity to buy. Identify the highest-value expansion opportunities and translate them into actionable marketing audiences and plays. Establish a repeatable operating model for moving from customer insight to opportunity, campaign, sales action, pipeline and revenue. Build a roadmap of customer growth plays that can scale globally.
Launch Upsell and Cross-Sell Motions: Quickly develop and execute campaigns against priority customer segments. Create product-specific upsell motions designed to move customers into higher-value offerings and capabilities. Build cross-sell programs that introduce customers to relevant solutions elsewhere in the Accuris portfolio. Develop campaigns around customer lifecycle moments such as adoption milestones, renewals, new product launches, usage patterns and identified whitespace. Test different offers, messages, channels and calls to action to determine which approaches generate the strongest commercial response. Partner with regional and account teams on targeted expansion campaigns for strategic customers.
Turn Customer Data Into Action: Work with Revenue Operations, Marketing Operations and Customer Success to create a clear view of the installed base and its expansion potential. Use product ownership, usage, engagement, firmographic and account data to identify customers most likely to expand. Develop customer propensity and whitespace models that help Sales and Marketing prioritize where to focus. Build audiences and triggers that allow Accuris to move toward increasingly personalized and automated customer marketing. Establish reporting that connects customer marketing activity directly to pipeline, expansion ARR and retention.
Equip Sales and Customer Success: Work closely with account teams to ensure marketing programs translate into commercial conversations. Create campaign-in-a-box programs, messaging, customer insights and sales plays that make expansion opportunities easier to pursue. Develop clear value propositions for specific customer expansion scenarios. Establish feedback loops with Sales and Customer Success to understand which plays are working and continually improve them. Help create a shared operating rhythm around customer expansion opportunities.
Improve Adoption and Customer Value: Partner with Product Marketing and Customer Success to increase awareness and adoption of capabilities customers already own. Identify underutilized products or features that represent an opportunity to deepen customer value and engagement. Develop targeted lifecycle communications that help customers discover additional value from Accuris. Use adoption programs strategically to create the foundation for future expansion and stronger retention.