Sr. Growth Marketing Specialist - Upsell & Expansion

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.

About the role

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.

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.

Responsibilities

• Build and run expansion campaigns targeting existing accounts — email, in-product messaging, events, ABM plays
• Partner with Customer Success and Sales to identify upsell triggers (usage patterns, containment wins, renewal timing, new attack surface exposure) and turn them into repeatable programs
• Work with sales leaders and field marketing teams to design and execute upsell sales plays — arming reps with the right timing, messaging, and offers to expand accounts
• Partner with Product Marketing to package and position new modules (cloud, endpoint, container segmentation) for the installed base
• Own the metrics: expansion pipeline, upsell conversion rate, net revenue retention contribution
• Test messaging and offers relentlessly — this is a role for someone who likes running experiments, not just executing a plan

Requirements

• 4+ years in growth, lifecycle, or expansion/customer marketing — SaaS or cybersecurity experience strongly preferred
• Working knowledge of breach containment and segmentation concepts (Zero Trust, ransomware containment, lateral movement, attack surface) — fluent enough to translate technical value into a business case
• Comfortable with data: you can pull your own reports, read a funnel, and know what’s a trend versus a pattern that we need to build on
• Experience running sales plays in partnership with field marketing and sales leadership
• Bias toward action based on data, rather than vanity metrics

Schedule

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

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.