Who You Are

Product Marketing defines how Justworks wins—shaping our narrative, informing decisions, and driving growth through pricing, positioning, and GTM systems. The Customer Journeys team owns how customers enter, convert, and expand across the platform. We are the connective tissue between the platform and the go-to-market motion.

We are seeking a Senior Product Marketing Manager, Growth with a GM mentality and a direct line to business outcomes. Your work will directly affect funnel conversion, net revenue retention, and customer lifetime value—whether you’re shaping how SMB prospects discover and choose Justworks, or defining the signals and strategies that drive customers from single-product to multi-product adoption.

This role is built for a PMM who combines customer obsession with analytical rigor and a hacker’s mentality for finding growth—someone who moves fast on data and knows that the best insights come from spending time with customers, not just dashboards.

Your Success Profile

Journey & Lifecycle Design

• Own strategy and messaging across the full customer lifecycle—from acquisition (point of entry through conversion and activation) to expansion (progression across products and platform)—translating ICP definitions into entry points, progression paths, and conversion strategies across the funnel. 
• Design and optimize acquisition journeys that move prospects from first touch through conversion, and expansion journeys that drive customers toward multi-product adoption—reducing time-to-value and time-to-expansion across both self-serve and sales-assisted motions. 
• Define lifecycle stages, key moments, and behavioral triggers that shape how customers experience and progress through each stage—producing journey blueprints the broader GTM system can execute against.
• Partner with Pricing & Packaging to ensure journey strategy reinforces platform positioning and pricing communication at key conversion and upsell moments. 

Growth Strategy & Execution

• Partner with Product, Growth Marketing, Revenue, and other PMM teams to design and prioritize growth strategies across the funnel—focusing on the highest-impact opportunities to improve acquisition efficiency, conversion velocity, and expansion revenue. 
• Define how and when customers grow across the platform: target audiences, messaging by lifecycle stage, and the behavioral signals and triggers that drive movement between products and stages. 
• Build growth strategy and prioritization frameworks that guide where the team invests—balancing entry path optimization, ICP-based segment targeting, and expansion opportunity sizing. 
• Serve as the business owner for your funnel area: set goals, track performance, communicate results to leadership, and continuously raise the bar on what good looks like. 

Experimentation & Optimization

• Define and prioritize hypotheses across your funnel area—partnering with Growth, Product, and Data to design tests, execute them, and translate results into system improvements that compound over time. 
• Produce and maintain an experimentation roadmap: prioritized tests, learnings, and optimization recommendations across acquisition and expansion that keep the team moving at velocity. 
• Operate with a test-and-learn mentality: move fast, use data to guide decisions, treat iteration as a core part of the job—not a fallback. Dig into what worked, what didn’t, and why—then quickly apply those learnings. 
• Track the metrics that matter across the lifecycle: funnel conversion rates by stage and segment, CAC efficiency, time-to-value, self-serve share, ARPC, NRR, add-on attach rate, and lifecycle progression rates. 

Market & Customer Insights

• Be the in-house expert on your buyer: deeply understand the SMB decision-maker’s pain points, motivations, and journey through continuous qualitative and quantitative research—and regularly update that knowledge as the market evolves. 
• Partner with the Market Intelligence Lead on voice of customer, win/loss, and competitive research—contributing your funnel perspective and translating shared insights into actionable journey design and targeting decisions. 
• Use market and customer intelligence to continuously improve segmentation strategy, lifecycle design, and growth prioritization across acquisition and expansion—and advocate on behalf of the customer across the organization. 

Cross-Functional Orchestration

• Work through partners, not around them—aligning with Sales, Revenue Operations, Demand Generation, Product, and fellow PMMs to execute the growth system, not just define it. 
• Collaborate closely with the Acquisition Lead, Expansion Lead, and Market Intelligence Lead to ensure your work connects across the full customer journey and compounds over time. 
• Influence without authority: build trust through clarity, rigor, and follow-through—not title or escalation. 

Core Values

All Justworkers align their behaviors to our core values known as COGIS:

• Camaraderie: Collaborate across teams to drive shared growth outcomes.
• Openness: Be transparent about strategy and tradeoffs; actively seek feedback.
• Grit: Persevere through ambiguity and the iterative work of building a scaled growth system.
• Integrity: Ensure messaging is accurate and sets expectations that reinforce long-term trust.
• Simplicity: Translate system-level thinking into clear, actionable direction for partners.

Qualifications

• Minimum of 6 years in product marketing, growth marketing, or a related B2B SaaS function, with a track record of owning funnel strategy and driving measurable outcomes.
• Outstanding storyteller: synthesize customer, market, and data signals into clear narratives tailored to different audiences—from prospects to senior leadership.
• Data-driven with customer empathy: combine intuition with rigorous analysis and regularly go to the source—customer interviews, sales calls, win/loss reviews.
• Deep familiarity with hybrid self-serve and sales-assisted GTM motions; SMB buyer experience strongly preferred.
• Fluent in the metrics that matter: funnel conversion rates, CAC efficiency, time-to-value, NRR, ARPC, and lifecycle progression rates.
• Proven ability to influence cross-functional stakeholders—Product, Sales, and Marketing leadership—without direct authority.
• Ownership mentality: you take initiative without being asked and are scrappy and resourceful in fast-moving, ambiguous environments.
• Experience in HR tech, fintech, payroll, or adjacent SMB platforms is a plus. 

The base wage range for this position based in our New York City Office is targeted at $147,000.00 - $190,000.00 per year.