Senior Product Marketing Manager, Growth at Justworks

Who We Are At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values If this sounds like you, you’ll fit right in. 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. Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. Diversity At Justworks Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at [Upgrade to PRO to see contact]. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report