Senior Product Marketing Manager, Justworks
Growth
$147-190k
Business operations platform
Posted today
Business operations platform
1001+ employees
Posted today
$147-190k
1001+ employees
Company mission
To help entrepreneurs and businesses grow with confidence.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
- 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
- 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
Our take
Justworks operates in an increasingly crowded space of all-in-one business operation suites, that include tools like human resources, payroll, employee management, benefits, and others that businesses critically need to operate as they scale.
Globally, human resource management has become an extremely fertile field, creating great opportunity for Justworks to continue to grow. The company is regarded as a market leader, but does see competition in the shape of Paychex Flex, Rippling, Paylocity, and TriNet, among others.
Justworks' solutions have proven extremely popular with SMEs, and this has not gone unnoticed by investors - with the company picking up considerable amounts of funding. The company is known to have sights on going public, though these were delayed somewhat by market conditions. That said, it has continued to expand operations and acquired Via in 2024, signalling that its going strong.
Steph
Company Specialist at Welcome to the Jungle
Insights
24% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Nov 2023
$16.9m
LATE VC
Jan 2020
$50m
SERIES E
Total funding: $159.9m
Company benefits
- Paid volunteer work
- Paid parental leave
- Work from home opportunities
- Medical, dental, and vision insurance, plus access to One Medical, Kindbody, and Teladoc
- Premium access to Headspace, ClassPass stipends, and webinars to support your overall wellness on topics like nutrition, budgeting, mindfulness, and more
- All Justworks offers include equity, and Justworkers can continue to earn more over time with promotions and tenure
- Extensive learning & development opportunities through workshops, ExecOnline, Udemy, and BetterUp coaching
- Apprenticeship program that supports internal movement and growth
Company HQ
Fulton Ferry District, NY
Leadership
Isaac Oates
(Founder & Director)Experience as a Senior Product Manager at Amazon before founding Adtuitive and serving as COO for a year. Left this position to spend 3 years as a VP at Etsy, before founding Justworks.
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