The opportunity
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.
What you'll do
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.
What they're looking for
- 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.
