The Challenge
Cleo is scaling Cloud add-on revenue by orchestrating end-to-end expansion campaigns to existing customers. You'll own the full strategy-to-execution machine across Product, Sales, CS, and Marketing—moving real customers from awareness to booking.
Your Mission
Map high-propensity customer segments for Cloud add-ons and define 3-5 expansion triggers (usage patterns, compliance, supply-chain complexity) backed by real customer data
Build persona-specific value props for IT, supply chain, and ops buyers; validate messaging with 10+ customer conversations
Launch first integrated campaign (email + in-app + sales-led) targeting one segment; establish baseline KPIs and dashboard tracking
Align cross-functional team on campaign cadence, roles, and accountability; run first 4 weekly execution standups
Execute 3+ full-cycle expansion campaigns; hit pipeline and ACV booking targets set with CMO/CRO
Build repeatable campaign framework and playbook; document all messaging, assets, talk tracks, and success patterns
Create closed-loop measurement system; deliver monthly performance reviews with leading/lagging metrics to executive leadership
Scale Sales and CSM enablement; measure adoption of talk tracks, decks, and resources; iterate based on field feedback
KPIs You'll Own
Engaged Accounts
Number of existing customers actively engaged in Cloud add-on campaign motions per cohort.
Campaign-Sourced Pipeline
New qualified opportunities and dollars directly attributed to expansion campaigns.
Campaign Conversion Rate
Percentage of engaged accounts that convert to closed bookings or ACV expansion.
Average Contract Value (ACV) Uplift
Dollar growth per customer from add-on bookings; tracked by campaign cohort and segment.
Time-to-Launch
Days from campaign kickoff to first customer touchpoint; indicator of execution discipline.
Cross-Functional Attendance & Accountability
Execution team participation and blocker resolution velocity in weekly standups.
Tools & Stack
Your Team
Your Manager
Chief Marketing Officer (CMO) and Chief Revenue Officer (CRO) partnership
Current Team
Cross-functional: Product, Product Marketing, Sales, Solutions, Customer Success, Marketing Ops
New role—backfill for expanded customer expansion mandate
The Package
Salary
$160K-$200K base
Variable
Likely commission/bonus tied to pipeline and ACV targets (15-25% of base estimated)
Equity
Likely equity; confirm in conversation
Remote
On-site hybrid, Chicago, IL office. Local candidates only.
Benefits & Perks
Company Intelligence
Cleo is a Cloud-based supply chain and operations platform serving mid-market enterprises. The company is in growth mode, expanding Cloud add-on product offerings to its existing customer base. This is a strategic hire to unlock customer expansion revenue.
Customers
Mid-market enterprises; focus on IT, supply chain, and operations teams
Is This Role For You?
- You've owned end-to-end go-to-market campaigns and ship with urgency—not just strategy docs
- You think in pipelines and bookings, not impressions or clicks; revenue is your north star
- You thrive orchestrating across functions without formal authority; influence is your superpower
- You're equally comfortable in the weeds (messaging, email copy) and in the boardroom (executive readouts)
- You have 5+ years in B2B SaaS growth, expansion, or integrated campaigns at a high-growth company
- You prefer deep expertise in one function (e.g., only email marketing or only sales enablement); this role demands breadth
- You need remote flexibility; this is on-site hybrid in Chicago
- You're uncomfortable with ambiguity or misaligned stakeholders; you'll need to drive alignment daily
- You measure success by activity or vanity metrics instead of revenue impact
Interview Process
Recruiter Screen
20-30 min: Confirm background, expansion campaign experience, and Chicago location fit
Hiring Manager (CMO/CRO)
45-60 min: Deep dive on campaign strategy, cross-functional execution, and revenue mindset. Bring a real campaign example.
Cross-Functional Panel
60 min: Conversations with Product, Sales, and CS leaders to assess collaboration style and alignment
Executive Round
30-45 min: CEO or board member conversation on strategy, vision for customer expansion, and culture fit
Reference Checks
Speak to past cross-functional partners and direct reports about execution and leadership
Interested in this role?
Apply now and hear back within days, not weeks.
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About Growth Marketing Roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.