The Challenge
Rippling is scaling toward $1B ARR and needs to build a cross-sell engine that drives revenue across multiple product lines. You'll own the HR cross-sell business unit and directly impact LTV and net dollar retention for a $1.4B+ funded unicorn.
Your Mission
Map current HR cross-sell customer segments, personas, and pain points; identify top 2-3 expansion opportunities
Design and launch first cross-sell campaign targeting one buyer segment with baseline metrics (conversion rate, pipeline influence)
Build repeatable reporting dashboard tracking cross-sell performance across channels, audiences, and campaigns
Establish cross-functional working cadence with sales, product, analytics, and marketing ops teams
Scale cross-sell revenue to hit first-half KPI target; optimize campaign performance with 3+ A/B tests per channel
Develop predictive model for cross-sell readiness based on behavioral triggers and account signals
Launch integrated campaigns across 3+ channels (email, in-app, sales-led); measure impact on NDR and LTV
Build and execute playbook for new product line expansion; document wins and operational processes for scaling
KPIs You'll Own
Cross-Sell Revenue / ARR Contribution
Direct revenue generated from cross-sell campaigns as percentage of total ARR growth.
Net Dollar Retention (NDR)
Revenue retention plus expansion; cross-sell initiatives directly impact this enterprise metric.
Customer Lifetime Value (LTV)
Total profit from a customer relationship; cross-sell increases LTV by expanding wallet share.
Campaign Conversion Rate
Percentage of targeted accounts that adopt cross-sell product within defined timeframe.
Pipeline Influence
Amount of sales pipeline attributed to cross-sell campaigns as leading indicator of revenue impact.
Tools & Stack
Your Team
Your Manager
Head of Growth / VP Revenue (not specified; infer from structure)
Current Team
Cross-functional matrix: Sales, Product Marketing, Analytics, Revenue Ops, Engineering, Brand
New role focused on scaling cross-sell business unit
The Package
Salary
$160K-$200K base
Variable
Likely 15-25% bonus tied to cross-sell KPIs
Equity
Equity package typical for manager-level at funded unicorn (est. 0.1-0.3%)
Remote
On-site in San Francisco, CA (no remote flexibility mentioned)
Benefits & Perks
Company Intelligence
Rippling is a workforce platform consolidating HR, IT, and Finance into one system. Founded and scaled to $1.4B+ in funding from Kleiner Perkins, Sequoia, Founders Fund, and others. Named one of America's best startup employers by Forbes.
Funding
$1.4B+
Customers
Mid-market and enterprise companies using payroll, benefits, expense management, and IT provisioning
Culture
Fast-paced, data-driven, cross-functional collaboration; emphasis on operational rigor and impact
Is This Role For You?
- You've owned end-to-end growth programs in B2B SaaS and can tie campaigns to revenue impact
- You're comfortable with SQL, Excel, and translating data into strategy-you don't just report, you interpret
- You thrive in matrix environments and build trust across sales, product, marketing, and ops teams
- You're energized by scaling a business unit and directly owning P&L impact (NDR, LTV)
- You need remote flexibility-this role is on-site San Francisco only
- You prefer pure brand/creative marketing over data-driven campaign execution and revenue ownership
- You lack 5+ years in fast-paced, analytical roles (consulting, product, bizops, investment banking)
Interview Process
Recruiter Screen
Alignment on background, motivation, and cross-sell/growth experience (30 min)
Hiring Manager Interview
Deep dive on strategy, cross-functional collaboration, and past campaign ownership (45 min)
Case Study / Take-Home
Design a cross-sell campaign for a specific segment; present strategy, channels, and success metrics (async)
Cross-Functional Panel
Meet with Sales, Product, and Analytics leaders to assess collaboration and problem-solving (60 min)
Leadership Round
Final conversation with VP/Head of Growth to discuss vision, strategy, and long-term fit (30 min)
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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.