Lifecycle Marketing Manager

Position Overview: 

The Lifecycle Marketing Manager will own end-to-end lifecycle programs that drive customer adoption, expansion, and retention across Apollo’s install base. You’ll use product, usage, and billing signals to segment customers, launch targeted campaigns across email and in-app channels, and improve early-lifecycle activation and long-term value. You’ll run experiments, analyze performance, and partner closely with Sales, CS, Product, and Marketing Ops to align campaigns with GTM priorities. With strong data skills and an AI-first workflow, you’ll continuously optimize journeys, maintain clean lifecycle infrastructure, and identify new opportunities to grow seat and credit utilization within existing accounts.

Responsibilities : 

1. Expansion & Retention Campaign Execution Own the end‑to‑end execution of lifecycle journeys for install‑base customers across channels (email, in‑app, etc.) focused on adoption, expansion, and renewal.

2. Signal-Based Targeting & Segmentation Use customer, product usage, and billing data to define segments such as high‑growth accounts, underutilized seats, low‑usage customers, and expansion‑ready accounts, and tailor campaigns accordingly.

3. Onboarding & Early Adoption Support (with Expansion Lens) Support optimization of early‑lifecycle journeys (first 30/60/90 days) to ensure new customers adopt the features and behaviors that unlock long‑term retention and expansion.

4. Experimentation & Optimization Run A/B and multivariate tests on messaging, timing, triggers, and segmentation. Analyze performance and share clear recommendations to improve seat & credit utilization, expansion opportunities, and retention.

 5. Measurement & Reporting Define and track KPIs for your programs (seat utilization, credit utilization, expansion pipeline influenced, churn indicators). Partner with RevOps and Marketing Ops to create dashboards and recurring reports for your area of ownership.

6. Cross-Functional Collaboration Work closely with Sales, Customer Success, Product, Product Marketing, Growth, and Marketing Ops to ensure install‑base campaigns are aligned with GTM plays, product launches, and CS motions.

7. AI-First Lifecycle Operations Use AI tools to brainstorm campaign ideas, generate copy & variants, assist with QA, and summarize results, increasing both speed and quality of execution.

8. Lifecycle Infrastructure & Hygiene Maintain clean, well‑documented workflows and campaign logic. Partner with Marketing Ops on list health, deliverability, and segmentation hygiene for lifecycle programs. Create and update playbooks for the campaigns and components you own.

9. Ownership & Continuous Improvement Independently identify gaps and opportunities in the expansion lifecycle, propose solutions, and execute well‑scoped projects that ladder up to quarterly team goals.

Requirements: 

Must‑Have Experience

• 3–5+ years in Lifecycle Marketing, CRM, Growth Marketing, or related roles, ideally in B2B SaaS or a similar subscription model.

• Hands‑on experience designing and executing campaigns across at least two of the following stages: adoption, expansion, retention, renewal (install‑base experience strongly preferred).

• Proficiency with lifecycle / marketing automation tools such as Customer.io, Braze, Iterable, Marketo, HubSpot, or similar (including building segments, triggers, and multi‑step flows).

 • Strong data literacy, comfortable pulling and interpreting performance reports, building segments from behavioral and firmographic data, and translating numbers into action.

• Proven track record of running experiments (A/B tests, multivariate tests) and iterating based on results.

• Demonstrated ability to collaborate with Sales and Customer Success teams and incorporate their feedback into lifecycle programs.

• Clear, concise written communication skills, especially for email and in‑product messaging.

 Must‑Have Behaviors / Competencies

• Ownership & Accountability: Owns well‑scoped projects from brief through launch and iteration, keeps stakeholders informed, and takes responsibility for outcomes.

• Problem Solving: Comfort with ambiguous, open‑ended lifecycle problems; can break them into actionable steps and identify the right solution with limited guidance.

• Customer & Business Focus: Balances customer experience with business goals (expansion, utilization, retention) when designing journeys.

• Growth Mindset: Actively seeks feedback, iterates quickly, and embraces experimentation and learning.

• Collaboration & Communication: Skilled at working with cross‑functional partners, engaging in productive debate, and aligning on timelines and priorities.

• AI Fluency: Curious and proactive about using AI tools to work faster and smarter, not just harder.

Nice‑to‑Have Experience

• Experience specifically driving seat expansion, multi‑team rollouts, or cross‑department adoption within existing accounts.

• Familiarity with product analytics tools (e.g., Amplitude, Mixpanel, internal dashboards) and/or basic SQL or BI tools.

• Experience contributing to modular design systems for email or in‑product messaging.

• Prior involvement in building churn‑prevention or save programs.