Job Description
There are NO limits to your career: come shape the future and be part of a truly unique global culture at OutSystems! Principal, Customer Expansion Marketing Role Overview The Principal, Customer Expansion Marketing will design and execute marketing strategies that drive adoption, cross-sell, and upsell within OutSystems' existing customer base. This leader will map the customer journey post-sale, identify "moments that matter" for expansion, and deliver integrated marketing campaigns that accelerate time-to-value, deepen engagement, and influence expansion pipeline and ARR.
You will plan, execute, and analyze marketing programs across channels - including digital, email, ABM, and virtual/in-person events. You'll work closely with Sales, Customer Success, Customer Voice, and Product Marketing to align with customer needs, business priorities, and growth targets.
Key Outcomes: - Increased adoption and consumption of OutSystems within current accounts
- Growth in ARR through upsell, cross-sell, and multi-department expansion
- Improved customer satisfaction, retention, and expansion ROI
- Scalable, repeatable install-base marketing plays that deliver measurable impact on pipeline and closed-won business
What You'll Do - Campaign Strategy & Execution
- Leverage a broad mix of marketing programs to maximize adoption and expansion within identified customer accounts.
- Develop and execute install-base campaigns that increase consumption, expand license usage, and open new departmental use cases.
- Manage program execution against committed timelines and within budget.
- Funnel Ownership & Optimization
- Understand how expansion opportunities move into and through the sales lifecycle.
- Track and optimize funnel performance at each stage (customer lead → opportunity → closed-won expansion).
- Create a predictable and healthy demand engine that achieves engagement goals with named/targeted accounts.
- Collaboration & Alignment
- Partner with Sales leadership and Product Marketing to align programs with strategic business priorities.
- Work closely with Customer Success and Customer Voice teams to understand adoption patterns, satisfaction drivers, and expansion signals.
- Maintain a feedback loop across departments to optimize campaigns and leverage shared content/resources.
- Analytics, Reporting & ROMI
- Define success KPIs and measure ROI across campaigns.
- Report on expansion pipeline, ROMI, and campaign performance to senior stakeholders.
- Manage to establish OKRs, communicate progress, and lead optimization discussions.
- Tools & Systems
- Leverage Marketo, Salesforce, 6sense, and other third-party tools to understand lifecycle behaviors and feed program optimization.
- Ensure marketing-supported initiatives are transparently tracked in SFDC and automation platforms.
- Budget & Resource Management
- Oversee the customer expansion marketing budget, ensuring 3-5x ROMI.
- Manage external agencies/contractors as extensions of the team.
- Maintain QA standards for execution and reporting.
Desired Skills/Attributes - Comprehensive knowledge of ABM and integrated B2B marketing in SaaS/complex technology sales.
- Demonstrated success building and running install-base campaigns that drive measurable ARR growth.
- Strong understanding of B2B sales processes, SDR motions, and customer success plays.
- Creative and analytical mindset; able to optimize based on data while driving compelling campaign approaches.
- Experience managing complex, cross-channel campaigns from planning to measurement.
- Results-oriented with strong analytical skills; proven ability to report on KPIs and ROI to senior leadership.
- Excellent communication, presentation, and stakeholder management skills.
- Effective at prioritization, organization, and cross-functional leadership.
- Ability to travel occasionally as needed.
Education & Experience - Bachelor's degree in Business, Marketing, Communications, or related field preferred.
- 10+ years of B2B SaaS marketing experience with progressive responsibility and measurable impact on pipeline/ROI.
- Prior experience in customer expansion marketing, lifecycle marketing, demand generation, or ABM strongly preferred.
- Proficiency in Marketo and Salesforce required; experience with 6sense preferred.
- Proven budget and resource management experience.
- Extensive background in dynamic teams and stakeholder collaboration.
The Longer Story: OutSystems enables enterprise teams to build AI-powered applications and agents that reduce manual work, streamline internal operations, and accelerate impact. A proven low-code foundation combined with agentic AI and AI app generation capabilities empowers teams to move up to 10x faster with the assurance of security, scalability, and governance built in.
As the future becomes agentic, our customers need us now more than ever. AI has opened the door to extraordinary possibilities-but inside the enterprise, things are moving fast and feeling chaotic. Some early adopters are making progress in production, but for many, AI tools are sprawling without governance, data isn't ready, and talent isn't there yet. Enterprises are still drowning in application backlogs and struggling with legacy systems. But with the right platform, AI doesn't have to add to the chaos. It can become the breakthrough that brings clarity-and drives real, enterprise-wide impact. At OutSystems, we've built that platform, providing the tools necessary for enterprises to overcome these hurdles.
We are looking for passionate, talented, and motivated people to join us in helping our customers build, deploy, and scale apps and agents-fast, helping them accelerate innovation while enabling secure, governed human-AI collaboration.
OutSystems is a truly global company, with more than 850,000 developer community members, 1,700 employees, more than 500 partners, and thousands of active customers in over 75 countries and across 21 industries. Founded in 2001, OutSystems has offices in the United States, United Kingdom, the Netherlands, Portugal, Germany, the UAE, Japan, Hong Kong, Malaysia, Australia, India, and Singapore, and of course has a thriving, worldwide community of remote employees.
Amongst our customers are some of the world's most recognizable brands across diverse industries-brands like Toyota, Heineken, Bosch, KeyBank, and UCLA. These customers are the reason we have a 4.6 star rating on G2. Their success is ours, and their stories demonstrate tangible ROI and transformational impact. We are a 9x Gartner Magic Quadrant Leader for Low-Code Application Platforms and a multi-year leader in the Forrester Wave. We're recognized not just as leaders but as visionaries with a strong ability to execute, now extending our leadership into the AI and agentic application development arena.
Working at OutSystems Our goal is to ensure that OutSystems is a place for bright, happy, and motivated people who share a common purpose and take pride in doing excellent work to pursue our vision of providing the AI-powered low-code development platform enterprise leaders trust to build, secure, and evolve their business applications, agents, and core systems. Our culture is focused on our core values of trust, customer success, innovation, and alignment. Our team members operate with transparency, integrity, and accountability, define success through the lens of the outcomes we deliver for our customers, push the boundaries with excellence, and work together toward our shared vision to deliver on what matters most.
What do we have to offer you? - A company that is always growing, changing, and innovating. We challenge each other to innovate in our products, in our team, and how we use our own technology. And we give our teams space to be proactive and creative.
- Real career opportunities. We care about growth and development. Yes, vertical career progression is a possibility, but it's not the only one. From lateral moves and joining different teams to mastering specialized skills, we support your growth no matter what your goals are.
- Work colleagues that are as smart, hard-working, and driven as you. We act as one global OutSystems team, taking ownership and working together toward a shared vision.
- Disrupting the status quo is in our DNA. In fact, it's why our company exists.
- We ask "why" a lot. It helps us connect our individual work to the bigger picture and sometimes even uncover a better way.
Are you ready for the next step in your career? Then we'd love to hear from you!
OutSystems nurtures an inclusive culture of diversity, where everyone feels empowered to be their authentic self and perform at their best. A company that embraces the creativity and innovation that comes through diverse perspectives. We are committed to creating a team that reflects society through inclusive programs and initiatives and are proud to be an equal opportunity employer. All qualified applicants receive equal consideration regardless of race, place of origin, color, age, marital status, religion, sex, sexual orientation, gender expression or identity, protected veteran status, disability status or any other status protected by law.
Job Tags
For contractors, Remote work, Worldwide,