Upsell Marketing Lead

Join the future of news We’re on a mission to deliver riveting storytelling for all of America. At The Washington Post, you’ll help reinvent news. Our work is driven by a deep investigative spirit and enhanced by innovation to bring audiences closer to the stories that matter most. About Our Team The Washington Post is powered by the passion and talent of our people. It takes all of us to reinvent news. Beyond our award-winning Newsroom and Opinions teams, we work across many departments, including Brand & Events, Communications, Customer Care, Engineering & Product, Finance, Human Resources, Legal, Marketing & Advertising, Print Operations, and Sales. Why This Role Matters The Washington Post is seeking an Upsell Marketing Lead to join the Subscriber Engagement and Retention team. This role is responsible for defining and executing the upsell strategy across the full product portfolio, including Core to Premium upgrades, add on products, Flexible Access to subscription conversion, and other monetization opportunities that increase customer lifetime value. This leader will partner closely with Engagement, Retention, Product, Analytics, and Marketing colleagues to identify and activate revenue opportunities within the existing customer base. The role requires a strong analytical foundation, disciplined campaign execution within CRM platforms, and a deep understanding of subscription economics. This is an individual contributor role reporting to the Director of Engagement and Retention. Own and scale upsell across subscriber lifecycle by converting high intent customers to higher value products, increase product adoption, and systematically migrate Flexible Access buyers into recurring subscriptions. What Motivate You Contribute to The Post's mission of becoming the world’s leading news organization. Drive data-driven decision-making to support digital marketing strategies. Participate in a collaborative, inclusive, and innovative team environment that encourages open communication, continuous learning, and mutual support. Implement global, cross-platform initiatives with a sense of urgency to drive growth to the business. How You'll Support the Mission Upsell Strategy and Portfolio Monetization Define and lead the roadmap for upsell initiatives across core subscription, Premium, add on products, gifting, account sharing, Flexible Access conversion, and the Post’s Enterprise and Professional offering Partner with Product and Analytics to identify high propensity segments for upgrade and cross sell based on engagement signals, content consumption, tenure, and behavioral triggers. Develop clear value propositions and differentiated positioning that articulate the benefits of Premium, add ons, and subscription upgrades to distinct audience cohorts. Align upsell priorities with broader retention and engagement strategies to ensure a cohesive customer experience across the lifecycle. Campaign Execution and Lifecycle Orchestration Design, build, and optimize multi channel upsell journeys across email, app and onsite messaging, and push using platforms like Iterable, Salesforce, or Braze. Translate analytical insights into executable campaigns within CRM systems, ensuring accurate segmentation, trigger logic, personalization, and testing frameworks. Launch and scale automated journeys that convert Flexible Access buyers into subscribers and move core subscribers into Premium and other higher value offerings. Support new product and pricing pilots by developing structured post conversion journeys that maximize upgrade and cross sell performance. Analytics, Testing and Performance Management Establish and monitor clear KPIs including upsell and upgrade rate, ARPU lift, retention impact, and lifetime value contribution. Build and maintain dashboards in partnership with Analytics to track performance by cohort, channel, and product tier. Lead structured A/B and multivariate testing across audience, offer, pricing, messaging, and timing to ... (truncated, view full listing at source)