Job description

Why Great Gray? At Great Gray Group, we strive to set the bar for the retirement services industry. Our goal is to deliver advanced retirement solutions that combine our core fiduciary services with robust investment options, innovative technology, and dedicated client service. We focus on making choices clearer, transitions smoother, and the client experience more delightful. Complacency isn't in our vocabulary. Every day, we look for opportunities to better serve our clients, be an excellent business partner, and earn the trust of those who rely on us. The Role Great Gray is looking to add a Head of Growth Marketing, RPAG to our Marketing team. This role owns the full RPAG marketing P&L — driving new advisor acquisition, member engagement, cross-sell/upsell, and expansion revenue. Reporting to the CMO, you will have full-funnel accountability for RPAG's marketing motion, from first touch to closed booking, while jointly operating the advisor channel and shared martech infrastructure alongside the Demand Gen function. This is the only role in the marketing organization with full P&L accountability for a business unit. This role sits at the intersection of strategy and execution — you will set the direction and own the delivery. The ideal candidate brings a retail or B2C orientation: high-pace, high-volume growth marketing with net-new advisor acquisition as the primary KPI. Experience supporting a direct-to-consumer website, marketplace, or subscription platform is strongly preferred. Location This position will work from our Boston, MA office. Great Gray currently supports a hybrid work model with 4 days onsite, and 1 day remote. Visa sponsorship or transfer of an existing visa is not available for this position. Applicants must be authorized to work directly for any employer in the United States without visa sponsorship or transfer. Responsibilities Own revenue accountability for the RPAG marketing motion, including new advisor acquisition, member engagement, cross-sell/upsell, and expansion revenue targets Drive full-funnel marketing for RPAG advisor acquisition from awareness through closed booking; targeting net-new advisors through the advisor channel Build and maintain RPAG member engagement programs, including systematized touchpoint cadences (content, events, community, check-ins) targeting 2+ touchpoints per quarter per member Lead RPAG cross-sell and upsell efforts, including CIT cross-sell attach rate measurement and campaign execution Own growth marketing and CRO for RPAG: experimentation, funnel optimization, A/B testing, and conversion rate improvement across all RPAG touchpoints Jointly own marketing operations and martech infrastructure with the Demand Gen function, including Salesforce, HubSpot, lead routing, automation, data hygiene, and attribution Coordinate the advisor channel jointly with Demand Gen to ensure RPAG and Great Gray Trust Company motions complement rather than conflict on shared advisor audiences Develop and maintain the RPAG funnel architecture: MQE qualification criteria, lead scoring, nurture sequences, and handoff protocols Build and maintain a pipeline analytics program with clear sourced vs. influenced attribution, validated quarterly Brief Content on RPAG-specific production needs and Brand/Design on campaign creative and member engagement assets Receive positioning, ICPs, advisor segmentation, competitive battlecards, and sales enablement materials from Product Marketing for RPAG-specific campaigns Complete other related duties as assigned Qualifications & Experience Bachelor's degree required; advanced degree a plus 10+ years of growth marketing experience with full-funnel accountability, ideally in a SaaS, high-velocity, B2C, marketplace or subscription-based platform environment Revenue target ownership experience: comfort owning a revenue contribution number, not solely a lead volume goal Structured experimentation mindset: demonstrated track record of testing, measuring, and iterating on acquisition and engagement funnels CRM and marketing automation proficiency: Salesforce and Pardot/Account Engagement experience required Experience building and maintaining member or customer marketing programs that drive retention and expansion revenue, not just new acquisition Analytical rigor: ability to build and maintain a pipeline analytics program, conduct attribution analysis, and make data-driven resource allocation decisions Financial services or retirement industry knowledge preferred; strong growth marketing fundamentals are the primary requirement Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively Comfortable navigating ambiguity Entrepreneurial mindset to bring best practice ideas to the team Your standards reflect our core values: Growth Mindset, Disciplined Curiosity, Grit, Results Ownership, Collaboration Base Pay Range* $175,000-$205,000 *This base pay range is subject to change and may be modified in the future. The pay range displayed above is the base pay compensation range that Great Gray expects to pay for this position at the time of this posting. Individual compensation within this range, or that may warrant a provision for pay beyond this range, depends on multiple factors, including, but not limited to, candidate’s prior education and relevant work experience and training as well as position location and local market demands. Our pay-for-performance culture also includes participation in an annual incentive bonus plan for this position which is not included in the ‘Base Pay Range’ noted above. Benefits We have a comprehensive and competitive benefits package at Great Gray. Some of the highlights are: · Be an integral part of a high-growth organization! · Competitive compensation package · Group medical, dental and vision insurance · Employer-paid life and disability insurance · Annual well-being stipend · Eligible employees may also contribute to a 401(k) plan with an advantageous employer contribution model, upholding our mission to support our employees in retirement Company Background Great Gray is the leading independent provider of trustee and administrative services to Collective Investment Trusts (“CITs”), with over $385 billion in CIT assets under management, across more than 1,045 funds. We proudly work with more than 80 subadvisors, including leading firms such as AllianceBernstein, American Funds, BlackRock, Franklin Templeton, MetLife, Neuberger Berman, PGIM, PIMCO and Raymond James. CITs are more than just an investment vehicle. They represent a forward-thinking approach to retirement planning. These tax-exempt, pooled investment vehicles are offered to employer-sponsored retirement plans, like 401(k)s. CITs are comparable to mutual funds, but, because they are tailored for the institutional retirement market, they can offer distinct advantages, including efficient administration and cost-effectiveness. CITs have a history dating back over 90 years; but they have gained favor over the past decade, driven by innovations, and Great Gray has been at the forefront. Great Gray has consistently delivered year-over-year growth at an above market rate and is investing in the continued development of its core CIT business as well as complementary administrative services and technology solutions for the retirement market. Madison Dearborn Partners (“MDP”) purchased Great Gray from Wilmington Trust in April 2023. As a result, Great Gray is an independent company owned by funds affiliated with MDP. Investor Background MDP is a leading private equity investment firm based in Chicago. Since MDP's formation in 1992, the firm has raised aggregate capital of over $37 billion and has completed over 160 platform investments across nine flagship funds. MDP invests across five dedicated industry verticals, including financial services, healthcare, technology and government services. Equal Employment Opportunity Policy Great Gray Group, LLC is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status or other non-merit factor. Accommodation Statement Great Gray is committed to ensuring individuals with disabilities and/or those who have special needs participate in the workforce and are afforded equal opportunity to apply and compete for jobs. If you would like to contact us regarding the accessibility of our website, need assistance completing the application process, or need to request an accommodation for any part of our application or interview process, please contact us at: TalentAcquisition@GreatGray.com

Requirements

Must-haves

Why Great Gray?
Visa sponsorship or transfer of an existing visa is not available for this position. Applicants must be authorized to work directly for any employer in the United States without visa sponsorship or transfer.
Own revenue accountability for the RPAG marketing motion, including new advisor acquisition, member engagement, cross-sell/upsell, and expansion revenue targets
Drive full-funnel marketing for RPAG advisor acquisition from awareness through closed booking; targeting net-new advisors through the advisor channel
Build and maintain RPAG member engagement programs, including systematized touchpoint cadences (content, events, community, check-ins) targeting 2+ touchpoints per quarter per member
Lead RPAG cross-sell and upsell efforts, including CIT cross-sell attach rate measurement and campaign execution
Own growth marketing and CRO for RPAG: experimentation, funnel optimization, A/B testing, and conversion rate improvement across all RPAG touchpoints
Jointly own marketing operations and martech infrastructure with the Demand Gen function, including Salesforce, HubSpot, lead routing, automation, data hygiene, and attribution
Coordinate the advisor channel jointly with Demand Gen to ensure RPAG and Great Gray Trust Company motions complement rather than conflict on shared advisor audiences
Develop and maintain the RPAG funnel architecture: MQE qualification criteria, lead scoring, nurture sequences, and handoff protocols
Build and maintain a pipeline analytics program with clear sourced vs. influenced attribution, validated quarterly
Brief Content on RPAG-specific production needs and Brand/Design on campaign creative and member engagement assets
Receive positioning, ICPs, advisor segmentation, competitive battlecards, and sales enablement materials from Product Marketing for RPAG-specific campaigns
Complete other related duties as assigned
10+ years of growth marketing experience with full-funnel accountability, ideally in a SaaS, high-velocity, B2C, marketplace or subscription-based platform environment
Revenue target ownership experience: comfort owning a revenue contribution number, not solely a lead volume goal
Structured experimentation mindset: demonstrated track record of testing, measuring, and iterating on acquisition and engagement funnels
CRM and marketing automation proficiency: Salesforce and Pardot/Account Engagement experience required
Experience building and maintaining member or customer marketing programs that drive retention and expansion revenue, not just new acquisition
Analytical rigor: ability to build and maintain a pipeline analytics program, conduct attribution analysis, and make data-driven resource allocation decisions
Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
Comfortable navigating ambiguity

Nice-to-haves

Bachelor's degree required; advanced degree a plus
Financial services or retirement industry knowledge preferred; strong growth marketing fundamentals are the primary requirement

Application prep

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Benefits

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Dental

Vision

401(K)