* Directed team of three marketing managers (Content, Events, Broker) to drive qualified pipeline for sales* Developed company ICPs and personas using internal team and customer interviews, along with buildinggo-to-market compelling stories* Complete overhaul of lead funnel management process and KPI reporting structure for SeniorLeadership/Board: redefined lifecycle stages, lead source attribution and tracking, form field and data collection, list segmentation, KPI reports, and Growth Marketing dashboard (that rolled up up to KPI spreadsheet and monthly Board deck)* Built email nurture workflows for top vertical segments and buyer personas (10-12 emails); built internal database lists and dynamic active lists to auto enroll; purchased prospect lists to enroll through Apollo.io* Developed SLA process for, and executed pre-and post event follow-ups for all Broker and Employer events: Conferences, Webinars, Paid Sponsored Content initiatives and Lunch and Learns

As the Director of Marketing & Demand Generation at Tovuti LMS, my role was to work side-by-side with, and direct a team of four to drive qualified pipeline for the sales team while achieving key KPI targets within quarterly allotted budgets through inbound, outbound and ABM lead generation efforts.Key Highlights:* Full strategic planning (keyword & competitive audit, compelling story development, etc.) and website development of TovutiLMS.com (in HubSpot CMS) to align with search and buyer behavior [launched in November 2022, iterations and additions through 2023]* Full SEO content strategy build, foundational campaign development (blogs, eGuides, newsletters, social media, webinars, live demos), and marketing playbook build (key ICP, persona, product and solution value messaging)* Complete revamp of Google Adwords PPC (keywords, campaigns, ad groups, assets, etc.) to align with revenue keywords and solution-based pillar pages* PPC and PPL vendor management to include Gartner properties (Capterra, GetApp, Software Advice), G2, eLearning, Trust Radius and Source Forge* ABM engine build leveraging ZoomInfo Marketing OS to build lists and target key companies and segments; this included building 12 email nurture sequences for 12 unique industries and also 12 unique use cases; also targeted they segments with highly relevant LinkedIn Ads Key Achievements:* 44% increase in demos scheduled for sales team (from 2022 to 2023)* 26% increase in number of qualified leads (from 2022 to 2023)* 20% increase in website traffic (from 2022 to 2023)* 20% decrease in cost per lead (CPL) (from 2022 to 2023)* New quarterly all-time records set for website traffic, demos scheduled, and demos completed in Q3/2023* Drove $80M+ in qualified and accepted pipeline for Sales from Jan/2022 to November/2023 with a budget of $3.6M ($22 pipeline per $1 spend)

Drive lead generation efforts to grow sales opportunities for targets including Customers, Partners, ABM and Net New Prospects, primarily through the execution of highly-targeted inbound marketing campaigns via Marketo and Salesforce, and in conjunction with outbound tactics such as webinars and events. Also oversee and manage website optimizations, SEO/PPC, Social and Paid Media (display, native, social).

Drive sales pipeline and new revenue growth for Contact Center Compliance (DNC.com). Own marketing strategy to target prospective buyers, create awareness, generate leads, and nurture accounts to engage with Sales team. Tactical executions to include SEO/SEM, CRO, Social, Video, Email and Webinars.• Responsible for complete development of new website ContactCenterCompliance.com, and a revamp of primary website DNC.com• Generated 1M+ ARR in new opportunity Sales pipeline, primarily through SEM (Google Ads) driving to ContactCenterCompliance.com• Increased Sales bookings 530% YOY (2019 to 2020) for primary website (DNC.com); primarily via new proprietary tool (i.e. Solution Finder), automated Sales Calendars and Chatflows• Increased Website Traffic over 150% YOY (2019 to 2020) for DNC.com; primarily via major SEO optimizations and content strategy adjustments

Drive sales pipeline, deals and new revenue growth for MidMetrics. Own marketing and sales funnel to target prospective buyers, create awareness, generate leads, nurture accounts and close deals. Tactical executions to include SEO/SEM, CRO, Social, Video, Email, Events and Webinars.• Responsible for complete development of new company website, MidMetrics.com• Launched MidMetrics.com in April 2020 in a highly competitive space; generated 60+ Sales bookings (including major enterprises) and helped bring on 20 new customers (working in a Sales capacity) in just under 9 months• Increased Website Traffic 300% MOM (April to December 2020) for MidMetrics.com; primarily through SEO, SEM (Google Ads) and new content (Blogs/Guides)

Drive lead generation efforts to grow the sales pipeline. Lead the strategy, hands-on execution (via HubSpot), overall management and measurement of all inbound and outbound marketing programs.• Managed redesign and development of the ChargebackGurus.com website; launched in May 2018• Set new KPI milestones for Traffic; increased Website traffic by 210%, Blog traffic by 500%, Total traffic by 355% and New Website Sessions by 360%• Set new KPI milestones for Conversions: increased Form Submissions by 350% and New Contacts by 500%• Implemented aggressive SEO/blogging strategy to improve our rank/visibility dramatically in just 2 short months using topic clusters• Implemented and optimized Google AdWords campaigns to extend reach and capture more leads; PPC now the leading conversion tactic, followed closely by SEO

Drove lead generation efforts to grow sales opportunities, primarily through the execution of highly-targeted inbound marketing campaigns via HubSpot, in conjunction with paid media programs. Oversaw and managed SEO/PPC and Paid Media (display, native, social) vendors and budgets.• Executed the most successful campaign in company history in FY18 Q1 that outperformed ShoreTel benchmarks across every KPI category including Total Conversions, Conversion Rate, Cost Per Conversion, Cost Per Landing and Cost Per Response• Generated over 1,000 new leads from pay-per-click campaigns in FY17 Q4, something that had never been done prior• Helped contribute to PPC campaigns that were nominated for a Search Engine Land Landy Award, two years in a row in the Best Enterprise B2B category• Improved tracking and reporting capabilities for website, demand generation and campaign-specific performance. These changes reduced the amount of time spent and ensured real-time data and insights for decision-making and C-Level reporting

Successfully executed inbound marketing tactics within HubSpot for agency clientele. Out of necessity, took on greater responsibility within the agency to include client-facing strategy, messaging and campaign development.• Helped agency increase their revenue profile from client engagements of $3K MRR to $7-10K MRR; this in turn boosted the agency from a Gold to Platinum Level HubSpot Partner• Key collaborator and contributor, along with upper management, in developing the internal processes and workflows around messaging strategy development, tactical campaign execution, competitive research, client on-boarding (HubSpot/CRM), promotional strategy and analytical tracking/monthly reporting

Drove demand generation and lead conversion efforts to grow the sales pipeline through hands-on execution, management and measurement of inbound marketing campaigns via HubSpot.• Generated over 85% of total web leads in FY14 while also increasing monthly unique web visitors 3x in only 3 months• Developed FY15 Messaging and Communications Strategy by clearly defining target personas, pain points, company solutions and differentiators