- Drove transformation and alignment between the sales and marketing teams as we scaled from $57M to over $100M ARR. Projects included defining the lead lifecycle and launching a lead handling playbook, introducing SLAs, capturing key metrics and creating unified funnel visibility in Tableau.- Augmented JumpCloud’s PLG model and accelerated marketing campaign efforts. Established lead scoring, then instituted MQLs and sales processes for optimizing conversion of qualified prospects to pipeline.- Built a marketing tech stack to support processes designed to drive prospects through the funnel. Implemented and integrated 6sense for outbound ABM motion, enrichment tools for data hygiene, Ringlead for routing, Outreach for 1:1 SDR communication, OneTrust for compliance management, and monday.com for budget management.- Managed planning and budgeting for a global marketing organization. Redesigned marketing forecasting and attribution reporting for a >$15M budget by implementing UTMs and campaign tracking for all paid and campaign efforts, using SFDC and Tableau to show pipeline contributions and ROI.- Drove compliance strategy, reducing risk and providing an improved customer experience by launching programs for GDPR, CCPA, CRPA, and other legislation through scalable programs to maintain preferences of individuals.- Recruited and directed a team supporting marketing, new business, and customer expansion.

- Launched global express consent across all forms across AWS. Coordinated 18 teams for a launch on 24 different marketing platforms and over 10K forms across AWS. Results include 254bps decrease in unsubscribe rate, average 143bps increase in conversion rate YoY, while database growth remained constant. - Admin of 8 Marketo instances; responsible for scalability of solutions as well as legal compliance and system performance. Drive the strategy for future database growth and new instances as Marketo's largest customer.- Managed change launching a global email policy that all 175+ AWS services and teams must comply with. Approved all new AWS email use cases to ensure alignment with company goals, branding, security, and legal requirements.- Developed an outbound email gateway for AWS to consolidate email across the organization. Included send metrics for all individual teams, as well as a full view of every email received by a customer. Results of this gateway and reporting are better awareness around email best practice, improved stakeholder experience, and the ability for AWS to have centralized monitoring and kill-switch for outbound emails.- Consulted cross-functionally across AWS on new sales and marketing initiatives so that they aligned with compliance requirements, system scalability needs, and best practices.

- Envisioned and actioned the overall strategy for marketing operations, including Marketo use, all third party integrations, and key KPIs measuring the success of the marketing organization.- Oversaw marketing budget and tracked revenue attribution to understand marketing ROI. Used this information to recommend reallocation of $500,000 in 2019, influencing an additional $6.85M in pipeline. - Developed reports and dashboards for visibility into marketing influence and provide actionable insights to sales and marketing to drive revenue. Increased MQL to Won conversions from 4% to 7.5% by implementing SLAs. - Drove strategy for collection and use of marketing data to maximize engagement opportunities. Used data to increase MQLs driven by hosted events 14x and targeted events to prospects and customer whitespace. - Built lead scoring models and algorithms identifying a company’s propensity to have sustained growth as a channel partner. Used this data to increase marketing driven whitespace penetration by over 27% in just 6 months.- Facilitated relationship between sales and marketing using metrics and best practices. Contributed to building the new Datto Selling Process to give management visibility into pipeline and forecasting, as well as drivers of revenue.- Built and managed marketing tech stack to support business needs. Managed long-term project merging three instances of Marketo and many integrations to a single new instance, as part of a company-wide systems transition. - Cultivated a team of six cross-functional roles. Hired as an individual contributor and grew this team of analysts and marketing technologists over a two year period.

- Implemented Marketo, shortening the sales cycle from an average of three months to just 30 days. - Developed email marketing strategy resulting in a 35% increase in inquiries from prospects in nurturing, and increasing webinar attendance by 212% over two years.- Recommended and implemented a web personalization tool to increase targeted messaging on the website. This resulted in 10x more target company inquiries, 33% newsletter subscription growth in 6 months, and over $550,000 in additional annual sponsorship revenue.- Managed an internal transition for six daily newsletters (reaching over 200,000 people worldwide) to Marketo to improve reporting, management, and data quality.

- Generated marketing programs and implemented a marketing automation platform, driving a 250% increase in qualified leads in a year.- Developed processes for Account Management, lowering churn by 37% over two years.- Increased marketing originated bookings over 12x from 2011 to 2013.

• Created and implemented inventory management procedures to maximize profit, and streamlined shipping operations to minimize cost while maximizing customer satisfaction. • Tripled international sales in 18 months by developing relationships with customers via email, and increased in-store business by 15% using local advertising.• Responsible for preseason and in-season orders of hardgoods.