Eric Self Email and Phone Number
I develop customer-first leaders and lead commercial teams to get hard stuff done and have fun doing it. I am a growth, adoption, and renewal obsessed commercial leader that drives recurring revenue, attracts and retains top performers, efficiently scales customer-facing teams, and secures customer advocacy in growth-stage B2B Saas and B2B Marketplace businesses.With deep experience in marketing, customer success, account management, service delivery, and product in both 0-1 start ups (Airtower Networks, SpendHQ, OB10, JLL Marketplace) and Fortune 100 enterprises (SAP, HP, JLL Corrigo), I build high performing commercial teams that drive customer acquisition, customer adoption, improve customer outcomes, grow revenue, have fun, and win. Specialties: General Management, Go-to-Market (GTM), Marketing Strategy, Product Marketing, Account-based Marketing (ABM), Customer Marketing, Customer Growth, Customer Success, Net Revenue Retention (NRR), Cross-functional team leadership, Employee Engagement, Leadership Development, Customer Engagement, Account Management, Renewals, Customer Advocacy, NPS Improvement, Customer Advisory Boards, B2B Saas, B2B Networks, B2B Marketplaces, Global Teams, Large Enterprises, and Growth-stage Tech.
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Global Head Of Marketing - Einvoicing And Live ReportingAvalaraAtlanta, Ga, Us
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Vice President Of MarketingAirtower Networks 2023 - PresentWashington, District Of Columbia, UsHired to lead 0-1 Marketing build for Airtower Networks, a Private Equity-backed growth company (DIF Capital) providing in-building wireless connectivity in the commercial real estate space. -
Vice President Of Marketing - Facilities Management (Corrigo)Jll Technologies 2021 - 2022Chicago, Il, Us- Promoted to lead GTM, Customer Marketing, Customer Advocacy, and Product Marketing for JLL Technologies’ Facilities Management product portfolio- Maintained prior responsibilities as Vice President of Marketing for JLL Marketplace- Delivered revenue growth >5x the overall CMMS market- Increased sales pipeline 7x- Established new operational cadence between Marketing, Customer Success, Sales, and Product to ensure cross-functional alignment on product roadmap, marketing strategy, sales pipeline, bookings, and customer churn- Created Customer Advisory Board to inform product priorities, decrease churn, and increase customer advocacy in retail, restaurant, healthcare, and service provider verticals- Relaunched latent Professional Services offering which yielded $3.5M in new bookings and expanded NRR in first year- Launched Business Intelligence (BI) offering expected to generate 30% bookings growth and NRR improvement -
Vice President Of Marketing - Jll MarketplaceJll Technologies 2019 - 2021Chicago, Il, Us- Hired to lead “from scratch” build of GTM and Marketing for JLL's B2B eCommerce startup for Commercial Real Estate- Setup customer marketing infrastructure and digital user adoption program to reduce time to first value by 66%- Established Executive decision maker and user-level NPS surveys to inform product and supply partner roadmaps and customer success strategy- Created brand elements, initial sales collateral and marketing campaigns which enabled the acquisition of 170 large enterprise customers since March ’20- Launched marketing campaign engagement dashboards to facilitate CSM outreach and generate up/cross sell pipeline- Increased supply partnerships 3x and launched co-branded marketing with top sellers like Ferguson, Home Depot Pro, Lysol, Sherwin Williams, and Grainger
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Global Vice President Of Customer SuccessSap Ariba 2012 - 2019Waldorf, De- Hired to define, scale and globalize SAP Ariba’s Customer Success function for 200,000+ Ariba Network sellers- Attracted and mentored A-player leadership team with 80% of direct reports in SAP’s Top Talent program- Grew the Customer Success team 3x and expanded into 17 new countries - Established a 4-tier customer engagement model including global account health scoring, tiered KPIs and compensation models, and Marketing-led/CS-supported digital engagement for low value accounts- Increased customer references 5x and global NPS by 20 points through improved customer engagement - Created first Customer Advisory Board and grew NRR through six and seven-figure deal renewals- Achieved 360 feedback scores significantly higher than SAP norms: 93% Employee Engagement, 90% Employee Retention, and 85% Leadership Trust -
Vice President & Gm - SpendhqSpendhq 2011 - 2012Atlanta, Georgia, Us- Hired to general manage commercial launch of Saas B2B Business Intelligence (BI) start-up within privately held, Inc 500 boutique consulting firm that was the Supply Chain Company of the Year for Metro Atlanta & the Atlanta Business Chronicle's #7 Small Company to work for in 2012- Doubled revenue and increased user adoption 10x in 18 months of leadership- Led creation of SpendHQ brand, sales collateral, digital presence, delivery methodology and GTM- Established initial Business Development and Sales motions- Hired product/engineering team and established Agile development methodology to redesign v1 platform- Created initial functional teams for Services, Customer Success, Customer Support, and Account Management- Established Customer Advisory Board to inform product strategy and secure GRR from initial customer cohort -
Vice President Of Customer Success & Service DeliveryTungsten Network 2007 - 2011London, Gb- Hired to lead US Customer Success, Service Delivery, Solution Consulting, Customer Adoption, Inside Sales, and Account Management for UK-based, VC-backed, B2B e-Invoicing platform expanding into US market- Established an Accelerated Customer Engagement / Delivery Methodology reducing time to first value by 50%, reducing churn, and improving GRR- Chaired US Customer Advisory Board to ensure local representation into the UK-based Product / Engineering teams- Delivered on-time projects and secured six and seven figure renewals with Fortune 500 customers across High Tech, CPG, Manufacturing, Life Sciences, Healthcare, Financial Services, and Public Sector verticals- OB10 was sold to Tungsten Corporation for £70m in September 2013 -
Global Practice Manager - Payment RecoveryHewlett Packard Enterprise 2006 - 2007Houston, Texas, UsLed the initial commercialization of HP's Payment Recovery Service. This offshore, managed service improved clients' bottom lines by recovering money missed by other 3rd party recovery firms. -
Client Delivery Manager - Procurement PlatformsHewlett Packard Enterprise 2005 - 2006Houston, Texas, Us
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Master Project ManagerHewlett Packard Enterprise 1999 - 2005Houston, Texas, UsLed global, cross-functional initiatives focused on enterprise-wide, financial transaction automation and cost reduction for finance, accounting, procurement, and supply chain functions within HP. Earned Project Management Professional (PMP) certification and Master Project Manager designation.
Eric Self Education Details
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Emory University - Goizueta Business SchoolExecutive Mba (General Management) -
Wheaton CollegeBusiness/Economics
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The George Washington University School Of BusinessMaster Certification In Project Management
Frequently Asked Questions about Eric Self
What company does Eric Self work for?
Eric Self works for Avalara
What is Eric Self's role at the current company?
Eric Self's current role is Global Head of Marketing - eInvoicing and Live Reporting.
What schools did Eric Self attend?
Eric Self attended Emory University - Goizueta Business School, Wheaton College, The George Washington University School Of Business.
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