BrowserStack is a software testing platform used by 50,000+ Dev and QA teams to ship production-ready apps with speed and reliability. The scale-up is valued at $4B and named to Forbes Cloud 100. ROLE > Product marketing lead for the DevOps BU (Automate and App Automate) > Managed a small team of product marketers and content writers. Played active role in team building. > Served as the voice of the customer on marketing programs, e.g. ABM, Field, and Developer marketing. > Interim owner of brand marketing and enterprise PMM projects.GTM FOUNDATION > Established a common understanding of customers and why they buy. Developed core artifacts: ICP, personas, positioning, and strategic narrative–built with primary and secondary customer research.> Built and evangelized value messaging, training 200 sellers on having customer-driven conversations. > Tested hypotheses through sales calls and 100+ experiments across Website, Email and Ads. Drove 40% more product page conversions.SALES ENABLEMENT> Standardized key conversations in the buyer journey. > Built the pitch deck with the CEO. Rallied the org around it. > Delivered e2e enablement for my BU: Case Studies, Competitive Intelligence, ROI Calculators, Expansion Pitches, Sell Sheets, Solution WhitepapersPRODUCT LAUNCHES > Led 20+ GTMs > Hit goals for Framework integrations (100 MAGs), Test University program (1500 learners), and Live for Teams (net new revenue).MARKETING PROGRAMS > Delivered 2 successful conferences (Breakpoint ‘21 and ‘20) and monthly webinars in partnership with Field Marketing. Hosted events, led event strategy and positioning, and narrative workshops with speakers. > Built the Outbound Email playbook in partnership with ABM. Equipped BDRs/SDRs with proven sequences, personalized for key personas: QA, Developers, DevOps, and Digital. Hit 50% opens and 20% responses in steady state. > Crafted messaging strategy and creative for ABM ad campaigns.

ROLE > As the first marketing hire at BrowserStack, I built things from 0 to 1 across product, content, brand and developer marketing. PRODUCT MARKETING> Served as the sole PMM to 5 PMs. Put in place a playbook for launching products. Executed 10+ launches, including new product launch of App Automate (our fastest growing product). > Revamped the onboarding emails for all our products. Improved engagement and activation rates.> Published our top-performing thought leadership content: Test on the Right Devices—a web report providing mobile testing insights based on analysis of device market trends and product usage data. > Coordinated our Microsoft Edge partnership. Promoted BrowserStack via Microsoft developer docs—became a top source of website referral traffic.BRAND > Revamped and launched the Open Source Sponsorship program. Increased membership by 50%.> Led a brand positioning exercise. Wrote a new boilerplate, and updated messaging across properties. > Collaborated with PR firm on campaigns and bylines. Served as copyeditor/writer.> Built a social media playbook for marketing and support teams. Defined our approach to social media. Set rules of engagement and guidelines on situation handling, e.g. how we respond to positive and negative comments. > Established the engineering blog program at BrowserStack. Drove engineer participation, and helped with topic development, copyediting, and distribution. Got published on SmashingMagazine.com.

RELAYTO is a document experience platform for converting PDFs & presentations into digital experiences. Rated 4.8/5 stars on G2 (175 reviews). ROLE> Worked with the CEO and CTO on building the MVP product and testing PMF.> I contributed across the board in marketing, sales enablement, product, and team building. PRODUCT> To build a new medium, we had to constantly be creating with it. I was the first creator and tester. Matured the product from a buggy MVP into an intuitive experience with validated use cases.> I researched and tested various use cases on how the tool can used by B2B Marketing and Sales teams. Focused on high-value assets in the buyer journey: sales presentations, document hubs, proposals, whitepapers, ebooks, and landing pages. > Informed product strategy through market research on UX, design, & B2B content.ENABLEMENT> Created 50+ demos for prospects–repurposed their content using our tool to show the before & after difference. > Converted early customers. e.g. GETT and PwC.> Through onboarding guides and trainings, enabled users to consistently create amazing content with RELAYTO. > Researched and published insights on UX, design and content best practices.POSITIONING & MESSAGING> Developed sales pitch deck, solution briefs, and case studies. > Wrote company messaging for 50+ applications. Got selected into startup accelerators. Won awards for content I developed. TEAM BUILDING> Recruited, interviewed and led a remote team of 5+ content interns and 1 graphic designer across US, UK, Paris and Brazil. > Built a culture of solid communication to make up for gaps in geography and timezone.

> Content creation and beta testing for a new interactive content publishing tool, incubated within Glocal Partners (RELAYTO)> Created listicles on business topics like how to negotiate, top 10 marketing campaigns, etc (“Buzzfeed for Business”)

> Reported to CMO, and worked on driving paid traffic. Ran text-based ad campaigns on network of hundreds of investor sites. > Wrote the top-performing ad using best practices from my coursework. Increased CTRs by 2x. > Analyzed cross-channel performance data. Narrowed down the optimal investor sites for running SmartStops ads, based on CTRs and sign ups. Presented weekly reports to CMO with recommendations.> Conversation building with prospects on relevant finance communities, like Seeking Alpha.

> Sold print, web and mobile ads in university student directories, run by AroundCampus Group. Pitched local Philadelphia businesses on advertising to Penn and Drexel students. > Conducted door-to-door sales in my allocated territory. Maintained daily quota of talking to 30 customers on scorching summer days. My #1 incentive? Getting some shade and if I’m lucky, free food from kind local restaurants > Reached our team goal of $55,000 in 3 months through inside and outside sales. Got my best sale via email - used that feedback to get a copywriter job next summer!