Responsible for digital performance marketing, demand generation, and marketing operations

Responsible for demand generation as a player / coach in a hyper-growth SaaS companyImplemented Account Based Marketing (ABM) tools and practices for target accountsManaged SDR team for both inbound and outbound activities

Navigated growth during COVID with record lead volumes combined with on target or better cost per opportunity (CPO)Hands on leadership role working with in paid media accounts, hosting webinars, and building collaborative partnerships to drive demand

Launched a newly developed Digital Marketing function and team for the companyConsolidated four marketing automation systems into a single instanceImplemented tools and resources to instill a change in mindset from ‘campaigns’ to ‘conversations’ for the campaign managersIntegrated HubSpot and Salesforce for one view of the customer and rolled out the process to an organization of over 400 peopleCreated a marketing tech stack to integrate webinars, video, sales, and emailBuilt the company’s first social and content marketing strategyDeveloped a RACI to clarify roles and responsibilities across the marketing organization to improve campaign efforts and effectiveness

Responsible for P&L and relationship management for the Red Ventures relationships with leaders in Fortune 250 telecommunications and healthcare companiesLead digital acquisition strategy and execution for a national brands. Manage performance with a detailed approach to effective customer acquisition utilizing paid search, SEO, email, display, online cart, telesales, and chat interactions.Optimize each stage of the digital demand generation funnel from impression to sale through audience targeting, experience customization, and A/B testing.Responsible for hiring, training, development, management, and growth of a team of over 30 directors, associates, content writers, designers, and web developers.Relationships, communication, presentations, and meetings with VP to C level positions with internal and external partners.About Red Ventures: Red Ventures partners with large brands in high-growth industries and owns the entire direct marketing process on their behalf - from demand generation to closing the sale. The company's expertise lies in its ability to optimize the entire customer life-cycle for these brand partners. Red Ventures does this by connecting with potential customers from their initial interest in the marketplace to their end transaction.Data drives each decision - and the company builds tools that provides unique, actionable insights. Associates scrutinize response rates, conversion and economics at every level to continuously boost ROI

Responsible for developing and executing plans to grow Blackbaud’s Financial Solutions business.Led the marketing launch of Financial Edge NXT, Blackbaud’s first cloud / SaaS accounting solution. Developed pricing, positioning, distribution channel, and go to market strategy.Modified pricing and packaging resulting in simplified sales processes, increased margins, and increased average sales price.Conducted market research to gain insight into deals marked ‘no decision’ or ‘no funding’ and collaborated across teams to adjust sales process.Created cross-departmental monthly management meetings to create a common product team and increase awareness of the product within the company. Outcomes have included identifying unseen staffing deficiencies, leveraging knowledge across teams, and creating career paths for individuals with product knowledge.Reworked product positioning to leverage competitive and market strengths.Presented at monthly and quarterly business reviews for the executive committee.Built an approved business case to adjust distribution channels based on market opportunity.Partnered to complete 5 year corporate business models as well as leading annual budgeting processes for product suite.

Responsible for generating pipeline growth and managing the marketing funnel for business to business software products.Built and executed multichannel marketing campaigns that met or exceeded lead and pipeline goals.Proposed and supported sales promotions, including a temporary promotion that resulted in over $1M in additional sales.Led team in marketing data and analytics by identifying valuable data points and creating standardized formats in which to receive and report on market activity, lead trends, and pipeline sufficiency.Utilized marketing automation systems (Marketo and Eloqua) to incorporate inbound and content marketing best practices.Increased the number of marketable contacts in target market over 2x by leveraging inbound marketing and building business cases for investment in contact acquisition.Proactively learned inbound marketing, web analytics, and reporting practices and acted as team leader in sharing information.Managed partner relationships to ensure that co-marketing efforts were in place to bring value to Blackbaud, partners, and the customer.

Managed all resources involved in creation of Blackbaud responses to requests for proposal, including managing personnel availability on cross-departmental teams within Professional Services and Sales, setting deadlines, and ensuring a satisfactory response is prepared for the prospect. Implemented improvements to the RFP Response Process, including the incorporation of success measurements and backlog reporting, that significantly reduced the time required to produce a quality deliverable.Initiated and coordinated the creation of a new service offering for the Communications Team by leveraging product technology combined with the team’s expertise to provide a means for additional revenue for the team.Produced marketing data sheets to advertise services provided by the Communications Team.Branded customer documentation based on guidelines in Blackbaud Corporate Style Guide to promote a consistent view of Blackbaud to the customer.Gained advanced experience with Microsoft Office, including Microsoft Word, PowerPoint, Visio, and Excel.

Implemented software solutions by identifying business needs and configuring the software to meet the needs of the customerTrained business professionals, ranging in experience from data entry to executives, on the use of The Raiser's EdgeEarned above average scores in client satisfaction on training and consulting engagementsManaged projects to ensure a successful implementation. This included managing resources to make effective decisions as well as managing time to stay on budget.Collaborated with cross-functional teams at nonprofit organizations to find win-win solutions when modifying business processes to meet the requirements of Blackbaud software