Senior Customer Marketing Manager

• Aug 2022 - Present

Senior Customer Marketing Manager

• Aug 2021 - Aug 2022

Reporting to the Sr Director of Corporate Marketing, I launched Hopin’s advocacy function during a hyper growth period collaborating with stakeholders across Marketing, Sales and Customer Success. My responsibilities quickly expanded beyond advocacy with ownership of customer marketing and retention programs to drive increased product usage for Hopin’s key strategic accounts. • Launched global advocacy program and customer-facing portal to engage and delight customers at scale resulting… Show more Reporting to the Sr Director of Corporate Marketing, I launched Hopin’s advocacy function during a hyper growth period collaborating with stakeholders across Marketing, Sales and Customer Success. My responsibilities quickly expanded beyond advocacy with ownership of customer marketing and retention programs to drive increased product usage for Hopin’s key strategic accounts. • Launched global advocacy program and customer-facing portal to engage and delight customers at scale resulting in 3x growth for our advocate database in 6 months • Built a streamlined reference program to have greater visibility and reporting on influenced reference ARR and enabled global GTM team on request process. Since launch, we’ve influenced over 43 opportunities and ~$3M in revenue • Scaled 3rd party reviews program 82% in the first 6 months and maintained #1 position in Virtual Events on G2 for 3 consecutive quarters in a highly competitive space • Added headcount for a Customer Reference Specialist to support reference management and scaling advocacy initiatives • Supported brand and experiential activations globally with enterprise customer speakers and storytelling content Show less Reporting to the Sr Director of Corporate Marketing, I launched Hopin’s advocacy function during a hyper growth period collaborating with stakeholders across Marketing, Sales and Customer Success. My responsibilities quickly expanded beyond advocacy with ownership of customer marketing and retention programs to drive increased product usage for Hopin’s key strategic accounts. • Launched global advocacy program and customer-facing portal to engage and delight customers at scale resulting… Show more Reporting to the Sr Director of Corporate Marketing, I launched Hopin’s advocacy function during a hyper growth period collaborating with stakeholders across Marketing, Sales and Customer Success. My responsibilities quickly expanded beyond advocacy with ownership of customer marketing and retention programs to drive increased product usage for Hopin’s key strategic accounts. • Launched global advocacy program and customer-facing portal to engage and delight customers at scale resulting in 3x growth for our advocate database in 6 months • Built a streamlined reference program to have greater visibility and reporting on influenced reference ARR and enabled global GTM team on request process. Since launch, we’ve influenced over 43 opportunities and ~$3M in revenue • Scaled 3rd party reviews program 82% in the first 6 months and maintained #1 position in Virtual Events on G2 for 3 consecutive quarters in a highly competitive space • Added headcount for a Customer Reference Specialist to support reference management and scaling advocacy initiatives • Supported brand and experiential activations globally with enterprise customer speakers and storytelling content Show less

Senior Customer Marketing Manager

• Feb 2021 - Jul 2021

Customer Marketing Manager

• Jun 2019 - Feb 2021

As AdRoll’s sole customer marketer, I was responsible for redesigning the global Customer Marketing program–AdRoll Growth Champions– from the ground up. This included aligning the organization on customer marketing goals, launching a step-by-step playbook detailing the scaled process for engaging customers in global sales references, testimonials, customer content, and growing the number of customer advocates by 200% in one quarter alone. The foundation of my program was building strong… Show more As AdRoll’s sole customer marketer, I was responsible for redesigning the global Customer Marketing program–AdRoll Growth Champions– from the ground up. This included aligning the organization on customer marketing goals, launching a step-by-step playbook detailing the scaled process for engaging customers in global sales references, testimonials, customer content, and growing the number of customer advocates by 200% in one quarter alone. The foundation of my program was building strong relationships centered around providing added value, which translated to customer marketing influencing >$12M in revenue. I did this by: • Assisting sales, product marketing, content and PR in >100 customer engagements through case studies, blogs, webinars, multimedia activities, reference calls, events, and speaking opportunities. • Spearheading global reviews program to improve social proof across 5+ major review sites - Collected >80 reviews total and improved lowest rating from a 2.4 to a 4.0 in 6 months • Planning and executing AdRoll’s global Customer Advisory Board program, with in-person and virtual events, for 35+ top customers that influenced $2M in revenue • Creating and documenting streamlined sales reference processes to assist in both speed and quality of references, reducing the SLA time by 50% • Building a community of current and prospective customers and facilitating engagement both online through Slack and offline through in-person and virtual meetups

Growth Marketing Manager

• Aug 2018 - Jun 2019

• Led annual holiday campaign to secure future spend for existing customers which resulted in 75 global meetings in 3 months • Managed third-party vendor to run global customer acquisition campaigns targeting high-value prospects through direct mail • Monitored and analyzed performance against lead targets and other marketing goals and reported to senior leadership to make continual recommendations for optimization and growth • Provided ongoing email support to global marketing team… Show more • Led annual holiday campaign to secure future spend for existing customers which resulted in 75 global meetings in 3 months • Managed third-party vendor to run global customer acquisition campaigns targeting high-value prospects through direct mail • Monitored and analyzed performance against lead targets and other marketing goals and reported to senior leadership to make continual recommendations for optimization and growth • Provided ongoing email support to global marketing team for key product launches, announcements, and lead generation programs • Redesigned email nurture program with brand awareness and thought leadership content which drove 400 MQLs since November launch • Created and implemented A/B testing framework for onboarding email series to increase conversion rates for account signups to first spend

Demand Generation Manager

• Nov 2016 - Aug 2018

• Implemented a pipeline acceleration nurture stream for prospects stalled in an opportunity stage leading to faster stage progression in the sales funnel and shortening the average deal cycle by 3 months • Redesigned our email nurture programs with multi-path thought leadership streams which more than doubled email engagement metrics in one year (6% opens to >14% opens, 0.3% clicks to 1.2% clicks) • Revamped webinar program from 1-2 per quarter to 1-2 per month leading to 60% increase… Show more • Implemented a pipeline acceleration nurture stream for prospects stalled in an opportunity stage leading to faster stage progression in the sales funnel and shortening the average deal cycle by 3 months • Redesigned our email nurture programs with multi-path thought leadership streams which more than doubled email engagement metrics in one year (6% opens to >14% opens, 0.3% clicks to 1.2% clicks) • Revamped webinar program from 1-2 per quarter to 1-2 per month leading to 60% increase in marketing qualified leads • Owned integrated marketing campaigns including: content syndication, webinars, email campaigns, events • Assisted in event lifecycle from contracts and booth service orders, to managing onsite logistics and post-event follow up strategy • Oversaw third-party account-based marketing advertising platform which led to increased brand awareness and higher website conversion • Managed Marketo platform as the sole administrator - Marketo Certified Expert - Designed all landing pages hosted on corporate website - Owned and executed all outbound email programs to prospects and customers - Ensured data integrity and proper lead sync to CRM for all marketing campaigns

Marketing Coordinator

• Sep 2015 - Oct 2016

CloudPassage Halo is an on-demand (SaaS) infrastructure security platform focused on protecting servers (and any applications that run on them) in any combination of data centers, private clouds and public clouds. Halo implements a comprehensive set of controls that continuously monitor the security posture of your infrastructure. Since Halo is delivered as a service, it deploys in minutes and scales on-demand. • Developed a lead scoring system to improve sales efficiency which drove… Show more CloudPassage Halo is an on-demand (SaaS) infrastructure security platform focused on protecting servers (and any applications that run on them) in any combination of data centers, private clouds and public clouds. Halo implements a comprehensive set of controls that continuously monitor the security posture of your infrastructure. Since Halo is delivered as a service, it deploys in minutes and scales on-demand. • Developed a lead scoring system to improve sales efficiency which drove MQL conversion rate up 20% • Created campaign ROI reports using Salesforce.com data to help measure campaign effectiveness • Managed third party vendors for promotional/print inventory, along with social media lead generation vendors and LinkedIn Sponsored content • Tracked website traffic and behavior analytics week over week in Google Analytics

Marketing Intern

• Jun 2014 - Sep 2014

Adallom is a cloud security startup, recently acquired by Microsoft. Adallom's cloud application security platform protects all enterprise software-as-a-service (SaaS) by providing visibility and governance of application usage, user activity audits, and protection of employees and digital assets. Assisted Event Marketing with 12 regional and nationwide trade show and strategic alliances operations including: booking venues, logistics planning, staff allocation, and sourcing… Show more Adallom is a cloud security startup, recently acquired by Microsoft. Adallom's cloud application security platform protects all enterprise software-as-a-service (SaaS) by providing visibility and governance of application usage, user activity audits, and protection of employees and digital assets. Assisted Event Marketing with 12 regional and nationwide trade show and strategic alliances operations including: booking venues, logistics planning, staff allocation, and sourcing SWAG • Partnered with cross-functional teams across Marketing Ops, Product Marketing, Sales, and Finance. • Sourced data and analyzed competitive and industry-wide 2014/2015 event landscape to supplement 2015 brand marketing strategy and budget. • Reported information from Sales and Product Marketing to hypothesize customer case studies, promotional videos, and messaging platforms‬. Show less Adallom is a cloud security startup, recently acquired by Microsoft. Adallom's cloud application security platform protects all enterprise software-as-a-service (SaaS) by providing visibility and governance of application usage, user activity audits, and protection of employees and digital assets. Assisted Event Marketing with 12 regional and nationwide trade show and strategic alliances operations including: booking venues, logistics planning, staff allocation, and sourcing… Show more Adallom is a cloud security startup, recently acquired by Microsoft. Adallom's cloud application security platform protects all enterprise software-as-a-service (SaaS) by providing visibility and governance of application usage, user activity audits, and protection of employees and digital assets. Assisted Event Marketing with 12 regional and nationwide trade show and strategic alliances operations including: booking venues, logistics planning, staff allocation, and sourcing SWAG • Partnered with cross-functional teams across Marketing Ops, Product Marketing, Sales, and Finance. • Sourced data and analyzed competitive and industry-wide 2014/2015 event landscape to supplement 2015 brand marketing strategy and budget. • Reported information from Sales and Product Marketing to hypothesize customer case studies, promotional videos, and messaging platforms‬. Show less

Marketing Intern

• Jun 2013 - Aug 2013

Bromium is a venture-backed startup that develops software that applies the isolation and security principles of hardware-based virtualization to tasks running within the operating system of a PC, server, or mobile device. Responsible for comprehensive integrated marketing, events, and sales operations support during rapid growth quarter that helped enable triple run rate growth in three months. Worked cross-functionally with international sales and marketing teams based in the US and… Show more Bromium is a venture-backed startup that develops software that applies the isolation and security principles of hardware-based virtualization to tasks running within the operating system of a PC, server, or mobile device. Responsible for comprehensive integrated marketing, events, and sales operations support during rapid growth quarter that helped enable triple run rate growth in three months. Worked cross-functionally with international sales and marketing teams based in the US and UK. • Segmented 80% of Marketo database to enable targeted sales and marketing campaigns. • Partnered with sales management to identify buyer personas and demographic criteria; leveraged contact databases to generate these lists for cold calling and email campaigns. • Assisted with planning, budget, and service orders pertaining to booth presence at eight events. Show less Bromium is a venture-backed startup that develops software that applies the isolation and security principles of hardware-based virtualization to tasks running within the operating system of a PC, server, or mobile device. Responsible for comprehensive integrated marketing, events, and sales operations support during rapid growth quarter that helped enable triple run rate growth in three months. Worked cross-functionally with international sales and marketing teams based in the US and… Show more Bromium is a venture-backed startup that develops software that applies the isolation and security principles of hardware-based virtualization to tasks running within the operating system of a PC, server, or mobile device. Responsible for comprehensive integrated marketing, events, and sales operations support during rapid growth quarter that helped enable triple run rate growth in three months. Worked cross-functionally with international sales and marketing teams based in the US and UK. • Segmented 80% of Marketo database to enable targeted sales and marketing campaigns. • Partnered with sales management to identify buyer personas and demographic criteria; leveraged contact databases to generate these lists for cold calling and email campaigns. • Assisted with planning, budget, and service orders pertaining to booth presence at eight events. Show less