Grace Harbison

Optimizely

Director of Marketing Operations

SecurityPal

I was responsible for all of GTM Ops needs: customer success ops, sales ops, marketing ops and deal desk ops. I advanced our opportunity funnel and our lead funnel. I've worked with our customer success and account management team on our renewal and upsell process, and I had some cool exposure to pricing models. I operated a deal desk platform (RevOps.io) and handled implementing any contract changes, whether they were legal or pricing related. This was a Hubspot shop, which I owned from an operational standpoint, and I was the Salesforce admin. I also led the SOC 2 audit process during my time here.

Director of Revenue Operations

CircleCI

I had the honor of leading a team of marketing ops magicians. Seriously, what a team we had. I will always be proud of what we built in my time here. I was responsible for the health and performance of our Marketo instance, including our growing campaign ops process. I owned strategy and execution of our lead to opp funnel, and it was my responsibility to make sure the efforts of our marketing team could be appropriately tracked and reported to keep feeding our SDR team the highest quality data. I'm a big proponent of documentation and process definition and partnered with teams across the org to make improvements. MarTech lived in my realm too.

Senior Manager Marketing Operations

Upland Software

Got to lead a team of absolutely kick-ass marketing operations professionals. Owned Marketo, all other MarTech, end to end, including vendor relations, scoping potential additions, and implementation of any new tech. I identified opportunities for efficiency, scoped 'em, made a POA and ultimately executed them. Every process I designed and implemented, and any I assisted on, I held to our internal UplandOne standard, which was the mindset of "for the greater good" - so made sure things were built for the long game and not the short term. I also executed the migration of marketing data for acquisitions during my time here, which included discovery, scope, data cleansing, Marketo build outs and more. 

Oh, and I made some absolutely *chef's kiss* business requirement docs in my time at Upland, that I am honestly considering having printed and bound just because I am so proud of their existence. I am always happy to talk about them. Don't be afraid to ask.

I can humbly say I transformed campaign operations in this position. We moved from an agency to inhouse campaign ops model, and I built a team of the most kick-ass campaign ops specialists. I had the honor of leading them and owning the campaign ops process end to end. No small feat as we supported 70 marketers and 28 products at any given time, and marketing wasn't our only internal customer base. I rolled my sleeves up, got into our Marketo and maximized the hell out of it - did some major operations changes in this time (like working with our business systems team to move from a purposeful duplicate model to a consolidated model, and dealt with the ripple effects of that in Marketo) and ultimately made our systems run more efficiently and effectively. I had the privilege of scoping and implementing Upland's ABM strategy. I implemented LeanData (from SFDC assignment rules no less!) and knew those routing flows like the back of my hand. I still think about them to this day. Talk about an evolution!

Integration & Campaign Operations Manager

I did a bit of everything here. My main focus was on migrating marketing data and programs for acquired teams. This included the discovery, scope, POA, data prep, Marketo build out, QA and go-live of all things Salesforce and Marketo for any acquisition in my time here, starting with my own (PostUp!). I had the opportunity to create a process for what this looks like for Upland, and I am damn proud of it.  I also owned documentation and training for shared marketing tools, worked very closely with a world class business systems team, and an agency to execute campaign ops.

Marketing Operations Manager

PostUp

I did some very cool things in this role. I had the opportunity to design and own the ABM strategy for PostUp and partnered with the COO to ensure it was aligned with company goals. It was a beautiful, data driven, personalized strategy we found wildly successful within our market. I owned data enrichment, ROI reporting, funnel reporting, SFDC admin, Marketo admin - I was a jack of all trades here. I was responsible for maintaining the handshake between marketing and sales, and was the only resource for marketing and sales ops. I did campaign ops and executed all Marketo assets and lists. I owned process development and execution of sales-requested prospect research. And somewhere in there I found the time to execute KPI, pipeline and forecast reporting for the org.

Sales and Marketing Operations Manager

This position was analytical with operations mixed in. I did manage sales ops, and also identified emerging market opportunities through data enrichment and analysis. I helped to drive v1 of ABM at PostUp, partnering with the COO to create a ABM process used to assist sales and business development. I owned all MarTech, vendor relationships, and  optimization. I was the designated Salesforce admin and had the opportunity to streamline our instance through process improvement and new process creation. I migrated us from Hubspot to Marketo. I analyzed marketing effort performance and presented that to the team to assist with planning and identifying success (I made some very beautiful presentations during this time). My love for Excel was born here - I analyzed client data to back into an ICP identifiable through data points. I learned vlookups here. I was really proud of that.

Marketing Analyst

Banker's Toolbox

I was the designated SFDC admin, so I designed, executed and implemented custom Salesforce layouts and objects. I worked with management on strategic planning and pulling the data to support those plans. I owned forecasting and pipeline reporting and dashboards in SFDC. I was responsible for QA and implementation of new MarTech. I made some beautiful training documentations and made sure the team was up to date on current processes. I also served as tech support for any MarTech or SalesTech questions anyone in the org had. My love and knowledge of Salesforce was founded in this position.

Sales Operations Developer

This is the role that made me realize a traditional, creative marketing role wasn't a fit for me. In this position, I was responsible for product marketing content production. I did do a very cool project creating video case studies at our annual user conference one year - I'll always be proud of that. I was our webinar facilitator and moderator (we used GTW). I developed both customer and prospect marketing campaigns and built them in Marketo. Speaking of Marketo, this position included my very first Marketo implementation (~where it all began~). I also owned the website (both external and customer community). I wrote maybe 3 whitepapers during this time. I was proud of them, but dang content writing is hard. It's made me appreciate any content writers I've met since a little bit more.

Digital Marketing & Content Developer

My first out of school job. I was responsible for contract processing. I learned Salesforce and became the designated SFDC admin. I executed  some market research projects. I did a bit of content creation. We used MailChimp up until we implemented Marketo, so I did quite a bit of that. I maintained internal training docs and the website (external site and customer community). I was also tasked with a massive Salesforce data update quarterly - it involved a lot of data cleansing, validation, and list loads. Kind of like a boot camp for Excel and Salesforce. This position laid the foundation for everything I have done since and I am so appreciative to have had this opportunity.

Sales & Marketing Admin

Berry Aviation, Inc.

I supervised and owned scheduling for a team of 4, and prepped payroll for a team of 12. I handled some account management and billing for both recurring and non-recurring customers. I was responsible for the supervision and quality of our customer service, for new and existing clients. I helped a bit with new approaches to brand development, and contributed to a website redesign project through and content creation and editing. This was a very cool job to have during my college years!

Customer Service Supervisor

My goal is to make the lives of those around me a little easier and a little better (or at least a little lighter)

I support a number of teams - marketing and sales development, sales, customer success, delivery, and HR. I've helped to operationally advance our opportunity funnel and our lead funnel. I've worked with our customer success and account management team on our renewal and upsell process, and I've had some cool exposure to pricing models. I'm operating a deal desk platform (RevOps) and handle implementing any contract changes, whether they be legal or pricing related. We're a Hubspot shop so I'm overseeing that, and I have the honor of being our dedicated Salesforce admin. It's been many a moon since I've been the sole SFDC admin, but I've got to say, it's like riding a bike. I've learned a lot of previous roles that I'm able to bring into my experience here, and I'm all the better for it.

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