Brex

Leader of growth marketing, strategy & operations teams.

Senior Director, Growth Marketing, Strategy & Operations

Founder and leader of marketing operations and demand generation teams.

Senior Director, Revenue Marketing

Billtrust

Lead a team of 7 marketing operations and market research professionals responsible for administration and integration of the marketing tech stack, planning and orchestration of the demand funnel, database quality management, account-based marketing research support, execution of digital and email marketing campaign and reporting and analysis of performance trends.  

Marketing Tech Stack Administration & Integration: Managed operations and processes around all marketing systems and data integration. Developed and managed quarterly roadmap for implementation, integration, and enhancement projects.

Demand Planning: Lead strategic demand planning processes, including a multi-year outlook on pipeline growth; Built budget models to support growth plan targets; Partnered with the Revenue Marketing team to forecast pipeline delivery from go-to-market programs, and channel activities.

CRM Data Quality: Planned and executed a series of monthly data hygiene projects to improve the quality, integrity and value of our account and contact data in Salesforce.com to support more effective execution of marketing programs and sales outbound prospecting. 

Account-Based Marketing Research: Managed delivery of account ‘depth’ charts or ‘deep dive’ research to sales teams to help with highly targeted outreach activities (one-to-one/one-to-few). 

Campaign Execution: Owned execution of go-to-market email programs, and performance tracking for all marketing channels.

Marketing KPIs & Reporting: Implemented marketing report packages and dashboards to track campaign results and conversion rates, pipeline delivery and sufficiency, and demand funnel efficiency. Identified opportunities for campaign and channel optimization and delivered recommendations with a focus around ROI improvement.

Senior Director, Marketing Operations

RealPage, Inc.

Led a team of 10 global marketing operations professionals responsible for strategic planning, project management, campaign execution, data automation and performance measurement for the multifamily B2B marketing organization.

Strategic Planning: Lead strategic planning processes with target models and performance reporting to align and optimize budgets, go-to-market programs, and channel activities to achieve optimal ROI.

Project Management: Owned intake, prioritization and milestone tracking for all creative asset development and execution of all program deliverables across all marketing functions. Lead resource capacity planning and alignment to project workloads.

Campaign Execution: Orchestrated the execution of go-to-market programs across multiple sales and marketing channels, tracking activities, and reporting on performance outcomes vs. forecast. 

Marketing KPIs & Reporting: Implemented marketing report packages and dashboards to track pipeline sufficiency, lead funnel and campaign performance by business unit, to identify areas of optimization and ROI improvement.

Data Automation: Managed operations and processes around all marketing systems and data integration. Owner of MarTech roadmap, driving quarterly implementation, integration, and enhancement projects.

PRGX Global Inc.

Responsible for leading cross-functional projects with Marketing, Sales, Client Operations, Finance and Legal teams to develop and implement key processes and performance metrics to cost-effectively scale sales team productivity and increase corporate revenues.

Sales KPIs & Reporting: Implemented global Salesforce.com report and dashboard structure to improve accuracy of sales forecasting, quality of sales pipeline and velocity of sales bookings. 

CRM Data Quality: Established standards to improve quality and integrity of account, contact and opportunity data in Salesforce.com to better enable demand planning and campaign execution across sales and marketing teams.

RFP Process Improvements: Revamped RFP processes to ensure consistent, quality and timely responses across all market segments.

Demand Gen & Pipeline Health: Expanded sales and marketing focus and alignment on driving pipeline sufficiency and demand generation across all global business segments and sales teams. Due to strong sales momentum in 2018, the company saw a 5.4% YOY increase in revenue.

Client Services Initiatives: Orchestrated key client services initiatives around win/loss analysis and a client references program.

Quote to Cash Efficiencies: Established and managed a deal review and contract management process for global retail and commercial sales teams. The result was a faster contract and commission approval cycle, enabling sales teams to receive commission payments an average of 20 days sooner.

Director, Sales Enablement

Executive leader of the Global Sales Operations Team, managing more than 45 domestic and international team members. The team supported multiple RealPage divisions including sales, marketing, customer installation, customer support, accounting, and finance. 

College of Sales: Planned and managed a global learning program for various sales divisions, teams, roles, and tenure. Implemented learning across multiple channels including classroom training sessions, self-paced training content, and team training certifications.

Scalable RFP Process: Provided centralized, administrative support to help sales team members curate and package RFP responses.

Account & Territory Management: Analysis, planning, and management of account/territory assignments (and accompanying lead assignments) across all sales divisions and teams. 

Campaign Planning & Execution: Analysis, planning, and management of campaign target lists, campaign prospecting activities and performance reporting. 

Sales Pipeline & Deal Management: Analysis, design, and optimization of sales funnel process, stage progression, and overall cycle time to increase velocity of sales within a plan year. 

Customer Renewal Cycle Management: Managed customer lifecycle and renewal communication campaigns. Special focus on driving migration of legacy customers to new multi-year master service agreements.

Performance Reporting & Analytics: Built and managed centralized, standardized sales performance reports and dashboards. Produced monthly and quarterly sales KPI scorecards and trend analysis.

Vice President, Sales Operations

Reported to executive leadership in Sales and Marketing organizations. Managed a team of 23 professionals in the U.S. and the Philippines. Responsible for strategic planning and management of integrated demand generation programs and channel execution to achieve sales growth targets.

Inbound Lead Qualification: Managed inbound lead qualification program with a team of 10 professionals in the U.S. and the Philippines.

Outbound Prospecting Campaigns: Developed and executed outbound prospecting campaigns with a team of 13 professionals in the Philippines.

Marketing Automation Owner: Administrator of marketing automation platform (Marketo) and marketing data integration and enhancements roadmap.

Target Lists: Managed CRM buyer profile data and the building of target lists for campaigns.

Reporting: Built and delivered sales and marketing reporting and analytics around the lead funnel and campaign performance.

Director, Demand Generation

Reported to SVP of Marketing. Managed teams of 3 marketing automation professionals and 4 lead qualification professionals in the U.S. 
Responsible for management of marketing automation platform, outbound sales prospecting programs, inbound lead qualification and management.

Inbound Lead Qualification: Managed inbound lead qualification program with 4 professionals in the U.S. 

Outbound Prospecting Campaigns: Developed and executed outbound prospecting campaigns with the sales team.

User Conference Promotions: Managed email marketing and other outbound promotions for annual RealWorld User Conference.

Marketing Automation Owner: Administrator of marketing automation platform (Marketo) and marketing data integration and enhancements roadmap.

Sales Enablement: Managed sales training and adoption of Salesforce and Marketo tools for over 150 sales reps.

Manager, Sales & Marketing Automation

Lead Generation: Increased leads generated from website forms by 15% YOY through execution of marketing campaigns. 

Outbound Prospecting Campaigns: Orchestrated telephone prospecting and email campaigns with the sales team, resulting in $12M in sales bookings.

Email Marketing: Created, tested, and deployed email campaigns, nurture campaigns and workflows in Marketo.

Marketing Reporting: Developed executive reports on lead generation trends and campaign performance.

Data Governance: Managed seasonal interns to support data cleanup, lead generation and campaign initiatives.

Marketing Automation Specialist

Strategic Planning: Created annual marketing plans for business units based on annual budget, goals, and initiatives.

Content Creation: Created in-market content for websites, case studies, white papers, ads, and presentations.

Email & Digital Execution: Built and delivered targeted email blasts, landing pages, and blog posts.

Video Scripts & Testimonials: Created video scripts, conducted interviews, and produced video segments.

Marketing Communications Specialist

Senior Director, Revenue Marketing at Brex

Experienced marketing & operations executive with a proven track record for driving scalable, efficient growth with Fintech & SaaS businesses.

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