Experience

Smarsh

July 2019 – Present

Sr. Manager, Account-Based Marketing (September 2022-Present); ABM Team Manager (April 2020-August 2022)

• Crafted blueprints for account-based marketing and sales programs that enable entire revenue teams to develop, build, launch and measure their own ABM initiatives.
• Manage ABM team
• Guide and coach on ABM programs, including account insights, impactful, customer-first messaging, and productive meetings with individual sellers and their managers.

Marketing Manager – Enterprise & EMEA ABM

• Inherited an account-based marketing program that was more demand gen than ABM: reversed course with sales and got buy-in on “real” ABM programs.
• Re-ignited ABM programs, including account insights, impactful, customer-first messaging, and productive meetings with individual sellers and their managers.
• Created mutual accountability, which paved the way for sales and marketing to get aligned at Smarsh, ultimately helping sellers achieve quota more consistently and helping marketing support a long and complex sale targeting hard-to-impress executives.

Spotlight: Industry Thought Leadership

• Engagio (now Demandbase) Featured Blog Interview
  • Behind the Brilliance: How Smarsh Puts Sales and Marketing Alignment to Work to Win Challenging Enterprise Deals
  • Screengrab of interview article featuring myself and Brian Panicko, who led enterprise sales at the time for Smarsh.
• B2BMX 2020: Session Speaker
  • From ABM Zero to Hero (in less than a year)
  • Presentation from Session

Ricochet Partners

May 2018 – July 2019

Senior Marketing Project Manager

• Contribute to the strategic direction of a client’s business or single initiative under the Chief Strategy Officer’s guidance across media disciplines.
• Create budgets and schedules for tactics; work with the creative group to accomplish those tactics in alignment with the strategy; interface with the client; and own billing for my clients.
• Direct the work of designers, programmers and copywriters.
• Lead change management on project processes; optimize and aid to deliver highest possible customer service.

Corporate Visions Inc.

August 2016 – January 2018

Marketing Campaign Manager – Strategic Accounts and West Territory

• Primary vertical focuses on medical technology; insurance; finance; pharmaceuticals; manufacturing
• Prioritize and develop ABM strategies and execution for target accounts (new and existing): account mapping, research / trigger identification, contact sourcing, content drafting, targeted event strategies, driving event registration, custom webinars, and more.
• Work with counterparts in business development, sales enablement, and customer success to craft outbound efforts and optimize quantity/quality targets, and ensure effective, timely follow up.
• Effectively measure, analyze, and report on the contribution of marketing-influenced demand activities to sales pipeline.
• Synthesize learnings and optimize / pivot based on regular collaboration between sales, ops, and marketing. Leverage Marketo, ToutApp, ZoomInfo, Sales Navigator, GoToWebinar, ion interactive and Salesforce.

CallidusCloud (now SAP)

July 2019 – Present

Marketing Campaign Manager

• Manage product, partner and thought-leadership go-to-market programs on multiple platforms both in-house and alongside research partners, vendors, and strategic alliances.
• Develop, execute, and optimize measurable demand creation programs (both paid and organic) that drive demand and marketing-sourced/influenced revenue through sales pipeline.
• Directly responsible for program management that added 21% of total marketing sourced pipeline pipeline over 7 quarters.
• Led initial go-to-market strategy blueprint: persona needs assessment and content gap analysis, including quantitative and qualitative data analysis; content audit; persona research; presentation of insights and action items.
• Projects include: own relationship with SEM agency; paid LinkedIn ads; work with content vendors; account-based nurture campaigns; email and drip campaign support / QA for EMEA field office; and two SaaS product launches (specialty insurance sales commissions product launch; customer feedback software launch).

The Grossbauer Group

August 2012 – February 2014

Sr. Manager, Account-Based Marketing (September 2022-Present); ABM Team Manager (April 2020-August 2022)

• Own client email strategies and execution, as well as blog post writing for clients and agency.
• Responsible for client metrics & reporting: SEO, web analytics, email marketing, integrated campaigns, and SEM.
• Execute data-driven information architecture, content, and user experience audits for client websites. Write and produce website user guides.
• Software included: WordPress, ModX, MailChimp, homegrown CRM, and Google Analytics (became certified for it).

University of Missouri, Department of Student Life

June 2009 – May 2012

Teaching & Production Assistant, Event Management

• Collaborated on content / buildout of event production website, detailing how-tos of the entire event planning process. Also helped teach the weekly full credit course with another TA and the Assistant Director of Student Life at the University.

Director of Student Activities

• Responsible for ensuring fiscal responsibility and the creative, successful utilization of a $450,000+ budget.
• Selected and built trust & rapport with a team of student leaders in charge of 8 committees.
• Oversaw department expansion and facilitated onboarding from 50 members to over 125 members, running hundreds of events across campus each year.

Chair – College Music

• Conceptualized, researched, planned, booked, and executed 15+ concerts & events on campus with attendance ranging from 350 to 13,000 attendees.
• Worked extensively with talent agencies to negotiate offers and contracts.
• Planned and executed day-of-show logistics including artist hospitality, ticketing, managing, and event staff training.

TEDx

October 2011 – May 2012

Coordinator, TEDxMU

• Worked closely with the lead organizing team from ideation to execution – our theme was Innovation through Collaboration. Acted as primary liaison between Student Life / the University and the organizing team, coordinated and advised on conversations with leaders and influencers on campus using relationships built through roles in Student Activities.
• Manage ABM team
• Guide and coach on ABM programs, including account insights, impactful, customer-first messaging, and productive meetings with individual sellers and their managers.