**** **** **** ***, ***********, NC 27 27
Through 14 years of sales and marketing experience I have developed into a revenue executive able to create measurable and predictable growth for organizations of all sizes. Deep technical expertise combined with creativity, problem solving, people management and analytical ability has allowed me to move from an expert individual contributor to a team builder and department leader.
Sr Director of Global Sales Operations and Revenue Marketing
Digital Turbine / Durham, NC / 2016 - current
Digital Turbine is a leading provider of app marketing and delivery solutions for app developers and advertisers. Through partnerships with the largest global carriers and operators Digital Turbine can provide unique access to device inventory while providing a device monetization path for publishers. Through my work at Digital Turbine I have been able to fundamentally shift our sales, marketing, and account management and revenue operations efforts in order to build a new company from the previous Appia acquisition. As a result, I've played an essential role Digital Turbine's the development from a $50M to +300M market cap organization.
Implemented marketing attribution mechanics the provided fundamental insights to guide marketing programs. Organized our marketing department allowing us to build a team that delivers consistent organic traffic and sales leads. Owned our paid digital marketing programs, driving over $150M in marketing attributed gross revenue internationally.
Rebuilt our CRM (Salesforce.com) from the ground up to provide end to end revenue views, sales forecasting and pipeline management, client performance insights, and operational automation.
Developed a content approval application (Salesforce Community Cloud) that allows our external partners (Verizon, Samsung, AT&T, etc.) integrate their content audit process with digital turbines internal launch process. Designed unique flows to address the needs of publishers as required which led to our carrier and OEM partners adopting our application over their existing programs.
Segmented our sales efforts, owning our new inside sales team, and working with product to develop a self-service program to address our various client segments in a cost-effective manner.
Built an account-based marketing team and program to plan, create, and execute campaigns targeting and acquiring enterprise fortune 500 US accounts. Simultaneously built a robust international inbound marketing program targeting countries with favorable CaC models.
Recruited, hired, and managed entry level employees, mid-career employees, and junior managers in sales, marketing, and operational roles.
Acquired, implemented, and integrated a robust sales and marketing technology stack; including sales intelligence, marketing research, content marketing, marketing automation, sales outreach, analytics, and other tools.
Time Warner Cable / Morrisville, NC / 2008-2011
Trident Marketing / Southern Pines, NC / 2005-2007
Vocus & iContact / Morrisville, NC / 2011-2012
iContact is a leading email marketing application, once growing to the second largest ESP in the US. In 2012 iContact was acquired by Vocus, a leading organic marketing company owning recognizable brands such as PRWeb and HARO. At iContact I quickly grew from a presales rep upon switching from B2C to B2B sales, into a product consultant, then sales executive for both iContact and the Vocus Marketing Suite.
Developed the sales process for the new VMS product launch
Closed 60% of total departmental sales volume and 45% of department revenue in first quarter of launch
Provided consulting services to small, medium, and enterprise businesses for email marketing
Designed nurture campaigns in salesforce & marketo.
Designed and deployed new campaigns and workflows to manage multiple pipelines
Netsertive/ Morrisville, NC / 2012-2013
Netsertive is a marketing technology company that provides technology aided search, display, and social marketing campaigns to local businesses. Utilizing a vertical strategy Netsertive partners with brands and buying groups to deliver localized campaigns at scale via their participating retailers.
Rapidly adopted a new sales model to ramp within the first 60 days
Instrumental in facilitating the growth of a new vertical within a startup environment
Closed deals ranging from 9k to 36k in size from cold calling
Worked with product manufacturers and buying groups to implement business development programs that mutually benefit manufacturer brand building and SMB revenue growth
Assisted with the adoption, integration, optimization, and internal training of the Netsuite CRM
Worked closely with client services to develop, launch, and implement digital marketing campaigns and build client relationships
Carolina Ad Group / Cary, NC / 2013-2016
Carolina Ad Group focuses on providing enterprise quality website and marketing programs to local businesses at affordable rates. Though based in North Carolina, CAG works with local and regional businesses throughout the US.
Rapidly grew new company from 0 to $130K/yr in recurring revenue
Designed, developed, secured, and maintained web properties for small to medium sized organizations
Developed complex web applications to meet specific client needs
Designed, executed, and optimized search, social, and content marketing campaigns
Developed sales, marketing messaging, and product strategy from the ground up
Managed a network of contractors and freelancers while ensuring quality control and managing all aspects of client relationships
Utilized both existing network as well as cold prospecting and warm marketing leads for a well-rounded agency growth strategy