Get to know me
Hi & welcome!
I’m a full stack product marketer with over a decade of experience in SaaS. I started my career dipping into every customer-facing role imaginable, holding roles in Customer Support, Success, and Sales before moving into a strategic product marketing capacity. What that means in practice is that I have a knack for discerning customer needs and coupling that with the needs of field facing teams. I’m a driver with an owner’s mindset- I take a fearless approach to driving clear, concise messaging, value driven pricing and packaging, and customer-first enablement tactics.
Equally comfortable in B2B, DTC, and B2B2C environments and large enterprises from 30,000 EE to small start ups, my industry experience covers MarTech, FinTech, CRM, and Ecom. Across each of those industries I’ve flexed from BOFU mechanics: GTM & Launch Strategy, Sales & CS Enablement to TOFU strategies for demand generation, multichannel content development, events, and distribution tactics.
As a people manager, I take a player-coach approach and prefer to own some of my own work to stay sharp while guiding and growing my team’s skills as individuals and as a functional team. I’ve managed teams from 1-9 EEs from entry level through mid-senior individual contributors.
As a tenured individual contributor, I excel in cross functional communication, driving efficient resolutions, and executive communications. I take a ‘let’s get it done’ approach while thoughtfully prioritizing teammate and business needs.
Experience
Postscript, senior product marketing manager
Industry: Ecommerce SaaS | Product Focus: SMS, Loyalty, Deliverability, Compliance, Billing | Experience: Tier 1 launch, Positioning, Messaging, Content Development & Distribution, Sales & CS Enablement, Pricing and Packaging
April 2023 - Present
Managed website redesign and repositioning of company to incorporate Fondue acquisition. Directly responsible for brand and GTM workstreams including positioning, ICP, pricing & packaging, demand gen, marketing, content planning & creation, and field enablement in first 90 days in role
Built positioning narrative around DTC’s first multi-product ‘SMS Revenue Platform’ and created assets to assist field in driving awareness and conversion
Drove 41% lift in WoW website traffic and $30.2M in pipeline within the first week of Fondue launch
Scoped, planned, and deployed two virtual webinar events to announce acquisition of Fondue and drove traffic to a deep dive product education follow up; 62% attendance, 17 opportunities generated, +73% interactions from ads l& organic social, and +9% in email & SMS list size
Piloted new enablement kit strategy, creating a one-stop-shop enablement experience for reps including talk tracks, trainings, ICP, rules of engagement, and sales call library. Saw 76% organizational adoption in first 2 weeks.
Launched 'fair billing' campaign including Postscript's first Compliance-as-a-Service offering to drive 37% uptick NDR
Developed Postscript’s first pricing and packaging strategy framework forecasted to increase margin by 4pts YoY
Establish a ‘fair legacy policy’ for legacying feature access and price points
Establish a recommended discounting framework to protect margins across deals
Identify and build business cases for other areas of packaging opportunity (1 time services engagements, etc)
Trusted advisor to executive team, continuously influencing strategic business decisions through analysis and customer insight
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HubSpot, GTM lead, Marketing Hub | product Marketing
Industry: SaaS MarTech, MAP, CRM | Product Focus: Omnichannel messaging, Email, WhatsApp SMS, Social Media, Ads, Platform | Experience: Tiers 1-4 launch, Pricing & Packaging, Messaging, Sales & CS Enablement, GTM Strategy, Executive Relations, Confict Management, People Management
January 2021 - February 2023
Ultimately responsible for managing the commercialization and GTM strategy for a $1.3B business of MarTech products
Drove 113 individual feature launches and 8 company level priority launches
Experience launching features in messaging channels (SMS, WhatsApp, marketing and transactional email), social media, ads, conversion tools (forms, CTAS, cookie banner), reporting, automation, and governance
Partnered cross functionally to refresh profiles for marketing & admin personas
Created packaging frameworks for scalable packaging across product lines for Freemium through Enterprise tiers
Secured product play prioritization to generate 42M NNARR in new product purchases
Developed upsell/cross-sell levers and motions based on indicative customer behavior
Regularly contributed to and owned sections of analyst relations workflows, contributing to two consecutive years of ‘Leader’ in the Gartner MQ
Identified and solidified OKR metrics across 6 product teams and 190 EE
Created GTM plans, pitch decks, and enablement content for 2,000 global reps
Regularly influenced C-Suite and VPs in cross-functional projects; presented in QBRs, spoke to global audiences of 500+ as the face of Marketing Hub product strategy
Served as an “Unstuck Mentor” on top of people management capacity to provide mentorship and make networking connections across the business for internal mobility candidate
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HubSpot, principal customer onboarding specialist
Industry: SaaS MarTech, CRM, Help Desk, CMS, Operations | Product Focus: Full HubSpot Suite, Developer Advocacy, Solutions Partner Certifications | Experience: Enablement, Content Strategy, Executive Relations, Confict Management, People Management
September 2019 - January 2021
Onboarded 613 HubSpot customers with 100% CSAT; received multiple top performer awards across MAP, CRM, and Service products
Developed Advanced Onboarding Certification for employees and Solutions Partners and served as a mentor and adjudicator for assessments
Built and scaled Partner Scaled Onboarding including creating certifications, continuing education, and OKR metrics for partners. Full time headcount dedicated to taking over the program after 6 month testing period.
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FactSet Research Systems, Customer Facing roles
Industry: FinTech; Asset Management | Product Focus: Portfolio Analytics, Real Time Data, Asset Management
January 2015 - September 2019
Account Executive (March 2019 - September 2019)
-Managed Mountain Territory book of $3MARR, generated 115% goal in revenue
Closed 43 new clients, 400% goal
Solutions Engineer (December 2017 - March 2019)
Responsible for financial technical solutions architecture for prospects seeking advanced portfolio analytics capacities
Managed 26 prospects from qualified lead to close
Senior Customer Success Manager (January 2015 - December 2017)
Managed a book of 6M ASV and 545 clients at FactSet's largest client
Exceeded targets of 92% C$R, 90% Rev Retention, and growth metrics
Managed team of 5 consultants from interview through end of first year including new hire onboarding, professional development, and skills enhancements
What I’ve been up to lately
Positioning & Messaging [product line, platform, product 1, product 2]
Internal Enablement [product line, product]
Full stack campaign development & execution [demand gen, content, copywriting, web page design, TOFU:BOFU distribution and sales tactics]
Looking for strategy docs? Submit the ‘Get in Touch’ form above! MNPI will be redacted but happy to discuss!
Skills
Education
Product marketing alliance
Product Marketing Core Certification
March 2023
Rensselaer PolytechniC institute
M.S. QUANTITATIVE FINANCE AND RISK ANALYTICS, Magna Cum Laude
DECEMBER 2014
Rensselaer PolytechniC institute
B.S. MATHEMATICS OF OPERATIONS RESEARCH,
Magna Cum Laude
DECEMBER 2013
Rensselaer PolytechniC institute
B.S. PSYCHOLOGY, Magna Cum Laude
DECEMBER 2013