Lead team of SDRs and Digital Sales reps across four onshore and offshore locations to source, nurture and connect leads to the right solution, creating new pipeline and growth for Docusign. Ramped new GTM testing framework and product-led sales motions. Exceeded 110% of quarterly target on average and expanded revenue per rep 43% in 6 mos.

Led new revenue growth for Docusign’s self-serve channel, including business planning and forecasting, the Digital Sales team, e-commerce merchandising, and trial, mobile and signer marketing. Contributed to 25 point increase in Y/Y growth rate in 2023 by rigorously prioritizing cross-functional initiatives, expanding highly efficient offshore digital sales team, streamlining purchase experience, and commercializing new chat platform.

Developed marketing function for Clara Analytics, the leading provider of AI in the commercial insurance industry. Clara’s products apply image recognition, natural language processing and machine learning to give claims adjusters “AI superpowers,” so they can better manage every step in the life of a claim.

Developed GTM process and teams, competitive positioning, and early partnerships critical to company’s acquisition in 2020 by industry leader Stratasys. Launched company, category, and flagship product through integrated Sales and PR outreach, conference appearances, website relaunch, and coordinated partner marketing. Played a key role in establishing strategic partnerships with BASF, Henkel, and DSM that enabled Origin to establish a new market category – open additive production – and significantly expand revenue.

Advised 3D printing/additive manufacturing start-up on product positioning, go-to-market planning, and demand generation strategy.

Developed strategy and tactics to maximize new customer acquisition for home renovation start-up through SEM, SEO, landing page optimization, and marketing copy.

Led global go-to-market strategy and commercialization for Google Display Network performance products, including targeting, bidding, and ad formats. Managed team charged with understanding market and customer needs, packaging and marketing products to meet them, and sales activation, training, and target setting for 12k global salesforce. Led a separate acquisition marketing team in 2012 - 2013 that managed development and optimization of SEM and Display campaigns for strategic Google brands, including Google+, Offers, Adwords, Chrome, Nexus, and YouTube.

Led 12-person global analytics and product specialist team that analyzed how advertiser base is using Adwords products. Identified best practices to achieve optimal ROI on ad spend, and created internal training and marketing programs to maximize adoption of best practices. Built House Ads team to manage Adwords campaigns spend for Chrome, Nexus, Adwords, and Google Offers. Developed staffing and engagement, model, reporting, and initial compliance practices.

Led 5 person team that developed Google Display Network optimization best practices through analysis and campaign management, and distributed those best practices to Google’s global Adwords sales team. Won Executive team award and recognition for developing new process and tool that drives $200M in incremental revenue annually. Won patent for process in 2011.

Managed team handling all aspects of activation, customer support and optimization for mid-size AdSense publishers (such as LinkedIn - see text ads on the right side of this page). Primary liason between Adsense Operations team and Adsense and Adwords Sales teams.

Managed most aspects of P&L for Quicken online advertising business. Led team responsible for Sales, Partner Management, Product Management, and Ad Operations. Set annual and 3-year business strategy for Online Advertising business and Quicken.com cross-sell. Managed COGs and all Operating costs, including headcount (shared and direct), Ad servers, data feed, and marketing budget.

Managed product marketing for Quicken Personal Finance Group’s advertising business, including defining launch requirements and working hand-in-hand with Business Manager to price, package, and sell advertising to sponsors.