Dec 2023 – Feb 2025 · 1 yr 2 mos · Hybrid

• PE Owned by TA Associates, Crosspoint Capital and BCS.
• Increased pipeline generation by 40% over the fiscal year. Redefined ICP, clarified goals and go-to-market focus, changed incentives, developed playbooks, improved lead- and account to revenue processes.
• Repositioned the company from a legacy AST (application security testing) player to an Application Risk Management platform provider, triggered by acquisitions and product improvements. Led positioning and messaging work, refreshed brand architecture and expression, launched new website and website architecture and broadened analyst and influencer investments.
• Unified and transformed a siloed marketing team by aligning goals, implementing agile marketing, and creating a 'one team' culture in partnership with sales and customer success.

Oct 2021 – Oct 2022 · 1 yr · Atlanta, Georgia, United States · Remote

Sep 2019 – Oct 2023 · 4 yrs 1 mo · Greater Atlanta Area · Hybrid

• Backed by JMI Equity, Split Rock, NEA and Accel Partners
• Increased ARR by 150% and doubled number of customers by influencing the Insider Risk Management category as alternative to DLP (data loss prevention). Curated a compelling point of view, launched the Incydr platform and use cases, gained industry support, endorsement from research publications and analyst mentions. Spearheaded the Insider Risk industry Summit with over 2,500 attendees each year. Drove the development and publications of Inside Jobs: Why Insider Risk Is the Biggest Cyber Threat You Can't Ignore (Skyhorse 2020).
• Drove pipeline growth (+90% per year) and improved Account>Opportunity conversion increases via demand/ABM transformation. Partnered with Sales and Product Management, rebuilt SDR function, and implemented robust marketing technology & analytics reporting stack (6Sense, Outreach, Marketo/Bizible, Tableau, Snowflake).

Dec 2016 – Sep 2019 · 2 yrs 9 mos · Greater Atlanta Area

• Secureworks® (NASDAQ: SCWX until 2025 - then aquired by Sophos)
• Led repositioning for transition to new SaaS subscription business model. Transformed brand identity, value proposition, and public image.
• Drove 10% YoY increase in revenue through global cross-functional transformation. Unified siloed marketing, sales, product, and corporate teams under a single collaborative vision. Implemented OKRs and goal setting to increase productivity and morale.
• Simplified value proposition through portfolio consolidation and solution messaging. Consolidated 54 products into 20 focused, offerings that were easier to sell, market, and bundle.

Apr 2016 – Nov 2016 · 7 mos · Greater Atlanta Area

Apr 2014 – Apr 2016 · 2 yrs · Greater Atlanta Area

• Rebuilt end-to-end marketing and corporate communications function as part of the company's transformation from an original ISP to a network and cloud services provider. Managed $12M marketing budget and led team of 30 professionals to provide:
• Market Research & Analytics - segmented market to identify and size sweet spot for new strategy
• Brand & Corporate Communications - repositioned brand and defined new brand guidelines
• Demand Generation - launched demand generation program, supported by multi-media content generation
• Field & Channel Enablement - supported go-to-market efforts for both direct sales teams and indirect channel partners
• Influencer relations - rebuilt analyst relations program
• Marketing Operations - developed KPIs and developed weekly, monthly and quarterly analytics and associated reports

Aug 2010 – Apr 2014 · 3 yrs 8 mos · Greater Atlanta Area

• Re-built and led all Marketing & Communication activities, including:
• Hiring and development of marketing team
• PR
• Sales Support & Sales Enablement
• Web-Marketing
• Events Marketing
• Campaign Management
• Internal Communications

Dec 2005 – May 2009 · 3 yrs 5 mos · Dallas/Fort Worth Area

• Led an organization of 25 professionals to deliver market and competitive insights to the EDS organization. Reorganized, restructured and retrained team from a corporate research team to a global team focused on providing analytically based insights to sales teams, sales leaders and executives.

Jan 2001 – Dec 2005 · 4 yrs 11 mos

• Acted as Chief of Staff to two CEOs / Managing Partners
• Ran executive operations (globally spread in Chicago, Brussels and Plano)
• Directed global business, account planning and organization planning activities
• Coordinated global business review meetings
• Orchestrated CEO initiatives in diversity and leadership development
• Produced CEO presentations and speeches
• Member of Global Operating Committee and Executive Leadership Team
• Orchestrated 2005 Global Officers Meeting

Sep 1995 – Dec 2000 · 5 yrs 3 mos

• Focus on Strategic Planning and Market Analyses for clients in Telecommunications, Logistics, Oil & Gas and Retail industries. Worked across several regions including Belgium, Spain, Southeast Asia, Finland and Austria

Aug 1991 – Jul 1993 · 1 yr 11 mos · Brussels Area, Belgium

• Day to day management and coordination of accounts in the banking, non-profit and consumer goods industries