ACTIVE Network

Arrived at ACTIVE in early 2015 under the ownership of Vista Equity Partners where I supported implementing and transforming processes to support quadrupling growth (highlights included below). After being acquired by Global Payments (NYSE: GPN) in late 2017, participated in deep dive discussions to drive gross margins of 40%.

Implemented Account-Based Marketing

Implemented ACTIVE’s first ever Account-Based Marketing program for deals ranging from $100K-$300K+.  Achievements include directing a cross-functional team of 10 people to scrub and enrich over 250 Accounts in Salesforce on a compressed timeline from 3 quarters to 3 weeks.  Presented analysis and status updates to executive leadership on a weekly basis, highlighting engagement rates of 80% and conversion rates of over 20%.

Transformed Declining Markets

Took ownership of Team Sports marketing programs and aggressively executed and optimized demand generation efforts, by the end of 2016 the market experienced lead increases of 2000% for webinars, 733% for emails leads and 23% for Content Downloads.

Subsequently was promoted to Global Marketing Manager for the Sports and Endurance Market in early 2018, overseeing Product Marketing, Demand Generation and Account-Based Marketing across 5 verticals, 8 products and supported 10 sales teams with a team of 3 people to exceed quarterly marketing owned bookings by 128%.

Demand Generation Excellence

As part of my role in the Youth & Education market I planned and executed a go-to-market strategy that supported a new name sales team of 50 individuals by generating 10,992 marketing qualified leads (a 4% increase year-over-year) that drove 74% of the $6M in new business.

Go-to-Market Support

In my most recent year and a half at ACTIVE, I influenced the product roadmap and developed go-to-market plans for 3 Tier 1 launches and 9 Tier 2 launches. Results are highlighted in my recent resume.

Sales Funnel Acceleration

Accelerated the sales funnel by enabling sales through the creation/refinement of over 86 sales enablement pieces including competitive tools, asset development and sales communication. Efforts resulted in a 12% increase in opportunity/won rate from 25% to 28%.

Built $900K Pipeline in 2 Months

Optimized and managed existing inbound funnels to achieve a positive ROMI resulting in a pipeline of nearly $900K in less than 2 months and more than tripled inbound leads year over year from 144 to 447.

Lead Strategic Site Optimization

Facilitated strategic penetration into vertical markets by leading a team of designers, developers and SEO. Notable achievements include 20 website overhauls, an increased conversion rate of 120% month over month and a $145K contribution to bookings.

Identified and actively pursued efforts to optimize and maintain global B2B web properties through redesign, responsive implementation and A/B testing to improve goal conversion rates by nearly 9.24%.

Take a tour of web projects that I optimized here.

In Depth Data Analysis

Presented in-depth analysis and data insights on a weekly basis to support strategic growth initiatives across 8+ strategic sites that involved coordinating with cross-functional teams such as SEO, development, product marketing and design.

In more recent roles, gained experience presenting to executive leadership on a weekly cadence to highlight funnel conversion metrics, pipeline acceleration and engagement.

Managed & Optimized Paid Search & Social Channels

Managed Google Adwords and Bing paid search initiatives to improve overall conversion rate by nearly 800%, reducing cost per click by 21% and increasing number of inbound leads by nearly 642%.

Improved overall social media performance and transformed it into a lead generating channel, subsequently increasing impressions and leads by 250% and nearly 400%, month over month, respectively.

Clients First Business Solutions

Tripled Marketable Database

Launched initiative to consolidate all marketable data among the Sales and Marketing Department by implementing a CRM system and inbound lead strategy that increased our marketable database by 200%.

Increase Site Visits by 40% Monthly

Launched two websites and leveraged SEO to expand prospect reach and brand presence resulting in an increase in web site visits by 40% per month .

Increase Inbound Leads by 65%, per Quarter

Created 36 landing pages and conversion paths resulting in an average conversion rate of ~23% per month and increasing inbound leads by 65% per quarter.