Austin, Texas, United States
Busy cyber-unicorn building @ AppViewX. Related buzzwords: non-human identity, machine identity, post quantum cryptography readiness, crypto agility, PKI, Certificate Lifecycle Management, 47-day TLS mandate
Cyber-unicorn building. Head of global marketing on the senior leadership team. Led AVX to the most marketing pipeline sourced in company history in first fiscal year (131% to plan) and 2x Leader recognition in key analyst reports (IDC MarketScape & KuppingerCole Leadership Compass). https://www.appviewx.com/news/haveli-investments-completes-acquisition-of-appviewx/ https://pe-insights.com/haveli-closes-debut-4-5bn-software-buyout-fund-led-by-vista-co-founder-brian-sheth/
I ran a hyper-efficient team of amazing marketers that own and beat a pipeline number, influencing outsized contributions to 10-figure ARR as a member of the executive leadership team. ($10M-$50M stage.) - Re-positioned company - Re-built marketing team - 102% to plan for inbound-sourced pipeline - 67% pipeline contribution from marketing - 80% of New Logo ARR sourced from inbound - Aligned Brinqa to newly created Exposure Assessment Platforms category within Continuous Threat Exposure Management, leading to inclusion in the first ever Gartner Magic Quadrant for the category. https://www.insightpartners.com/about-us/news-press/brinqa-announces-110-million-in-growth-funding-to-accelerate-adoption-of-risk-based-cybersecurity/ Insight Partners is one of the biggest investors in cybersecurity software, with notable investments in cybersecurity companies you've undoubtedly heard of: Wiz, Brinqa, Armis, Checkmarx, Recorded Future, SentinelOne, Abnormal, Aqua, Mimecast, Tenable, etc.
- Joined at the seed stage and launched the company past Series A. ($0M-$10M ARR stages.) - I was the right hand of the CMO, together building marketing pipeline from 0 to 7 figures, contributing 80% of total contribution of the entire sales/marketing pipeline - Built the product marketing function and team from scratch to support the Application Security Posture Management (ASPM) category 18 months before Gartner officially coined the term in the market Legit is backed by top VCs Bessemer and TCV. Seed stage is Cyberstarts — notable early investor in innovative startups like Wiz, Noname, Axis, Bionic, Island, Fireblocks, Dazz, Avalor, Oasis, etc.
(Pre- to post-IPO stage. $75m-$250m ARR.) - Maintained 30% YoY ARR growth rate of $100M product portfolio while strategically reallocating investment and ARR from legacy products to new high-growth products within my portfolio. During my tenure, my product portfolio transitioned into the majority ARR source for Ping in terms of volume and growth rate. - I fixed the stalled ARR growth of a $1M emerging SaaS product line that was the highest priority for the company. I built the early growth flywheel by conducting external and internal market research interviews, correcting the primary buyer persona, and re-prioritizing my product roadmap. Within 15 months, the platform grew 5x to $5M+ ARR and exceeded the 100+ customers milestone. - I launched a bundled product suite to extract additional revenues from Ping’s legacy product lines to improve monetization with minimal additional investment. I enabled sales and marketing teams, priced and positioned the solution, and led a small agile development pod. Within only 4 quarters, my bundle grew from $0M to $3M+ in ARR. Ping Identity is a leading cybersecurity SaaS company backed by Vista Equity with 9-figure ARR adhering to Rule of 40. Ping primarily competed with Okta, Auth0 and Microsoft Azure AD. During my tenure, Ping became the first Vista portfolio company to IPO (NYSE: PING). Vista acquired Ping for $600m the year before I joined and exited Ping for $2.8b the year after I left.
Pre-cybersecurity background: - Variety of marketing roles. This included building the habit of exceeding quotas and carrying a number as an individual contributor and as a people manager. - Diverse background of experiences that shaped who I am today professionally. Mix of large and small companies across B2B, B2C, SaaS and services. - The pivotal moment for me during this time in my career was trying to bootstrap my own startup. It turned me from an idea-obsessed professional to an execution-obsessed professional. Since, I've retained my ability to ideate creative solutions while drastically improving my ability to execute on them. A collection of highlights from various roles: • I helped inventors receive $0.75 million in funding via NASA’s SBIR (Small Business Innovation Research) program by identifying a specific market problem their tech could help solve with further development. I validated the market opportunity with real buyers, created the business case and put together market requirements for a SaaS product licensing their tech. • I launched, managed, and optimized digital campaigns for well-known brands like Dominos & Dolby as an agency partner. I saved them money on ad spend and delivered more of the metrics they cared about (impressions, traffic, conversions, etc.) Clients that I worked with continued to increase their level of investment, proving they received enough value from my work to double down with our agency services. • I founded and launched a new company and product to provide asynchronous, private tennis lessons virtually at scale. I successfully built an MVP and acquired a small cohort of paying beta users in 3 countries. I worked on messaging, website, positioning, pricing, contracting development, and GTM.