San Jose, California, United States
An award-winning 4-time CMO, I love building (and re-building) successful GTM teams to drive growth and impact markets in partnership with my exec team colleagues. My experience across multiple technology markets, geos, and business models and maturity levels, from early-stage Silicon Valley start-ups to mature global public companies, equips me to solve complex business problems and offer my expertise to others. Strategic yet operationally focused; a data-driven big systems thinker; collaborative and curious; energetic and ethical; I excel at blending art and science to deliver tangible bottom-line results.
Our mission is to accelerate data and AI-driven innovation with high performance analytics solutions, enabling our customers to transform into AI-first enterprises. KX is trusted by the world's top investment banks & hedge funds, aerospace and defense, life and health sciences, semiconductor, telecommunications, and advanced manufacturing companies. Time series and vector data analytics and management are at the heart of our products, independently benchmarked as the fastest on the market. They help our customers process data at unmatched speed and scale and empower LOB leaders, developers, data scientists, and data engineers to build high-performance data-driven applications and turbocharge their favorite analytics tools in the cloud, on premise, or at the edge. KX technology enables the discovery of richer, actionable insights for faster, better informed decision making which drives competitive advantage and transformative growth for our customers. KX operates across North America, Europe, and Asia Pacific. Put simply, KX is the High Performance Analytical Database for the AI Era.
- Responsible for Marketing and Business Development of the world’s first and largest global risk exchange, focused on third-party cyber risk. CyberGRX was sold to Marlin Equity Partners in July 2023 and merged with ProcessUnity to create the most complete third-party risk management solution in the market. - Rebuilt GTM team & motion to accelerate revenue growth from <10% in 2021 to ~50% in 2022, and increase gross customer retention from 69% to 85%. - Grew Exchange membership from 9k to 14k members, and launched Cyber Risk Nation, an advocacy community for security and risk professionals, resulting in public endorsements from AWS, Google, Microsoft and Verizon. - Built scalable organic demand gen machine and predictable pipeline engine to support 4x sales capacity, while reducing cost per opportunity by 40%. - Launched ‘Predictive Risk Intelligence’, an industry-first AI/ML-powered approach to risk assessment which instantly expanded the Exchange from 12k to over 250k company risk profiles. - Refreshed and systematically built the CyberGRX brand, doubling share of voice YoY and establishing CyberGRX as the undisputed thought leader in its market. Created the ‘cyber risk intelligence’ market category, and won multiple industry awards, including Inc. 5000, Globee Gold, Baby Black Unicorn & Cybersecurity Breakthrough awards in 2022. - Introduced new market segmentation and re-designed pricing & packaging to access new market segments, avoid cannibalization and ignite expansion motions.
SVP & CMO with functional responsibility for Marketing and cross-functional responsibility for Sales & Marketing effectiveness and Developer experience, for pre-IPO cloud native NoSQL database start-up challenging and disrupting leading brands including Oracle, MongoDB and AWS. • Led marketing to deliver 40% YoY growth from $30M to $100M+ ARR, beating plan in 12 of 14 Quarters. Achieved Deloitte Fast 500 4 years in a row. Raised $105M in equity funding. • Established, instrumented and optimized ‘Self-Serve’ (Buy From) and ‘Sales-Serve’ (Sell To) GTM motions. Grew pipeline by 50% YoY, reduced cost per $pipeline by 30%, increased sales productivity (ARR per sales rep) by 20%. • Launched world’s first Engagement Database in 2017, first Kubernetes solution for stateful applications in 2018, and Couchbase Cloud (multi-cloud DBaaS) in 2020. Voted ‘Best In-Memory Database’ and ‘Best Database Overall’ by DBTA’s readers in 2020. • Transformed Couchbase’s developer experience and significantly expanded its developer community, attracting over 5000 to Couchbase Connect.Online, its first global developer conference. • Partnered with CEO & Chief People Officer to build distinctive, authentic core values and strengthen employer/employee brand to attract & retain talent. Awarded ‘Bay Area Best Places to Work’ and Battery Venture’s ’Highest Rated Private Cloud Companies to Work For’ in 2020.
CMO with functional responsibility for Marketing, Business Development and Product Management for 500+ employee NYSE-listed company in Silicon Valley. • Launched GIMO as public company. Led product management, business development and marketing from IPO, delivering 40%+ YoY revenue growth to $220M, profitably, and exceeding Street expectations in 9 of 12 Quarters. Achieved Deloitte Fast 500 3 years in a row. • Repositioned the brand and relaunched the company into the cybersecurity market: created new market category and grew addressable market by over $5B. • Conceived, developed and launched global #wefightsmart cybersecurity campaign, securing public endorsements from 25+ leading security technology providers. • Delivered 3 global sales kick-offs with over 90% satisfaction ratings, accelerated rate of customer acquisition by 100% and increased Customer Lifetime Value to 75x initial transaction in top 25 accounts. • Refreshed marketing team and hired top talent to create organizational capacity and position for growth to $1B+.
Promoted to lead worldwide demand generation, field and industry marketing across all routes-to-market. • Built global demand generation engine and field capability for both Service Provider and Enterprise markets to deliver $750M marketing pipeline contribution including $100M net new opportunity generation in 2013. • Managed and built teams of over 100 marketing professionals in 20 countries with a budget >$50M.
Tapped to lead all aspects of regional marketing in the US, Canada and Latin America. • Led marketing strategy and execution in Juniper’s largest region, driving double-digit YoY sales achievement to win Switching, Routing & Security market share in Enterprise, Federal and Service Provider markets. • Increased marketing pipeline contribution by over $150M and ROI by 300%.
Hired to develop & implement “Connected Sales and Marketing Model” across Enterprise, Channel & Service Provider businesses. Direct management of global marketing operations, sales enablement and global alliance marketing (IBM, Dell, Ericsson, Nokia Siemens). • Successfully launched new Juniper brand, NYSE listing in October 2009, and subsequent major global product launches in Data Center, Mobility, Security markets.