Where the revenue instinct started
Marketo (Adobe)
Sales Development Lead · May 2014 – Jul 2015
Started on the revenue side of the category that invented modern marketing automation — carrying quota, and learning exactly how buyers move before ever designing a program for them.
$500K+
Quarterly pipeline sourced
100%+
Over quota
The challenge
Mid-market buyers in a crowded automation category needed a reason to take the meeting — and pipeline targets left no room for theory.
The approach
- 01Sourced and influenced pipeline through strategic mid-market outreach.
- 02Partnered directly with campaign teams to convert marketing programs into qualified conversations.
- 03Absorbed the mechanics of one of the most mature customer communities in B2B software.
The outcome
- $500K+ in quarterly pipeline sourced and influenced.
- Exceeded quota by 100%+.
- The revenue fluency that underwrites every advocacy program built since — first of three IPO-stage companies.
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