Justin Norris

360Learning

360Learning is the learning platform that combines collaborative tools with the power of an LMS. We empower L&D teams to drive culture and growth through Collaborative Learning.

Sr. Director, Marketing and BDR Operations

Director of Marketing and BDR Operations

RevOps FM

I'm the creator and host of RevOps FM - a weekly Masterclass on revenue operations and go-to-market strategy. 

It's my way of thinking out loud about my work and sharing knowledge at scale.

Podcast Creator and Host

Perkuto

As Sr. Director of Solutions Architecture, I lead the architect team within our marketing operations practice at Perkuto and manage a team of seven. My role is to provide leadership and develop innovative solutions and marketing operations best practices.

Clients look to our team to solve their toughest marketing and sales operations challenges. We deliver results using rigorous business and process analysis, a relentless focus on the underlying business goals, and a rare depth of expertise configuring marketing systems.

Sr. Director, Solutions Architecture

Director of Solutions Architecture

As a Solutions Architect, I lead delivery teams in creating end-to-end marketing operations solutions for clients using Marketo and Salesforce and other best-in-class marketing tools.

Marketo Solutions Architect

As a Senior Consultant, I advise on and create end-to-end solutions for clients using Marketo and Salesforce and other best-in-class marketing tools.

Senior Marketo Consultant

ClearFit

I joined ClearFit as the third employee and the first marketing hire, tasked with growing the marketing function, generating demand, and building out the funnel. Our efforts generated thousands of new customers for ClearFit's hiring solution. I wore many hats during this time, and also helped overhaul the product UI, and hire the initial sales/customer success team, implement Marketo and Salesforce, and much more. 

I quickly discovered my love and talent for creating automated marketing, sales, and service systems and began to focus my energies exclusively on marketing automation and CRM. Using these tools we were able to more effectively nurture our prospects, identify our best leads, and effectively scale to thousands of customers - AND increase customer satisfaction - without massive increases in customer service headcount. This contributed to ClearFit experiencing triple digit % increase in customers and revenue during my tenure.

Director of CRM

CGA-Canada (Certified General Accountants Association of Canada)

I worked within the Professional Services team, which is responsible for providing online training and development opportunities to CGAs and other business professionals. 

My responsibilities included:

MARKETING STRATEGY: I managed the marketing function -- from developing the overall marketing strategy in line with organizational objectives down to the hands-on tactical implementation of campaigns.  
- Conduct market research, surveys, and gather customer insights
- Contribute to product strategy and optimize the product mix 
- Build integrated marketing communications programs across online and offline channels
- Manage, monitor, and grow CGA-Canada's professional development brand

PRODUCT DEVELOPMENT: I led the webcast and video course product lines, developing the overall product strategy and providing guidance on topics, presenters, and curriculum.

Marketing Strategist & Product Developer

Director, Marketing Ops @ 360Learning | Host @ RevOps FM Podcast | Thinking out loud about GTM + operations

I'm a seasoned marketing operations leader with 15+ years experience building high-performing teams.
Through this experience, I've learned what it takes to build marketing ops strategies, systems, and processes that will scale.

MY EXPERTISE:
• GTM operations strategy and roadmaps
• Designing, building, and optimizing Martech stacks
• Designing structure and processes for global remote teams 
• Data strategy and governance
• Analytics, reporting, KPIs
• Lead routing, management, SLAs, and follow-up
• Multi-channel lead nurturing and ABM
• Lead lifecycle and scoring
• Campaign operations
• Communication and change management

LEADERSHIP EXPERIENCE:
• Establish and lead a global ops function supporting marketing / BDR teams across 4 markets (Germany, France, UK, US).
• Provide coaching, training, and leadership to an expert consulting team (~40 people) on marketing operations best practices, with direct responsibility for a team of seven.
• Develop the solutions architecture function and lead the SA team at a marketing technology consulting firm. 

TECHNOLOGY EXPERTISE:
• Marketo: 4x Marketo Champion and Marketo Certified Solutions Architect (MCSA)
• Salesforce: seasoned Salesforce administrator, architect-level skillset
• Hubspot Certified
• iPaaS / Enterprise Automation: Workato Gold Partner and 2x conference speaker
• Attribution and Analytics: Bizible (Bizible All Star '17, Pipeline Marketing Award '17), Marketo, Looker, PowerBI • Data management: Ringlead, Clearbit, Cognism, etc.
• Lead routing: Lean Data, Distribution Engine

Director of Marketing Operations

Ericsson

Senior Manager, Marketing Automation & Operations

Cradlepoint

WebMechanix

HubSpot Partner Lead – Oversaw HubSpot Platinum agency partnership and acted as sales and marketing operations SME including platform migrations, team training and sales engineering servicing over 50+ client instances of HubSpot

Solutions Architect – Oversaw attribution, reporting and data visualization projects utilizing a variety of platforms including Marketo, Salesforce, Pardot, Microsoft Dynamics, Marketo Measure (Bizible), Chili Piper, 6Sense, Funnel.io and Tableau

Agency Growth – Founding member of marketing operations practice, including defining objectives, team roles/structure, products/pricing/services, and scaling project/retainer MRR leading to team expansion and increased client retention rates

Brightspot

Account Based Marketing – Built account tracking strategy using status and scoring fields powered by intent signals from Marketo, Leadfeeder and G2, architected Salesforce dashboards to enable outbound and ad targeting ABM strategies

Demand Generation – Owned Marketo email marketing strategy, including the global promotions calendar, list segmentation, lead nurture strategy, webinar promotion, HTML/CSS templates, plus all reporting and optimization

Sales Operations – Served as admin for Salesforce and all integrated sales and marketing platforms including Salesloft, Chorus.ai, ZoomInfo and G2; utilized process builder and flows to manage all lifecycle automation and attribution tracking

Corporate Rebranding – Managed core components of website relaunch including form management, Tag Manager deployment, and redesign of all email and landing page templates from coding to implementation

Lifecycle Attribution – Leveraged Process Builder to automate campaign attribution across MQLs, meetings and opportunities which enabled campaign-level conversion tracking and cohort analyses across the lead lifecycle

Senior Manager, Marketing Operations

Endgame

Paid Advertising – Orchestrated paid strategy across search, display and retargeting efforts including the implementation of Terminus for ABM awareness plays that leveraged Bombora intent signals to target key accounts in each sales territory

Ideal Customer Profiles – Developed and implemented an ideal customer profile that helped to identify target accounts which was subsequently adopted as a company-wide core performance indicator

Sales Enablement – Trained BDR team on leveraging Outreach.io and Drift for outbound and inbound prospecting

Salesforce Administration – POC for all SFDC matters including process builder, workflows, apex triggers, management of all standard objects as well as all lead lifecycle and opportunity dashboards and reporting

Senior Manager, Digital Marketing

Logi Analytics

Stack Management – Managed entire tech stack, including integrations, contracting and administration of Marketo, Salesforce, Google Analytics, Google Tag Manager, Outreach, EverString, Siftrock and Terminus

Reporting – Managed all reporting including board decks, QBRs, forecasting, marketing channels, cost/revenue analyses plus ad hoc reporting on lead workflow, opp generation, quota management and rep performance

BDR Management – Led implementation of Outreach, developed ABM approaches including ICPs, account targeting (enriched by EverString and ZoomInfo), and created automated inbound lead sequencing

GDPR Compliance – Implemented cookie policy, opt-in functionality and explicit consent via Marketo forms

Marketing Operations Manager

Clarabridge

Platform Migrations – Project managed two marketing automation migrations; HubSpot to Marketo (company acquisition) and rebuild of Marketo (to integrate with new Salesforce instance)

Email Optimization – Created new HTML/CSS email templates to implement mobile optimization and introduced segmentation strategy that tripled quarterly email clicks while reducing unsubscribe rates by 5%

Marketing Operations Specialist

Waggener Edstrom Communications

Web Strategy – Project managed the design, build and approval of awareness microsite for AbbVie, including coordination with key stakeholders (IT, medical, legal and regulatory departments) and inter-agency partners

Measurement Lead – Account lead for social, digital and measurement for East region of Waggener Edstrom

Creative Operations – Created infographics, conference booths and mobile apps for multiple healthcare clients

Senior Account Executive

Edelman

Social Media – Led social strategy for BlackBerry B2B resulting in a 200% increase in monthly impressions on LinkedIn, a 140% increase in growth, and a 115% increase in clicks driving to B2B landing pages

Data Integrity – Salesforce admin for Kaiser Permanente focusing on campaign and data management

Social Listening – Analysis for B2B, B2C and B2G clients in Simply Measured & Salesforce Marketing Cloud

Account Executive

As a marketing operations leader with over 12+ years of experience, I have managed a variety of teams and technologies in Healthcare, Financial Management, Tech and Commercial sectors. I have extensive experience in Marketo, HubSpot and Salesforce both as an admin and as a solutions architect for in-house teams and enterprise clients. I thrive on digging through the data and empowering teams to solve sales and marketing challenges as well as implementing solutions to make marketing investment more effective and profitable. 

Specialties: 
Marketing Operations, Stakeholder Management, Digital Marketing Strategy, Account-Based Marketing, Sales Operations and CRM Management, Database and Data Management, Marketing Attribution, Dashboards and Data Visualization, Marketing-Generated Revenue Measurement and Reporting, Email Marketing and Deliverability, Search/Display/Social Advertising, Search Optimization, Content Marketing

Technical Expertise: 
Marketing Automation and CRM – Marketo (4X admin), Salesforce (2X admin), HubSpot (Agency Partner), plus extensive experience in Microsoft Dynamics, Pardot, and Salesforce Marketing Cloud 
Marketing/Analytics – Tableau, Looker, 6Sense, Demandbase, Marketo Measure (Bizible), Drift, G2, OneTrust, Supermetrics, Funnel.io, Google Analytics, Google Tag Manager, Bombora, and Leadfeeder
Sales Automation – Outreach.io (2X admin), Salesloft (1X admin), ZoomInfo, SalesIntel, and Chili Piper

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Justin Norris

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