Kyle Coleman

ClickUp

Global VP of Marketing

Copy.ai

Chief Marketing Officer

Lavender

Strategic Advisor

Clari

Leading marketing, growth, and revenue excellence.

SVP, Marketing

Leading the Growth team at Clari, consisting of:

- Product Marketing
- Customer Marketing
- Growth Marketing
- Growth Operations
- Revenue Development
- Revenue Enablement
- Value Engineering

Group VP, Growth & Enablement

Clari's Growth Department was created in November of 2019, comprising the following teams: 

- Demand Generation
- Field Marketing
- Revenue Development
- Revenue Enablement
- Growth Marketing Operations
- Value Engineering

This unique combination of teams allows for two main visions of the department, one quantitative and one qualitative: 

1. Own the full pipeline number that supports Clari’s new logo and expansion revenue targets. Deliver the specialized programs & optimized processes that create, accelerate, & close revenue. 

2. Create world-class buyer and customer experience that is completely consistent across the entire sales cycle -- attract, land, expand, retain.

ABOUT CLARI: 

Clari’s Revenue Operations Platform improves efficiency, predictability, and growth across the entire revenue process. Clari gives revenue teams total visibility into their business, to drive process rigor, spot risk and opportunity in the pipeline, increase forecast accuracy, and drive overall efficiency. Thousands of sales, marketing, and customer success teams at leading companies, including Okta, Adobe, Workday, Zoom, and Finastra, use Clari’s execution insights to make their revenue process more connected, efficient, and predictable. Visit us at clari.com and follow us @clari on LinkedIn.

VP, Revenue Growth & Enablement

2019 - Revenue Development (aka, Sales Development)
- Inherited a team of 5 SDRs. All promoted to new roles within 6 months. 
- Overhauled hiring & onboarding process, exiting 2019 with team of 12.
- Restructured incentive plans to align with Marketing & Sales goals.
- Defined, documented, implemented new outbound prospecting & qualification process.
- Consistently generated sufficient pipeline for 4x coverage across sales segments, supporting quarterly & yearly ARR targets. 

2019 - Revenue Enablement
- Evaluated, implemented, & optimized Enablement tech stack to support a distributed salesforce (Outreach, Gong, Highspot, Lessonly).
- Modernized approach to Enablement, focusing on short videos & self-guided work in favor of long, expensive live sessions.
- Set foundation for Clari's "Revenue Academy," a marquee program to enable SDRs, AEs, SEs with best practices at every point of the lead & opportunity funnel.

Director, Sales Development & Enablement

Looker

Defining, implementing, & optimizing efficient and effective sales dev & biz ops processes at Looker.

2019 – Optimize systems & processes for full alignment between Marketing, SDR, and Sales. 
• Lead in-depth training & enablement sessions to drive quality at the top of the funnel. 
• Created & implemented qualitative feedback loop to best inform go-to-market strategies & effectively assess ROÍ on various Marketing & SDR initiatives. 

2018 – Build a global team; Develop higher level strategies & analysis. 
• Implemented new Marketing to Sales hand-off process (see 2017). Created full funnel analysis to up-level predictability, forecast-ability, and accountability of all Sales & Marketing stakeholders.
• Exited 2018 with team of 50.

Sr. Director, Sales Development & Optimization

2017 – Maturation & incentive alignment; Business Ops focus. 
• Proposed new Marketing to Sales hand-off process to fully align Marketing, SDR, and Sales incentives. Socialized proposed changes with all C-Suite stakeholders through 6 weeks of discussions, analysis, and presentations. 
• Developed close working relationships with Finance, Sales Ops, MarkOps, and Biz Ops to bolster end-to-end understanding of sales cycle, planning, and cross-functional processes. 
• Exited 2017 with team of 36.

2016 – Specialization at home, expansion abroad; Manage managers. 
• Made business case for and introduced specialized roles for Inbound SDRs, Outbound SDRs, and Enterprise SDRs. Segmentation led to lift in all KPIs: Meetings created, lead to meeting conversion rates (Inbound & Outbound), down-funnel conversion rates, etc. 
• Hired first 3 SDRs in Dublin, IE, and implemented effective processes from the US. 
• Hired first 3 SDR Managers, on-boarded and trained them to effectively manage individual contributors. 
• Exited 2016 with team of 24. 

2015 – Growth: scale, hire, train.
• Implemented hiring process, and was responsible for each stage: from resume screening to extending offers. This process has remained largely unchanged, and over 65 people have been hired using it
• Created all analysis to gauge top of the funnel process efficacy, run messaging A/B tests, measure quota attainment, and report to C-Suite & Board
• Documented everything, from GTM tactics to objection handling to analytical best practices
• Promoted from Manager to Director. Exited 2015 with team of 15.

Director of Sales Development

2014 – Create processes and develop systems.
• Built entire Outbound process from the ground up: targeting, tools, messaging. Outbound-generated Meetings became 55% of New Business Meetings through 2015
• Built Inbound playbook to maximally process, qualify, and hand off leads to Sales team
• Developed expertise in Salesforce.com, Marketo, Looker, and countless sales methodology tools
• Promoted from individual contributor to Team Lead to Manager. Exited 2014 with team of 8. 

2013 – Scrappy startup, wear all the hats.
• Second Sales & Marketing hire at Looker, same month as Seed funding (March 2013)
• Ran trade shows, processed inbound leads, dabbled in outbound prospecting, managed looker.com, created & tested messaging
• Helped develop initial go-to-market strategies, identified ideal customer profiles (companies & personas) and tested outreach strategies 
• Exited 2013 with team of 2.

Sales Development Team Manager

gyro

Day-to-day execution of assigned client projects, liaising between clients and all agency departments. Coordinate and manage agency resources and ensure that projects are completed on time and on budget while meeting client and agency objectives. Position details include:

Knowledgeable of clients' business, competitive challenges, and how key strategic issues impact client/agency objectives. 

Develop project, creative and media briefs based on client/agency input and present briefs to creative team and other agency departes involved in the project's development. 

Coordinate development of estimates, billing and vendor invoices within approved budget as well as anticipate and identify opportunities to optimize the client's program.

Provide effective and timely communications to agency staff, clients and outside suppliers, and track the production status and schedules for all assigned projects.

Evaluate copy, layout/artwork, media plans and production materials against approved briefs and make recommendations as appropriate prior to concepts being presented to clients.

Account Executive

Global VP Marketing @ ClickUp

Sales & Marketing leader with a passion for people development, identifying & solving problems, creating & optimizing processes, and unifying departments across the revenue org. 

I'm an avid runner, reader, podcast listener, and a proud corgi owner.

Leading marketing, growth, and revenue excellence. 

Zuora

Director of Product Marketing

Senior Product Marketing Manager

◦ Developed go-to-market strategy, hired, managed, and grew a team of top-producing Product Marketers 
◦ Established strong working relationships with cross-functional teams, including Growth Marketing, Sales, and Customer Success, to partner on programs and assets that drove pipeline and deal velocity
◦ Grew portfolio of assets and GTM approach from a single to multi-product company
◦ Conducted market research, created personas program, and implemented Solutions Marketing function to better align with buyer journey and scale to an Enterprise sales motion

Director, Product Marketing

◦ Led core Clari product as generalist PMM

Product Marketing Director

Cornerstone OnDemand

Senior Product Marketing Strategist, Go-to-Market and External Release Communication

Senior Product Marketing Strategist, Learning Suite

Pentaho from Hitachi Vantara

◦ Participated in speaking engagements, webinars, analyst briefings, and supported field marketing activity
◦ Led product marketing for embedded and big data analytics product: product positioning, sales training and content, partnered with demand generation to drive targeted leads
◦ Implemented win/loss program, personas, competitive analysis, and other ad hoc market research projects
◦ Managed cross-departmental product launches and go-to-market initiatives
◦ Created datasheets, case studies, sales enablement tools, and lead generation content

Product Marketing Manager

Thismoment

◦ Built out enterprise software solution portfolio based on market use cases
◦ Worked with product and marketing teams to develop go-to-market strategy to bring Spark, a mobile sales enablement solution, to market 
◦ Communicated product feature releases across internal and external channels
◦ Served as subject matter expert for sales team by providing training, enablement content, and market insight
◦ Supported demand generation activity and programs

Determine

◦ Managed product launch of company’s core products, services, and key partners
◦ Refined product positioning and messaging through market research: competitive analysis, win/loss, verticals research
◦ Facilitated cross-functional team participation in developing a clear GTM strategy and measurable goals per product
◦ Supported various needs across product management, marketing, sales, and alliances teams

Product Marketing Specialist

University of Southern California - Marshall School of Business

◦ Developed marketing content for events hosted by The USC Institute for Communication Technology Management (CTM)
◦ Conducted pricing & communication analysis to drive improved conversion

Graduate Marketing Intern

Inflexxion

◦ Launched Voice of the Customer initiatives
◦ Mapped customer journey and created customer feedback channels to continuously gather user insight
◦ Segmented market to strategize product positioning and communication strategy
◦ Presented results to senior management team to influence product development

◦  Supported data analysis and report creation for quantitative and qualitative market research projects

Market Research Intern

GM Nameplate

◦ Worked with customers from product conceptualization through ordering process
◦ Drove upsell opportunity and provided customer service by facilitating communication between clients, sales, production, and upper management
◦ Gained executive buy-in and budget to implement an interactive website that segmented customers and automated the sales process of Elite Label, a company sub-division

Account Manager

I help make complex things simple, help sales sell, and help organizations reach the right audiences with the right messages - so they can grow and retain business. I have managed market research, sales enablement, and product launches at a variety of B2B software companies and am passionate about helping people solve their business problems with technology.

taplio

The Battle

Kyle Coleman

Jeanne Ford

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?