Abby Lutte
Brownsburg,IN
Summary
Dynamic marketing leader with a 15-year proven track record of driving measurable success in difficult markets, excelling in go-to-market strategy and sales alignment. Exceeded pipeline, revenue, and churn goals in every role in PE-backed and publicly traded firms. Skilled in messaging and market research, driving impactful results in competitive B2B environments.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Senior Director, Product & Customer Marketing
EMPLOY
Indianapolis, IN
03.2024 - Current
- Company Overview: PE Backed B2B HR Tech Company
- Developed GTM strategies in collaboration with C-Suite executives spanning Product, Sales, and CX.
- Improved market, analyst, and customer perceptions through outstanding messaging, strong differentiation, consistent customer research, strong campaigns, robust sales training, and powerful product-launch approaches.
- Realigned entire organization around customer needs approach for targeting and selling in collaboration with the C-Suite.
- Optimized product launches to a quarterly cadence, achieving over 50% improvement in market and customer engagement.
- Merged Pillar acquisition with Employ’s product range and spearheaded marketing to establish AI leadership.
- Revitalized underperforming product and customer marketing teams via restructuring, redefining roles, and strategic hiring within 6 months.
- Developed lifecycle campaigns following audits of the customer journey, resulting in doubled and tripled expansion revenue QoQ.
- Established company's initial advocacy and loyalty program, expanding community by 500% within six months.
- Ended 2024 at 103% of pipeline goal and 105% of churn reduction goal
Senior Director, Portfolio (Product) Marketing
DUN & BRADSTREET
Indianapolis, IN
12.2021 - 12.2023
- Company Overview: PE-Backed Enterprise B2B data, credit, and SaaS
- Formulated strategic go-to-market plans for four business units.
- Achieved a twofold increase in average deal size through collaboration with sales, product, and demand generation teams.
- Streamlined product portfolio of 6,000 offerings into four distinct families tailored to customer needs.
- Simplified brand and portfolio messaging using Forrester methodology, moving from 18 separate audiences and GTM motions to 7.
- Trained 500+ sellers on solution messaging, marketplace, core competencies and technical capabilities
- Created new quarterly go-to-market process to aligning key product launches with campaigns and sales plays
- Built, trained, and mentored Dun & Bradstreet’s first full portfolio marketing team of 7 direct reports across four business units
- PE-Backed Enterprise B2B data, credit, and SaaS
Head of Integrated Marketing
DUN & BRADSTREET
Indianapolis, IN
01.2020 - 12.2021
- Developed and executed comprehensive marketing strategy for third-party risk and compliance business unit
- Partnered cross-functionally to design and deliver revenue-generating programs
- Revamped marketing programs in under-performing TPR&C business unit, achieving 4x pipeline growth and doubling closed-won sales targets in six months.
- Closed-won sales at year end quadrupled compared to goal.
- Launched Dun & Bradstreet’s first set of ESG and cybersecurity solutions
- Oversaw GTM strategy, sales readiness, marketing programs, and revenue tracking
- Implemented comprehensive customer lifecycle strategies, decreasing churn rate by 12%.
Product Marketing Director
DUN & BRADSTREET
Center Valley, PA
11.2018 - 12.2019
- Oversaw product marketing for $700M finance solutions product portfolio
- Created powerful, persona-driven positioning for all core solutions
- Led global marketing GTM and developed new positioning strategies.
- Created customer communications and lifecycle program to migrate and upsell 25K customers in 6 segments
- Designed customer feedback program leveraging diverse qualitative and quantitative data sources to guide product development.
- Worked cross-functionally with sales and product to grow revenue by 3% in 2019 from target launches, exceeding expectations by 30% in a declining market
Content Marketing Director / Senior Manager
DUN & BRADSTREET
Center Valley, PA
06.2015 - 11.2018
- Directed persona-focused content strategy targeting enterprise finance leaders in the largest division of Dun & Bradstreet.
- Created, and managed content targeted to senior finance leaders
- Developed editorial calendar and planned best format and distribution channels for website, blog, and social media content. Drove 20% pipeline increase with quarterly content program.
Marketing Operations Manager
DUN & BRADSTREET
Center Valley, PA
03.2012 - 06.2015
- Created multi-channel strategy for winning lost small business customers back in Inside Sales, driving direct sales of over $1M
Education
Master of Business Administration (MBA) - Marketing
Lehigh University
Bethlehem, PABachelor of Arts (BA) - English, Minor Music
Moravian College
Bethlehem, PASkills
- Go-to-market strategy
- Transformational leadership
- Messaging and positioning
- Customer & market segmentation
- Cross-functional alignment
- Sales enablement
- Lifecycle marketing
- Market research
- AI-assisted marketing
- Market and competitive research
Certification
- Forrester Portfolio Marketing Certification, 08/01/22, LICENSE NO. 86-753090
- ICAgile CERTIFICATION IN AGILE MARKETING, 07/01/22, ICP-MKG
Timeline
Senior Director, Product & Customer Marketing
EMPLOY
03.2024 - Current
Senior Director, Portfolio (Product) Marketing
DUN & BRADSTREET
12.2021 - 12.2023
Head of Integrated Marketing
DUN & BRADSTREET
01.2020 - 12.2021
Product Marketing Director
DUN & BRADSTREET
11.2018 - 12.2019
Content Marketing Director / Senior Manager
DUN & BRADSTREET
06.2015 - 11.2018
Marketing Operations Manager
DUN & BRADSTREET
03.2012 - 06.2015
Master of Business Administration (MBA) - Marketing
Lehigh University
Bachelor of Arts (BA) - English, Minor Music
Moravian College
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