GARY UTLEY
Carolina Beach,North Carolina
Summary
Results-driven marketing leader with 12 years of expertise in demand generation, revenue-focused programs, and digital marketing. Proven ability to drive measurable pipeline growth by leveraging AI-driven automation, optimizing multi-channel marketing strategies, and aligning marketing and sales teams. Adept at building and mentoring high-performing teams, executing data-driven decision-making, and streamlining processes to enhance efficiency. Successfully led global demand generation initiatives contributing to significant revenue impact and business growth.
Overview
13
13
years of professional experience
Work History
Sr Demand Generation Manager
nCino
Wilmington, United States
01.2024 - Current
- Spearheaded a global demand generation strategy across North America, EMEA, and APAC, driving 1,400+ MQLs against a goal of 200, directly influencing $89M in ACV pipeline
- Optimized full-funnel demand generation programs, aligning marketing with sales to accelerate pipeline growth, improving MQL-to-SQL conversion rates by 40%
- Implemented AI-powered automation and predictive analytics, reducing campaign launch times by 40%, enabling real-time performance optimizations, and boosting engagement rates by 50%
- Established a data-driven reporting framework in Marketo and Salesforce, improving visibility and alignment, leading to a 20% increase in marketing-sourced pipeline contribution
- Led a high-performing global team, managing 130+ demand generation programs while optimizing workflows, refining KPIs, and increasing MQL contribution by 60% YoY
Senior Growth Marketing Manager
ConverseNow
Austin, United States
12.2021 - 01.2024
- Launched 24+ high-impact campaigns in 2023, acquiring 5 new brands and 200+ franchisees, resulting in a 5x revenue increase, adding $4.8M ARR
- Implemented AI-driven marketing automation tools to accelerate campaign execution by 50%, improve segmentation, and increase engagement rates by 35%
- Developed and refined a multi-channel demand generation strategy leveraging paid media, ABM, SEO, and content marketing, significantly enhancing MQL and SQL quality
- Designed and executed an optimized lead lifecycle process in HubSpot and Salesforce, improving lead tracking, scoring, and automated hand offs to sales
- Managed a $1M annual marketing budget, strategically allocating resources to maximize ROI and drive pipeline growth
- Led a team of marketers and external agencies, refining processes, developing new strategies, and scaling marketing initiatives efficiently
Demand Generation Manager
Axiad
Santa Clara, United States
04.2021 - 12.2021
- Managed 12+ ABM campaigns, generating 7 new opportunities within 90 days and increasing pipeline influence by $90K in two months
- Built an optimized lead conversion framework that enhanced lead visibility, tracking, and engagement across marketing touchpoints
- Onboarded and managed external vendors to scale demand generation programs while increasing ABM outreach efficiency
- Developed marketing strategies that aligned with sales objectives, improving lead-to-opportunity conversion rates and pipeline velocity
Demand Generation Manager
RedRiver
Washington, United States
01.2018 - 04.2021
- Company Overview: Red River brings together the ideal combination of talent, partners and products to disrupt the status quo in technology and drive success for business and government in ways previously unattainable
- Implemented 21 national lead generation programs in 2020 that generated 15 net new customers, 3.7 Million in TCV, and increased lead conversion %38
- Led strategy and execution of demand generation and lead nurturing programs through Hubspot, focused on data-driven decisions and optimizations for generating qualified leads and building the sales pipeline across multiple customer verticals
- Execute marketing automation campaigns across various digital channels (including email, SEO web, direct mail, paid search, display/retargeting, pay per lead programs, webinars, ABM, all of which identified lead persona and generated MQLs)
- Managed top-of-the-funnel nurture programs to accelerate prospect movement by tracking and reporting performance metrics (Engagement, Leads, MQLs, SQL, CW.)
- Provided weekly and monthly KPIs, analyzed and reported through Salesforce and Microsoft Teams Dynamics to showcase impact of campaign and demand activities on sales pipeline, revenue, and demand funnel velocity
- Monitored, analyzed, and collaborated with an agency to execute Digital Ad and SEO marketing programs, conduct A/B testing, and optimize always-on digital campaigns to ensure strong ROI
- Red River brings together the ideal combination of talent, partners and products to disrupt the status quo in technology and drive success for business and government in ways previously unattainable
Marketing Strategist
RedRiver
Washington, United States
01.2018 - 01.2020
- Managed CRM (HubSpot) to optimize website presence, SEO, email campaigns, develop content on blogs, service/product pages by A/B testing performance
- Worked with sales department to create informative content for potential leads by implementing automated digital touchpoints to locate, nurture and convert leads into clients while tracking salesforce progress
- Developed content for inbound marketing campaigns, sales, and Red River business documents
- Including presentations, proposals, contracts, one-pagers, eBooks, handouts, and branding collateral
- Managed social media platforms through project organization's branding on LinkedIn, Twitter, and Facebook
- Altered specific tones, content, and deliverables based on platform and audience, which optimizes better performance
- Strategized advertisements PPC campaigns on LinkedIn to increase awareness of the company and promote products and services
- Presented monthly campaign results along with best practices and improvements for future campaigns
- Developed email campaigns to increase product and service interest through targeted sends, A/B testing, and reporting with an average open rate of 15-18%
- Coordinated and developed results-driven, digital and on-premise events including business webinars, trade shows, customer appreciation outings, sales kick-offs, and vendor-sponsored events
Product Marketing Specialist
Democracy FCU
Alexandria, United States
01.2016 - 12.2018
- Managed and coordinated the execution of the Omni-channel marketing plans to meet business objectives.
- Identified and developed brand media partnerships, including third-party co-branded digital campaigns.
- Developed concepts for marketing campaigns in collaboration with each department director to ensure that marketing plans align with broader business objectives.
- Managed and updated website content creation to anticipate expectations based on user experience data.
- Translated monthly analytical reports to the executive team regarding the growth of membership products and services.
- Managed and created email marketing programs to increase the usage of products and services.
- Analyzed and reviewed historical campaign results to guide future email messages, including behavioral marketing, statements based on customer preference, buying behavior of past email performance, and marketing objectives.
- Implemented social media campaigns to expand overall social presence and increase awareness of products on multi-social media platforms (Facebook, Twitter, Instagram, LinkedIn, and YouTube).
- Led development and distribution of promotional content, including permission-based email programs, social media posts, point-of-sale collateral (including print advertising), videos, and multimedia presentations.
- Forecast and managed marketing budgets on a product and campaign basis.
- Increased new membership from 24 monthly members to 100+/month by implementing new member and customer loyalty programs through traditional and digital platforms.
- Implemented a multi-channel campaign called, “Ask Gary” to increase downloads and usage of two mobile
Marketing Manager
OnTap Magazine
Alexandria, United States
05.2012 - 12.2015
Education
B.A. - Communication, Public Relations
George Mason University
Fairfax, Va05.2012
Skills
- Demand Generation
- Integrated Marketing
- Digital Advertisement
- Revenue-Driven Campaigns & Attribution
- Marketing Automation
- Multi-Channel Engagement & Conversion
- Full-Funnel Pipeline Optimization
- Lead Nurturing
- Marketing Operations & Performance Analytics
- AI-Powered Marketing & Automation
- Global Demand Generation & ABM
- Data-Driven Decision Making
- Cross-Functional Team Leadership
- Digital Advertising & SEO Strategy
- Pipeline management
Personal Information
Title: Senior Demand Generation Manager | Marketing Growth & Demand Expert
Timeline
Sr Demand Generation Manager
nCino
01.2024 - Current
Senior Growth Marketing Manager
ConverseNow
12.2021 - 01.2024
Demand Generation Manager
Axiad
04.2021 - 12.2021
Demand Generation Manager
RedRiver
01.2018 - 04.2021
Marketing Strategist
RedRiver
01.2018 - 01.2020
Product Marketing Specialist
Democracy FCU
01.2016 - 12.2018
Marketing Manager
OnTap Magazine
05.2012 - 12.2015
B.A. - Communication, Public Relations
George Mason University
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