Summary
Overview
Work History
Education
Skills
Volunteer Experience
Timeline
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Kurt M. Gellert

Indianapolis

Summary

Passionate partner leader. Hands-on leadership and management background with a solid track record of success in building partner sourced and influenced pipeline through partner development, management, and marketing.

Overview

26
26
years of professional experience

Work History

Strategic Director of Technology Partnerships (Head of Partnerships)

Lob, Inc.
Indianapolis
01.2024 - 05.2025
  • Company Overview: Lob's SaaS platform provides direct mail marketing automation that delivers personalized direct mail as an integrated part of the customer journey for B2B and B2C customers in Healthcare, Financial Services, Insurance, Retail, Manufacturing, and others.
  • Key partnerships include Salesforce, Iterable, Braze, Faraday, Segment and Customer IO.
  • I created the Partnerships program at Lob with the goal of building GTM motions that deliver partner-sourced pipeline and revenue. Lob previously had no partner GTM motion. Managed 1 FTE.
  • Created and execute to-with-through, omnichannel GTM campaigns to drive partner sourced and influenced pipeline
  • First-year performance: grew from $0 in Partner Sourced pipeline and revenue in 2023 to 25 referrals, $1.2MM in pipeline, and $375k in closed-won revenue in 2024. Trending to 3x 2024 performance in 2025.
  • Established 3 new technology integrations for new product offerings in Lob's SaaS platform
  • Lead the partner marketing strategy for integration/technology, agency, referral and reseller partners, including events, partner content, sales contests, and enablement.

Senior Director of Partner Marketing

PFL, Inc.
Indianapolis
01.2023 - 12.2023
  • Company Overview: PFL's SaaS platform provides direct mail marketing automation that delivers personalized direct mail as an integrated part of the customer journey for B2B and B2C customers in Health and Life Sciences, Financial Services, Retail, Manufacturing, and other industries. Key partnerships include Salesforce ecosystem, Adobe, Oracle, Iterable, On24.
  • Promoted to Senior Director in January 2023. I hired and led a 5 person marketing team to create GTM motions that deliver pipeline and revenue via our partner network. My team covered content, design, events, and project management in coordination with the broader marketing team.
  • Create and execute omnichannel GTM campaigns to drive pipeline and revenue demand, leveraging email, direct mail, social media, webinars, partner enablement, co-selling motions, and interactive media to drive results.
  • Increased partner engagement on Slack grew by 3x in 2023 above 2022
  • Increased YoY Partnership revenue contribution grew from 18% to 64% (over $1.2 million ARR) since June 2022.
  • Increased YoY Partnership pipeline grew from 29% of company pipeline (over $1 million/quarter).
  • Increased YoY Partnership close rate grew to 3.5x from other sourced opportunities (14% vs 3.9%).

Director of Product Marketing, Partner Marketing

PFL, Inc.
Indianapolis
11.2021 - 01.2023
  • Company Overview: PFL's SaaS platform provides direct mail marketing automation that delivers personalized direct mail as an integrated part of the customer journey.
  • My role was to create brand awareness and preference with partners through marketing campaigns and enablement programs, leveraging the nuances and differentiators of our technology.
  • Re-built partner network listings that increased lead generation from 0 to >5 MQLs/month.
  • Create sales materials about the PFL integration, how it works, and the value to partners and customers.
  • Develop partner co-selling GTM motions leveraging PFL-created and supplied assets.
  • Led the GTM beta testing of a new self-service SaaS extension of our current platform.
  • Created new co-selling contest with Salesforce AEs; created 398 contacts driving over $1 million in pipeline.
  • Left PFL after three RIFs eliminated partner marketing resources.

Director, Channel Partner Marketing

Remodel Health
Indianapolis
09.2020 - 11.2021
  • Company Overview: Remodel Health is a SaaS based health benefits company that helps customers transition from group health benefits to managed individual programs through our IP software.
  • My role existed to create GTM strategies and drive new business through collaborative marketing and sales efforts with channel partners. This included marketing campaigns with email, social media, webinars, and cooperative sales events.
  • Increased sales through channel partners from $1.29MM in 2020 to $2.5MM in 2021 YTD; including growth with our top partner from $407k in 2020 to $830k in 2021 YTD.
  • Grew sales in the Insurance Broker channel from 5 wins 2021 to 7 wins in 2022 YTD.
  • Created and implemented a Christian college association strategy that has led to 3 new customers with over $1.2MM in sales for 2022, 2023, and 2024.
  • Established new enterprise partnerships with national brands Paycor, Allstate, and Ameriflex.
  • Left Remodel Health to return to PFL in a larger role.

Customer Success Manager

PFL, Inc.
Indianapolis
10.2019 - 03.2020
  • Company Overview: PFL's SaaS platform provides direct mail marketing automation that delivers personalized direct mail as an integrated part of the customer journey for B2B and B2C customers in Health and Life Sciences, Financial Services, Retail, Manufacturing, and other industries. Key partnerships include Salesforce ecosystem, Adobe, Oracle, Iterable, On24.
  • The objective of my role was to increase revenue through growth of customers with our SaaS platform. Creating retention campaigns for customers while growing revenue organically within my book of business.
  • Growing my book of business through up-selling/cross-selling within customers
  • Ensuring customers renewed annual contracts based on excellent customer experience and demonstrated ROI.
  • Perform QBRs (quarterly business reviews) with customers to evaluate performance and find new opportunities.
  • Created and managed over 45 new campaigns in six months (30 in Q1 2020)
  • Left PFL after the company lay off due to the COVID-19 pandemic.

Dad-Executive-Officer (DEO)

Dad, Inc.
Carmel
10.2018 - 10.2019
  • Took one year off after being downsized at Iconic Digital Marketing to spend time with family and pursue passion projects.
  • Hired by a startup real estate firm to create a business operations plan.
  • Volunteered to create communication plans for a local church to increase parish volunteering.
  • Left Dad Inc. to continue a professional career in marketing.

Director of Marketing

Iconic Digital Marketing
Indianapolis
04.2018 - 10.2018
  • Company Overview: Iconic Digital Marketing is a full-service marketing firm that specializes in digital marketing and marketing strategy.
  • The objective of my role was to create a better customer experience to increase customer satisfaction to increase organic growth with current customers. Chief responsibilities include response to RFPs, client strategy, operating plans, and on-boarding of new clients.
  • Developed and implemented a new customer experience process model that decreased RFP response times from 8 hours to 2 hours, project lead times by 43%, and increased customer satisfaction; mapped customer experience and found solutions to improve efficiencies.
  • Developed content calendars for social media, blog, and PR for client marketing plans; directed internal content writers on building long-term message development to support our marketing plans.
  • Managed lead-generation strategies for clients to help grow monthly sales opportunities. The largest client saw an increase from 20 leads per month to 60 leads per month within 4 months.
  • Left Iconic Digital Marketing after my role was eliminated due to abrupt financial disruption in the organization.

Recruiting Leader

Medallion Partners, Inc.
Indianapolis
08.2016 - 02.2018
  • Company Overview: Medallion Partners provides executive recruiting and consulting services to life science companies.
  • The objective of my role was to find the rare candidates who fits the culture and technical parameters of the client.
  • Left Medallion Partners to refocus career on marketing.

Territory Manager

ZOLL LifeVest
Indianapolis
10.2013 - 08.2016
  • Company Overview: ZOLL is a global leader in medical device technology focused on the resuscitation of patients who suffer a cardiac arrest.
  • The objective of my role was to sell the LifeVest wearable cardioverter defibrillator and SaaS platform to cardiologists for patients at high risk of Sudden Cardiac Death (SCD) to community-based hospitals.
  • Grew sales by 48% annually; grew territory from bottom 5% to top 25% (out of ~425 TMs)
  • Mentored 3 new Territory Managers on operations processes, hospital patient flow, and creating hunting plans for finding either new opportunities or new contacts to drive existing volume.
  • Left ZOLL to pursue greater entrepreneurial opportunity with Medallion Partners.

Consultant

Gellert & Company
Indianapolis
02.2013 - 05.2015
  • Provide effective sales, marketing, and corporate strategy consulting to small business owners.
  • Developed a business plan for a physician to create a unique, boutique medical practice; this included creating a 5 year operating model, staffing expectations, marketing, and financials.
  • Created a marketing strategy content for a start-up custom home builder that established his brand; including marketing content, social media strategy, and a marketing plan resulting in doubling his business in the first year.

Account Executive

DRIVE Medical Consulting & Communications
Indianapolis
06.2010 - 02.2013
  • Company Overview: DRIVE provides marketing and communications consulting to leading pharmaceutical and medical device manufacturers.
  • The objective of my role was to lead cross-functional teams of account managers, project managers, creative writers and graphic designers to develop marketing strategies and projects focused on healthcare providers.
  • Grew sales to existing clients by over 75% year-over-year.
  • Created a perpetual, 12-month brand planning cycle that increased client engagement and insulated DRIVE from competitor infiltration.
  • Left DRIVE due to company reorganization that eliminated the Account Executive role.

Product Manager, Diabetes Monitoring Products

Roche Diagnostics Corporation
Indianapolis
05.2007 - 06.2010
  • Efficient management of the German based ACCU-CHEK blood glucose monitoring products; including product launch and discontinuation strategies, packaging, and labeling.
  • Developed strategic sales messaging program that increased the speed and ability of the sales representatives to drive results when launching new products or new messaging elements. Recognized by DC President as a global best practice to be implemented in all global markets.

Associate Marketing Manager, Retail Marketing

Roche Diagnostics Corporation
Indianapolis
05.2007 - 11.2008
  • Successful management of customer retention programs, independent pharmacy strategy and tactics, retail conventions and trade shows, and B2B sales tools and programs.
  • Increased retail trade show sales by 288% through a comprehensive event strategy that included pricing, promotional selling opportunities, and targeted communication outlets.
  • Led Customer Retention (compliance and persistency) program to engage and educate patients on proper test strip usage which resulted in an increase of ACCU-CHEK test strips sales by $1.4 million in 2008 (3:1 ROI).

Hospital Sales Representative

Pfizer Inc.
Augusta
01.1999 - 07.2005
  • Successfully sold cardiovascular (Lipitor, Norvasc) and urology (Viagra, Cardura) products to academic research and government hospital accounts and always surpassed quota. Worked with cardiology offices, cath labs, pharmacies, heart failure teams, fellowship, and residency programs.
  • Created Key Opinion Leader event management plan and increased event attendance by > 300%.
  • 2004 District MVP - Peer nominated award for sales leadership.
  • 2003 Winners Choice Award - Sales award for top market share gain for Lipitor (#1 of 12 reps).

Primary Care Sales Representative

Pfizer Inc.
Bloomington
01.1999 - 11.2002
  • Successfully sold cardiovascular (Lipitor, Norvasc) and urology (Viagra, Cardura) products to general practice, cardiologists, urologists and community hospitals.
  • 2002 Circle of Excellence - Top 10% in sales nationally (out of 600 reps).
  • 2002 District Sales Representative of the Year (out of 10 reps).
  • 2001 Catalyst Award - Peer nominated award for sales leadership.
  • 2000 Winner's Choice Award - Sales award for top market share gain for Lipitor (#1 of 73).

Education

Masters of Business Administration - Marketing and Entrepreneurship

University of Tennessee
Knoxville, Tennessee
12.2006

Bachelors of Science - Organizational Leadership

Purdue University
Indianapolis, Indiana
08.1998

Skills

  • To-WIth-Through marketing
  • Partnership development
  • Partnership cultivation
  • Omnichannel marketing
  • Campaign management
  • Relationship building
  • Partner integration
  • Partnership enablement
  • Pipeline generation
  • Content creation

Volunteer Experience

  • President, Young Leadership Council - Junior Diabetes Research Foundation (JDRF), 02/01/12, 12/01/13, Led a group of young professionals to develop the first ever YLC for JDRF in Indianapolis.
  • Proficiency Judge, Future Farmers of America (FFA), 09/01/16, 10/01/16

Timeline

Strategic Director of Technology Partnerships (Head of Partnerships)

Lob, Inc.
01.2024 - 05.2025

Senior Director of Partner Marketing

PFL, Inc.
01.2023 - 12.2023

Director of Product Marketing, Partner Marketing

PFL, Inc.
11.2021 - 01.2023

Director, Channel Partner Marketing

Remodel Health
09.2020 - 11.2021

Customer Success Manager

PFL, Inc.
10.2019 - 03.2020

Dad-Executive-Officer (DEO)

Dad, Inc.
10.2018 - 10.2019

Director of Marketing

Iconic Digital Marketing
04.2018 - 10.2018

Recruiting Leader

Medallion Partners, Inc.
08.2016 - 02.2018

Territory Manager

ZOLL LifeVest
10.2013 - 08.2016

Consultant

Gellert & Company
02.2013 - 05.2015

Account Executive

DRIVE Medical Consulting & Communications
06.2010 - 02.2013

Product Manager, Diabetes Monitoring Products

Roche Diagnostics Corporation
05.2007 - 06.2010

Associate Marketing Manager, Retail Marketing

Roche Diagnostics Corporation
05.2007 - 11.2008

Hospital Sales Representative

Pfizer Inc.
01.1999 - 07.2005

Primary Care Sales Representative

Pfizer Inc.
01.1999 - 11.2002

Masters of Business Administration - Marketing and Entrepreneurship

University of Tennessee

Bachelors of Science - Organizational Leadership

Purdue University

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