LINDSAY PASTO
Austin,TX
Summary
Customer Success Leader | Flawless Execution | Building Productive Teams Strategic and data-driven executive with 20+ years of success leading customer success, advertising, and revenue operations. A first-principle thinker known for building high-impact teams, transforming customer experience, and scaling operations across global markets. Proven track record of increasing ARR, launching products, and building playbooks from scratch for early to growth-stage companies. Global Leadership | Talent Management | Business Growth & Development | Strategic Planning | KPI’s | Digital Advertising | Data Analysis | Market & Industry Trends | Customer Success | Forecasting | Stakeholder Relationships | Retail Media
Overview
18
18
years of professional experience
Work History
Director, Client Success
Optiversal
Austin, TX
07.2023 - Current
- First CS hire; built the foundation of the customer success org and scaled from 9 to 50+ enterprise clients in under two years.
- Increased ARR by 150% YoY and NRR by 125% in year two.
- Clients include Sephora, Best Buy, Wayfair, Costco, Walgreens, Sur La Table, and Petco.
- Designed and implemented scalable CS systems, workflows, and metrics with limited resources.
- Delivered an industry-leading NPS of 70 in the first year.
- Key cross-functional leader collaborating with Sales, Product, Engineering, and co-founders.
Director, Customer Success – North America
tvbeat
Austin, TX
05.2021 - 04.2023
- First U.S. hire; built North American CS org, including GTM and team development across CS, PM, and Product Marketing.
- Managed Charter and Comcast relationships, expanding platform adoption to 200+ users within 3 months.
- Developed a global CS playbook and implemented NPS, CSAT, and feedback systems.
- Drove product adoption by engaging stakeholders from end users to executive sponsors.
Senior Director, Advertising
BDX (acquired by Zonda)
Austin, TX
08.2018 - 05.2021
- Led Advertising BU, P&L, Customer Success, and Marketing strategy targeting new home audiences.
- Increased builder performance by 170% through launch of native ad products.
- Drove 45% performance increase by leading a successful data-driven advertising initiative.
- Opened non-builder revenue streams with brands like Chase, Whirlpool, and Wayfair.
- Created and used a skill matrix to drive team performance and development.
Vice President, Account Management, Ad Ops & Programmatic
Bazaarvoice (acquired by Marlin Equity)
Austin, TX
10.2015 - 08.2018
- Took retail media concept to market, growing programmatic data business 20x in year one.
- Owned $60M monetization strategy for retail publisher network, driving new revenue streams.
- Created operational processes that scaled account capacity and improved CSAT scores.
- Led Ad Ops, AM, Programmatic, and Retail teams through growth and transformation.
Director, Ad Solutions
Bazaarvoice (acquired by Marlin Equity)
Austin, TX
- Improved renewal rate by 150%, achieving zero churn in FY17.
- Collaborated with Product & Engineering to launch unique solutions leveraging first-party data.
Senior Director, Ad Ops & Account Management
Digital Trends
Los Angeles, CA
09.2014 - 06.2015
- Scaled multi-city CS and Ad Ops teams; streamlined pre-sale to post-sale operations.
- Increased remnant revenue by 20x in 6 months and rebuilt the team for long-term success.
- Led integrated content + ad campaigns for Canon, LG, and Mini Cooper.
VP, Advertising Strategy & Operations
Adotube (acquired by eXponential)
Los Angeles, CA
06.2010 - 07.2014
- Managed $250M revenue goal across NA, EMEA, and APAC.
- Pioneered use of CTV/OTT and behavioral targeting in video advertising.
- Increased profitability by 35% in 3 months by restructuring revenue share.
- Recruited and scaled teams across 26 countries post-acquisition.
Director, Business Development & Account Management
Addynamix (acquired by Lycos)
Los Angeles, CA
05.2007 - 06.2010
- Managed $60M digital ad budget and 15-person team.
- Boosted comScore ranking and increased revenue 35% YoY.
- Secured partnerships with Viacom, MySpace, AOL, and others.
- Named company MVP in 2007 and 2008.
Education
Bachelor of Arts - Sociology
Ithaca College
Ithaca, NYSkills
- Relationship building
- Strategic planning
- Verbal and written communication
- Decision-making
- People management
- Operations management
- Project management
- Team management
- Creativity and innovation
- Strategies and goals
- Employee development
- Budget management
- Staff development
- Negotiation
- Hiring and retention
Timeline
Director, Client Success
Optiversal
07.2023 - Current
Director, Customer Success – North America
tvbeat
05.2021 - 04.2023
Senior Director, Advertising
BDX (acquired by Zonda)
08.2018 - 05.2021
Vice President, Account Management, Ad Ops & Programmatic
Bazaarvoice (acquired by Marlin Equity)
10.2015 - 08.2018
Senior Director, Ad Ops & Account Management
Digital Trends
09.2014 - 06.2015
VP, Advertising Strategy & Operations
Adotube (acquired by eXponential)
06.2010 - 07.2014
Director, Business Development & Account Management
Addynamix (acquired by Lycos)
05.2007 - 06.2010
Director, Ad Solutions
Bazaarvoice (acquired by Marlin Equity)
Bachelor of Arts - Sociology
Ithaca College