Norah McDonald

Checkmarx

08.2018 - 12.2019

Member of the Exec. Leadership team of a PE-backed, $92M B2B application security company targeting both Security and Devops professionals in enterprise, commercial companies & government agencies worldwide
Reported into the CEO & CMO, accountable for global Demand Gen, Field Marketing, Global Prospect & Customer Events, SDR’s, Channel Marketing, Digital and Marketing Automation across NA, EMEA and Asia
Hired and managed a global team of 6 direct reports, across 4 countries/time-zones, managed a $4M discretionary budget and channel MDF funds
Massive overhaul and creation of a demand gen marketing strategy, creating an ABM strategy, global and field events, global webinars, content creation, content syndication and marketing automation methodologies and best practices
Scaled lead production to 71% YoY and helped drive marketing contributed pipeline to 50% of all sales opportunities
Managed global channel marketing initiatives to drive indirect sales – ~50% of overall bookings globally – via playbooks, partner kits, events, user groups and co-branded campaigns
Pivoted from reverse waterfall model to an ABM model, creating processes with sales/sales & marketing ops, including lead capture, definitions, processes, cross functional KPI reviews, SDR/ISR/RSM handoff and SLA’s driving to $20M in new pipeline in 3 months
Bridged gap and created trust and alignment between Sales and Marketing across the organization to truly operate as a unified front

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