Susan Kunz
St. Louis,MO
Summary
Professional leader with executive experience ready to drive impactful change. Proven ability to implement strategic initiatives and enhance operational performance, pipeline and revenue growth. Valued for collaborative team leadership and adaptability to evolving business outcomes.
Overview
2027
2027
years of professional experience
Work History
Vice President, Global Revenue Marketing
Confluent
2023 - Current
- Led a global team of 80 full-funnel marketers and SDRs, including Global Campaigns, Field Marketing, ABM, Executive Engagement, Demand CoE and inbound SDRs.
- Strategic partner to CRO and accountable for global engagement, pipeline generation and acceleration targets with a proven track record of achieving 100%+ attainment of pipeline targets in 7 consecutive quarters.
- Delivered $600m in Marketing-sourced pipeline in 2025 (52% of total pipeline), an increase of 19ppt over the past 2 years.
- Increased pipeline conversion field programs more than 10ppt from 2024 to 2025 with increased ROI from 20x to 22x.
- Evolved the GTM strategy with integrated global campaign journeys spanning across digital, brand and demand channels, resulting in increased account engagement, MQL and meeting conversion rates.
- Spearheaded AI use cases for content taxonomy and pilots for contact enrichment and individualized nurture/lifecycle automation (i.e. next best offer) using Clay and in-house AI agents.
- Expanded ABM funnel-framework for curated journeys globally to the top 300 accounts, including integrated executive touchpoints, resulting in a 15% increase in account engagement and pipeline acceleration.
- Transformed underperforming global team of 30 SDRs in two quarters to achieve 100% year attainment in 2025 (>$70m in pipeline).
- Led lead scoring changes for MQL & PQL models across Marketing Ops, Data Science, and Product-Led Growth, resulting in 20% lift in SAL to SQM conversion.
- Introduced first ever “SDR Assist” AI agent from RelevanceAI to reduce SDR due diligence time by half, resulting in 4x more SDR activity/outreach.
- Implemented call-first motion, increasing SDR call volume by 25%; launched bi-weekly SDR enablement sessions to certify the team within 2 months.
Senior Director, Americas Revenue Marketing
Confluent
2019 - 2023
- Built the GTM strategy with the Head of Americas Sales to deliver pipeline and product-led growth targets across AE, SDR, partners, and demand channels, resulting in increased contact and account engagement, MQL and meeting conversion rates.
- Grew marketing-sourced pipeline from 240% over three years across cloud and with 18 consecutive quarters of achieving targets.
- Expanded the Americas team from standalone regional marketing to five integrated pillars – ABM, national programs & events, Federal/Public Sector and a Demand Center of Excellence (CoE) to drive efficiency and optimize for scale.
- Implemented an ABM framework for personalized journeys to the accelerate expansion in the top 55 accounts globally.
- Led strategy and activation plan for Confluent’s tent pole events (Current user conferences) and third-party partner events (AWS re:Invent, Google Next).
- Worked cross-functionally with Product Marketing, Global Campaigns, Brand, Creative, and Customer Marketing to optimize customer journeys and content across all funnel stages.
- Worked closely with SDR leadership to develop packaged plays to improve meeting and pipeline conversion.
- Collaborated closely with business stakeholders to develop and execute integrated dashboards for accurate measurement of marketing impact, pipeline, PLG, account penetration and campaign performance by theater, segment and persona.
Americas Field Marketing
Rubrik
01.2018 - 01.2019
- Led the strategic plan development, budget and programs supporting five Sales leaders, 60 reps and 20 channel partners to drive pipeline generation and influence in enterprise accounts.
- Generated more than $21 million in new pipeline from field marketing activities (178% of goal) and $31 million in influence pipeline.
- Collaborated with the SDR team on lead follow up and outbound call campaigns to increase meeting conversion, resulting in an 80% increase in net new meetings.
Director, Americas Field Marketing
Tintri
01.2017 - 01.2018
- Managed a team of Field Marketing Managers and Specialists and led NA field marketing strategy, plan development and execution to support sales pipeline and revenue targets in enterprise and mid-market accounts.
- Grew inquiry generation by 3x, increased first meeting conversion rate by 68%, grew sales opportunities by 75% with more than $14 million in pipeline and $5 million in revenue from field marketing initiatives.
- Implemented SFDC marketing metrics, dashboards and reporting to accurately track Marketing attribution.
- Developed Tintri’s business decision maker program, including executive engagement framework to drive awareness, credibility and relevance.
Americas Field Marketing, Central Region
HPE Software
01.2015 - 01.2016
- Managed HPE’s regional marketing strategy for pipeline generation to drive new opportunities in named and territory accounts for HPE’s IT Operations Management, Application Management, Security and Big Data solutions.
- Generated more than $11 million in new pipeline, achieving 110% of pipeline generation targets.
- Led the core team to develop integrated marketing for HPE’s DevOps, User Experience and Service Management solutions, including digital, web and in-person events, resulting in $3 million in pipeline and $5 million in revenue.
- Worked closely with HPE’s channel partners to develop joint marketing programs, including competitive take-out initiatives, ISR call blitzes, and events such as customer forums, roundtables and industry conferences, which generated $7 million in pipeline.
Senior Director, Field Marketing
Infor Global Solutions
01.2013 - 01.2015
- Led the demand generation team for Infor’s largest revenue verticals - Manufacturing, Supply Chain and Distribution. Managed the plan and budget, including digital, social, virtual and live events, executive engagement and ABM for Infor’s strategic accounts. Grew new Manufacturing opportunities by 40% and achieved pipeline goals.
- Developed the GTM framework for integrated programs, which led to a 30% increase in open rates, early stage opportunities, and pipeline conversion in net new accounts.
- Created ABM campaigns for key Manufacturing accounts, including customized messaging, branding and multiple-touch campaigns.
Director, Field Marketing, East Area
CA Technologies
01.2012 - 01.2013
- Managed a team of Field Marketers and and reference managers for CA’s largest Sales area worldwide, executing marketing plans to drive pipeline and revenue across enterprise and growth segments.
- Exceeded targets for marketing influenced pipeline, achieving $75.4 million (256% of goal).
- Developed integrated programs to support new acquisition products and solutions in service assurance, security, application delivery and PPM, which were scaled across NA and influenced $10 million in pipeline.
- Built national outbound call campaign framework for several solution areas, resulting in 600 meetings and $20 million in pipeline.
- Created an integrated approach to CA’s CIO executive relevancy program, resulting in $37 million in increased pipeline and a 23% YoY growth in executive engagement.
Education
Bachelor of Science - Journalism
University of Missouri
Columbia, MissouriSkills
- Go to Market Strategy
- Marekting Strategy & Data Analytics
- Pipeline & Revenue Growth
- Integrated Demand Gen Strategy
- ABM & Executive Engagement
- Industry & Channel Motions
Accomplishments
- Leadership Excellence Recipient
- Multiple Marketing Key Contributor Awards
- Multiple Sales MVP Awards for Pipeline Generation
- #IamRemarkable Facilitator
Timeline
Americas Field Marketing
Rubrik
01.2018 - 01.2019
Director, Americas Field Marketing
Tintri
01.2017 - 01.2018
Americas Field Marketing, Central Region
HPE Software
01.2015 - 01.2016
Senior Director, Field Marketing
Infor Global Solutions
01.2013 - 01.2015
Director, Field Marketing, East Area
CA Technologies
01.2012 - 01.2013
Vice President, Global Revenue Marketing
Confluent
2023 - Current
Senior Director, Americas Revenue Marketing
Confluent
2019 - 2023
Bachelor of Science - Journalism
University of Missouri