Johnathan Warren

- Responsible for overseeing and managing our Revenue Operations team - Partnered with Leadership to build processes, systems, and measurements to optimize the efficiency, accuracy, and effectiveness of our GTM strategy - Developed and operationalized a revenue planning framework that included: sales capacity planning, quota setting, forecasting, pipeline management, territory development, win/loss intelligence, rep productivity measures, attainment, and sales velocity - Responsible for high-level reporting and process building across all GTM departments - Managed tech stack from evaluation > implementation > administration > optimization - Worked with Leadership to set operational goals for the department - Provided actionable KPI dashboards and board-level reporting for revenue-generating teams - Deal Desk

Head of Global Marketing and Sales Operations for KeyedIn, supporting dozens of cross-departmental stakeholders including Marketing, Business Development, Sales, and the C-Suite. Highlights of this role included: - Sourced, implemented, and administered the entire Marketing and Sales tech stack, most notably: Salesforce, HubSpot, Outreach, G-Suite, Drift, ZoomInfo, Wistia, GROW, and PandaDoc - Pioneered a custom lead attribution model that enabled powerful marketing ROI insights, ultimately leading to data that would drive GTM strategy and budget allocation decisions. - Go-to resource for company-wide reporting needs, from financial data measurement for an Executive to call-logs for Business Development. - Lead Salesforce Administrator responsible for the day-to-day execution of campaign reporting and data management, as well as strategic oversight on large-scale initiatives like process changes, system integrations, and interface updates. - Led digital marketing initiatives to drive demand through a variety of online channels, including PPC & PPL advertising and SEO.

In my role as a Marketing Operations Manager, I led KeyedIn Solutions’ digital media efforts and administered the company’s marketing and sales operations tools. On the digital marketing side, I was on the front lines of planning and executing our SEM strategy, by running multiple campaigns across various search engines. I introduced social media and display advertising campaigns, alongside on-going retargeting efforts. Furthermore, I worked closely with the top online software directory firms to optimize both our pay-per-lead (PPL) and pay-per-click (PPC) lead generation campaigns. As I identified trends, I optimized our spend accordingly to ensure we met performance goals as it related to our cost-per-opportunity model and overall channel ROI. On the operational side of my role, I led our team’s implementation, adoption, and execution of various SaaS-based tools, most notably HubSpot (marketing automation software) and Salesforce, as a Salesforce Certified Administrator. Aside from the day-to-day responsibilities and troubleshooting required to properly maintain each of these systems, my overarching goal was to ensure that we had closed-loop reporting in place and that all necessary stakeholders had visibility into their most important data through personalized key performance indicator (KPI) reports and dashboards.

In my role as Customer Success Manager, I led KeyedIn's Customer Success Department in North America and was personally responsible for managing roughly 100 accounts in the manufacturing industry. My primary goal was to lead the Customer Success team in ensuring the successful adoption and expansion of KeyedIn's products throughout our client-base. My efforts to reconcile client accounts and benchmark customer satisfaction resulted in tangible benefits to the bottom-line. Accomplishments include: → $2 Million in Total Contract Value from Renewals → $85,000 in New Recurring Revenue from Add-Ons → 124% Net Retention Rate (0% Churn) → 83% Response to NPS Customer Survey → 163% of Annual Sales Quota Achieved

In this role, I was responsible for the strategy and implementation of all marketing programs for KeyedIn Manufacturing – Sign Edition, the sign industry’s most comprehensive Cloud-based ERP system. In this product-focused role, my primary responsibility was to strategize, develop, and implement the go-to-market strategy for KeyedIn Manufacturing – Sign Edition. These duties included, but were not limited to market and competitive research, website development and management, content creation, event management, print & online advertising, public relations, demand generation, sales enablement, sales operations management, webinar facilitation and social media management. Several highlights and achievements of this role include: → 18% Year-over-year market share growth → 45% Growth in marketing contributed pipeline revenue → 24% Increase in inbound product demo requests → 77% Social Media follower growth → #1 Ranking in Organic Search on Google for primary keywords Additionally, I was acutely focused on customer marketing activities and worked closely with our customers to create new marketing content (case studies, white papers, and blogs), develop strong testimonials, and introduced a customer advisory board, which I moderated and managed.

In my role as a Marketing Associate at KeyedIn Solutions, I worked closely with the Director and Vice President of Marketing to collaborate on various marketing projects including email and direct mail campaigns, events and trade show management, corporate communications and much more. I joined KeyedIn Solutions in its infancy, and therefore, out of necessity, was empowered to manage several key functional areas, including the social media marketing strategy and execution along with corporate webinar facilitation. I self-taught myself most of the programs I used daily, from SharePoint to HootSuite, GoToWebinar to our custom Content Management System (CMS). I'm most proud of my knowledge of Oracle's Eloqua Marketing Automation software, as I was one of only two marketing employees to become a certified Eloqua Product Master. As I progressed in this role, I was given greater opportunities to express myself creatively, as I handled all customer marketing initiatives for our sign manufacturing ERP product. My success in this role ultimately translated into a promotion as Marketing Manager for KeyedIn Manufacturing - Sign Edition.

As the Chairman of WSA's Marketing & Branding Committee, I led a volunteer team working together to help this industry association achieve it's strategic operating plan goals related to Marketing/Branding.

The mission of the WSA Communication Committee is "to develop and encourage consistent communication between WSA and its members. To provide education and entertainment for members through effective and creative communication methods thereby providing the highest standard of value and benefit for the WSA member." As Chairman of the WSA Communication Committee, I served as a writer and editor for the WSA's bi-monthly newsletters: Vital Signs and WSA Today. Past roles include: Vice Chairman: April 2016 - September 2016 Member: March 2013 - March 2016

As a tax accountant at Robert Rampi Ltd. I was responsible for filing personal, corporate, and non-profit tax returns. I quickly became proficient using multiple accounting and tax preparation software programs including ATX and QuickBooks. Additional responsibilities included completing quarterly payroll forms, working directly with clients and working with the IRS through multiple appeal processes. I also helped work with clients starting up new organizations and was tasked with creating new marketing materials for direct mail and print advertisements.

• Independent contractor in direct sales of educational products. • Attended over 80 hours of group presentation and sales management training. • Worked 80+ hours per week in the field selling door-to-door • Relocated to Auburn, NY • Assisted in planning and implementation of weekly sales meetings. • Established success principles through direct sales (i.e. positive attitude and goal setting).

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