Pam O'Neal

About

B2B CyberSec and SaaS marketing expert and award-winning growth marketer focused on delivering profitable growth for startups. I've transformed marketing to scale companies from $0 to $50+M, $22M to $75M, and $86 to $106M in ARR and beyond, resulting in multiple successful exits and a $1.2B acquisition by Meta. I enjoy working as a player-coach to build and mentor high-performance global teams and drive predictable revenue growth through full lifecycle marketing. I have expertise across go-to-market strategy, ABM/ABX, revenue marketing, brand awareness, product marketing, customer marketing, field marketing, SEO/SEM, sales development, and marketing operations. I have extensive experience with modern martech stacks including SFDC, Marketo, Hubspot, 6Sense, Outreach, Google Analytics, and many other tools. My career highlights include: B2B Marketing Leadership: Experience developing GTM strategies and teams to fuel hyper growth for IT, security, network performance, and other SaaS companies, resulting in 6 acquisitions. Growth Transformation: Led 5 Demand Generation Center of Excellence (CoE) transformations, aligning people, processes, and technologies across Marketing, Sales Development, Sales, and Customer Support. Branding: Developed 6 standout brands, positioning companies to win in competitive markets using strategic narratives, thought leadership, and integrated campaigns. Marketing Innovation: Honored with 4 awards, coverage in 5 business books, and sessions at 14 conferences for omnichannel campaigns, search and content marketing frameworks, social media strategies, and digital demand generation.

Experience

• Head of Revenue Marketing · Brinqa2024-04-01 –
• Growth Marketing · Thena2023-08-01 –
• Senior Director, Integrated Marketing for Kustomer · Meta2020-07-01 – 2023-08-01

  Divisional leader of a team of 8 global marketing professionals responsible for the creation and conversion of demand for the Kustomer CX platform in SMB and Enterprise markets. Prior to $1.2B acquisition by Meta, grew Kustomer ARR from $14M to $65M, consistently exceeding pipeline creation and Marketing-sourced revenue targets.

• Senior Director of Solutions Marketing for Taegis · Secureworks2019-05-01 – 2020-07-01

  Recruited by the Chief Product Officer and Chief Revenue Officer to launch and create demand for Taegis XDR and MDR cybersecurity solutions. Partnered with Sales, Channel, and Product leadership to build a $138M pipeline and the foundation for 100% YoY product revenue growth. Aligned with the Sales, Channel, Customer Success, and Product teams to create integrated annual and quarterly global marketing plans and budgets based on company targets and strategy. Leveraged Bain market analysis, behavior and event-based data, digital marketing, and outsourced BDR team to orchestrate signals-based revenue marketing that helped source 48% of pipeline. Built Sales and Channel Enablement team, global sales kickoff meetings and executive briefing center experiences, enabling sales of the Secureworks portfolio of 50+ services and solutions. Leveraged SFDC, Marketo, 6Sense and SalesLoft to automate multi-touch, persona-based (IT, Security) Account-based Marketing campaigns for general and segment-focused audiences. Built field marketing organization partnering with Product Marketing, Sales, and Partner Marketing to execute multi-channel go-to-market campaigns and enable regional teams to create awareness and generate pipeline. Received Inspire Award for enabling internal and external security evangelists with a new Next Generation SOC thought leadership platform and integrated marketing campaign and content strategy to build solution awareness and a sustainable competitive advantage. Led Secureworks MITRE Attack evaluation results launch, developing messaging, campaigns, and enablement materials to prepare Sales and Channel partners to compete and win more deals.

• Vice President of Global Marketing · Absolute Software2016-04-01 – 2019-05-01

  Led team of 20+ marketers and SDRs at Absolute, a publicly-traded endpoint security and IT asset management software provider. Introduced land and expand model, re-packaging and positioning endpoint management product portfolio to increase average deal size by 21%. Modernized demand generation and SDR operations by introducing a Demand Generation Center of Excellence, Field Marketing team and Channel enablement to drive 44% revenue growth in government and enterprise segments. Optimized marketing performance to support growth from $86M to $106+M in annual recurring revenue, using Account-based marketing, intent data, field marketing and sales development. Launched Spectre-Meltdown campaign within 48 hours of news, providing freemium offer that increased weekly active users by 488% and new product revenue by 180%. Created Fast Track Alliances Program to source 150+ opportunities via OEM partner sales teams.

• Vice President of Marketing · Ryft Systems (Acquired by BlackLynx)2014-01-01 – 2016-01-01

  Launched and grew Ryft from venture-backed start-up to acquisition by BlackLynx. Created GTM strategy, brand, and Demand Generation Center of Excellence, leveraging ABM campaigns and an SDR team to secure lighthouse customers and build early pipeline. Automated marketing and SDR outreach by implementing SFDC, Pardot, and a modern martech stack.

• Strategic Advisor · Toopher (Acquired by Salesforce)2012-08-01 – 2015-04-01

  Strategic advisor to this two-factor authentication startup acquired by Salesforce. Provided brand strategy, go-to-market, and communications advice.

• Vice President of Demand Generation · Rackspace Technology2013-02-01 – 2014-01-01

  Led go-to-market and demand generation strategy and execution for e-commerce and data analytics solutions, managing a team of 19 marketers responsible for e-commerce, SMB and Enterprise pipeline and revenue targets. Drove MRR growth through new customer acquisition and install base cross-selling.

• Vice President of Global Marketing (IXIA and Breakingpoint Acquired) · Keysight Technologies2008-03-01 – 2013-02-01

  Grew Breakingpoint from $0 to $51M in revenue prior to the acquisition by Ixia. Then led the integration of Ixia, Breakingpoint and Anue, rebranded the global organization, and created a demand generation center of excellence to drive 243% YoY growth in revenue. Created sustainable competitive advantage and produced inbound/outbound demand generation engine to drive Breakingpoint revenue from $0 to $51M, leading to acquisition by Ixia. Drove brand awareness, thought leadership, and faster time-to-revenue by spearheading first public tests of world’s fastest firewalls, co-promoted by Juniper and Fortinet. Following the acquisition, asked to lead global marketing at Ixia where I led a team of 17 to integrate Ixia-Breakingpoint-Anue, consolidating dozens of network security products and three Sales and Marketing systems and processes to drive growth to $467M.

• Senior Director of Demand Marketing (NetQoS) · CA Technologies2005-02-01 – 2008-03-01

  Transformed demand generation and corporate marketing at this global network management company to drive triple-digit revenue growth and position NetQoS as the leader in network performance management prior to the company's acquisition by CA.

Education

• Texas McCombs School of BusinessBBA, Marketing
• MIT Professional EducationGrade: 100% Completion, Big Data/Data Science

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