Isaac Wyatt Resume
Career
Timeline
| !100 | 07/2018 - Present | Sole Proprietor | Advisor & Consultant Accelerating revenue acquisition for early-stage B2B Software companies by building go-to-market workflows that maximize throughput of the customer/buyer journey - Helped raise a $700k pre-seed round for start-up founder client by coaching on pitch deck, messaging, positioning, and connecting founder with investors - Supported critical growth initiatives for start-up clients including Tray.io, StrongDM, Lilt, DoubleLoop and Unravel Data - In first month of consulting, quickly earned $8.3k ($100k annualized) of contracts across three clients by assisting offering my services to investors as added value for their portfolio companies |
| !100 | 06/2019 - 04/2022 | Google | Strategy & Operations Assoc. Manager Increased leverage and efficiency for > 10,000 users of Google’s internal customer resource management (CRM) platform which is used to drive billions of ads sales per year - Responsible for launching > 10 CRM product workflow improvements by: - Leading full lifecycle of problem identification, solution research, development, launch, change management, and support - Conducting quantitative data analysis (SQL, Python) - Conducting qualitative research, including user acceptance testing - Saved hundreds of thousands of annual labor hours by deprecating, automating, outsourcing, or streamlining CRM workflows and providing dashboards, reports, and analytics for teams - Increased internal customer satisfaction 17.3% in single quarter by deploying a self-service workflow to streamline submitting a help ticket - Reduced operating expenses by more than $50M by deprecating or automating work conducted by contractors - Collaborated with mix of full time and contract employees world-wide, primarily in California, Shanghai, and Hyderabad |
| !100 | 10/2016 - 07/2018 | HashiCorp | Sr. Director, GoToMarket Strategy & Operations Built out initial Sales, Marketing, and Customer Success Operations infrastructure to support unified GoToMarket workflows to help scale HashiCorp from <$1M to >$80M annualized recurring revenue - Helped increase 3x leads and 15x bookings in first year by defining marketing and sales lead and prospecting workflows, providing tools and training for those workflows, and reports on workflow effectiveness - Hired, led, and developed 2 person GoToMarket Strategy & Ops team - Consolidated, procured, and managed 24 sales and marketing technology vendors, and administered core marketing and sales tools (eg Salesforce.com) - Drove Marketing and Sales alignment by creating initial marketing and sales customer journey, with workflows, and reporting - Built weekly executive revenue model dashboards for marketing and sales using SQL, Looker’s LookML, and Redshift - Built predictive model for marketing and sales to target and prioritize customers in the Fortune 5000 by using machine learning models (random forest, neural nets, logistic regression) in the R programming language - Collaborated with leadership in marketing, sales, customer success, finance, and the CEO in preparing board presentations and materials - Supported relaunch of entire Hashicorp.com website by gathering requirements, review platform providers, assembling a transition team, and conducting training - Presented at MarTech conference about HashiCorp and Customer Data Platforms |
| !100 | 01/2014 - 10/2016 | New Relic | Director, Marketing Strategy & Operations Helped accelerate New Relic growth by enabling workflow scale and efficiency for a 120+ person marketing team through Marketing tools and systems, analytics, marketing resource strategy, automation, and enablement - Hired and developed a 9 person team of analytics, operations, and enablement practitioners - Added >$500,000 of pipeline in a single quarter using lead scoring model - Added >$100,000 of pipeline in a single quarter by implementing website live chat service and 24 hour-per-day staffing - Increased sales efficiency through implementation of lead scoring which reduced sales time follow up on poorly qualified leads and prioritized others (est ~15% of leads better prioritized) - Consolidated, procured, and managed more than 40 marketing tools and vendors optimizing hundreds of thousands of dollars in marketing spend - Improved marketing email effectiveness by integrating marketing automation platform to New Relic application which provided insight into which email chains underperformed - Optimized vendor budget and increased tooling adoption within marketing by developing and executing a marketing technology portfolio strategy, saving an estimated 6-8% of marketing tools budget - Built reports, dashboards, and conducted ad-hoc data science projects to deliver insights to increase marketing efficiency - Improved organizational collaboration and skills development by stewarding a cross-functional data analytics group spanning sales, marketing, product, and engineering - Presented at numerous conferences about New Relic and Strategy & Operations - Conducted intelligence campaigns to assess effectiveness of competitors - During my tenure, New Relic grew from pre-IPO $29.7 million in 2014 to more than $181.3 million in 2016 |
| !100 | 04/2013 - 12/2013 | Creative Media Development | Sr. Analyst Drove revenue growth by creating insightful dashboards for Fortune 100 clients - Helped grow revenue of key client accounts through added-value analytics service - Presented insights to clients about optimization opportunities - Helped drive collaboration culture and meeting-cost awareness within CMD - Introduced Marketing Automation as a potential service offering - Designed and built reports and dashboards for Fortune 100 Clients - Conducted meeting-calendar data science project to demonstrate extent of collaboration within CMD, cost of meetings, and identify key collaborators using social network analysis techniques using the R programming language |
| !100 | 04/2012 - 04/2013 | BlueJeans Network | Manager, Marketing Operations Accelerated revenue growth by deploying marketing and sales automation tooling and delivering business insights for the GoToMarket organization - Increased revenue by improving marketing lead quantity and quality - Increased sales efficiency by defining and automating sales workflows - Improved sales conversions by providing contextual data on leads - Improved marketing efficiency through defining and collaborating on cross-functional workflows - Improved marketing effectiveness by building email automation nurturing programs - Prepared and presented weekly GTM plan/status reports to C-suite - Built tiger-team of marketing, sales, and customer success operations - Hired data quality contractor to clean and vet incoming leads - Selected and deployed marketing automation platform and collaborated on building the integration with the BlueJeans product database - Implemented predictive lead scoring program by completing a data science project using logistic regression and a shopping basket analysis in the R programming language - Implemented automated process to clean and normalize bad data - Built analytics database ETL integration with Salesforce - Built advanced marketing and sales funnel conversion reporting |
| !100 | 09/2006 – 03/2012 | Citrix Systems | Lead Marketing Database Analyst Improved marketing and sales effectiveness through administration of marketing technology and automation, data analysis, and data quality initiatives - Helped improved marketing budget efficiency by creating forecast model - Increased marketing and sales efficiency and conversions by building and deploying a lead scoring model - Increased sales pipeline by executing marketing list-building campaign for in-market companies - Implemented automated email subscription and suppression management by helping vendors integrate with email suppression service - Created media spend forecast model - Created customer scoring model to identify best individuals of an account to target - Programmed desktop software applications to accelerate lead delivery to sales - Administered Salesforce and Eloqua for Marketing - Designed and implemented marketing database quality KPIs |
| !100 | 10/2004 – 01/2006 | Prudential Real Estate | Marketing Coordinator Accelerated real estate sales through top-quality marketing and advertising - Increased real estate sales - Increased brand awareness - Created print advertising for real estate in local newspaper - Built direct-mail campaigns for team of 30 real estate agents - Coordinated monthly events with lenders, Realtors, and homeowners - Built database of properties and advertising activity to equitably distribute exposure |
Education
| !100 | 08/2009 – 03/2011 | Michigan State University | MBA - Studies in corporate strategy, statistics, game theory, and supply chain - Summer residency in Brazil, working with Petrobras and Azul Airlines - Class Team awarded best of show in mock-tradeshow exercise |
| !100" | 08/2003 – 08/2005 | Siena Heights University | BBA - Specialized in management & marketing |
Interests and Hobbies
- Public Speaker
- Software Developer & Open Source Software Contributor in Rust, C#, and Python
- FAA certified aircraft pilot with advanced ratings and endorsements
- Former Commissioner for City of Menlo Park Complete Streets
- Former HOA Board Member, Treasurer, and Chair of Architectural Review Committee
- Mountaineer with several notable summits including Mt. Whitney
- Cross-Country Motorcyclist with zero accidents and > 50k miles
- Co-founder & Author for video game blog from 2008-2014 with more than one million annual visitors
Software Development Experience
| Language | Projects |
| Rust | - TaskWarrior MSRV Xtask - Automate configuration file version updates - Roguelike Dungeon Crawler Game - Basic terminal computer game |
| C# | - "Qbert" - Processing CSVs and inserting into Salesforce and Eloqua - "CodeSpider" - web crawler to identify out of date code and content - "CSVCompare" - to dedupe email lists using MD5 hashes |
| Python | - Personal Productivity Data Analysis - Library Sciences Authorship Analysis (NDA) |
| R | - Customer Scoring using Neural Nets, Random Forests, Decision Trees, Linear Regressions - Social Network Analysis - Myers Briggs Type Indicator Classification - Competitive Fitbit Clustering - Shopping Basket Analysis |
| SQL | - Built Customer Scoring Model - Data Integrity Analysis - Salesforce.com ETL & Data Replication - Sales and Marketing Funnel Data Analysis |
| React | - "AugustRush"" Wedding Website |
| Lua | - "AlphaZero" Custom User Interface for World of Warcraft |
| Qbasic | - Choose your own adventure games - Screen-Savers - Arena fighting game |
Recommendations
Advisor & Consultant for StrongDM
Schuyler Brown, Co-Founder, StrongDM
Isaac has consulted for strongDM for the past three months. During that time he refreshed our marketing stack to improve data hygiene and helped translate user research into a redesigned customer journey. His thoughtful analysis, diligent work and strong project management delivered the project in a tight timeline. He's a pleasure to work with. I'd recommend him to any team looking for help with GoToMarket.
HashiCorp
Isaac has been a key business partner of mine as we are both early team members at HashiCorp. His commitment to collaborating cross-functionally and aligning Marketing’s interest to Sales, and vice-versa has helped my sales organization be successful in growing top line revenue. Isaac demonstrates consistent and sustained passion for company success and internal collaboration. Isaac thrives in solving tricky problems and creating innovative solutions in both strategic and technical domains. Specifically, in his Strategy & Operations role, he helped plan territories where he first considered the business requirements, and then used advanced statistical techniques to identify and prioritize top target accounts for each sales territory. This view helped me identify and place sales people in the right territories, resulting in increased revenue growth. As HashiCorp continues to experience tremendous growth, I look forward to future opportunities to work with him, and would highly recommend his work as both a team member and a pioneer in Strategy & Operations.
New Relic
Rafael Alenda, VP Marketing, New Relic:
Isaac worked on my team at New Relic as one of the early Marketing Operations hires.
He quickly impressed me with his keen understanding of the New Relic business model. Isaac also demonstrated a passion for driving bottom-line revenue by fostering change at all levels of the organization. He demonstrated a genuine care for his coworkers and direct reports. Most notable was his investment in building strong relationships with his sales counterparts to build a holistic, revenue-centric system for the company.
He has fantastic technical abilities in automation, technology, and analytics to transform change that resulted in increased lead flow volume, conversion rates, and velocity. His technical expertise resulted in successful integration of our marketing automation platform into New Relic's Insights product.
Though Isaac and I are no longer working together, I look forward to future opportunities to do so, and would highly recommend his work to any one who needs a smart, capable, and caring team player with a draft-horse-like work ethic.
CMD
The results are the most important part of marketing and advertising. Getting the project done is one thing, but being able to understand its impact on the marketplace and return on investment is key. While most agencies have gotten adept at creating interactive charts and graphs and reporting, true analysis is still hard to find. Isaac consistently contributed deep analysis on the accounts we worked on together. He provided the clients with valuable insight based on the data available, instead of just presenting the data itself. Isaac helped us raise our game. I hope to work with Isaac again.
Blue Jeans Network
Kirsten (Moore) Liranzo, National Sales Manager
It's been a pleasure to work with Isaac - He is a team player and contributor to the success of our Sales Team. Isaac is open to working with many types of personalities, and is constantly assisting with campaigns and with tools such as Salesforce. As a start-up organization, it's been critical to hire people like Isaac who can wear many hats and juggle a multitude of responsibilities while keeping a professional and positive attitude.
Citrix
Isaac has excellent analytical skills, a solid grounding in business fundamentals and the uncanny ability to master new skills and technologies so fast, he could tackle nearly any business challenge that presented itself. During the time that I worked with Isaac, he managed to get his MBA, master Salesforce's data model, program a tool to handle list uploads and deduplication, and implement a lead scoring model that was highly complex and very predictive. All while doing his full time job as an analyst responsible for our marketing operations.
I would highly recommend Isaac in any future position, where you need a versatile and highly technical business professional who can grow with your company while he helps it grow.
Isaac is someone I highly recommend.
- He's detail oriented, thorough and very passionate for the work he does.
- He's customer centric, wanting to provide the best solution for his customer.
- He' s highly principled and honest with a strong work ethic.
- As a peer I enjoyed our interactions. I would do what I could to help him; these feelings were reciprocated. I would welcome our paths crossing in the future.
Isaac is, in my opinion, the definition of a quality employee and coworker. I always felt comfortable coming to him for advice or assistance. More than once, since leaving leaving Citrix, I've been able to call on him for assistance in my current role in a different company. He was more than willing to take some time to help, and investigate a solution if he didn't know of one off hand. I believe Isaac to be a valuable asset to any team he is a member of.
Isaac was extremely instrumental in setting up the reporting necessary for my team. He has a big hand in major ongoing improvements as well. By supporting our team with his database knowledge we also were able to test some major email marketing campaigns as well.
I work with Isaac Wyatt in the Marketing Ops department at Citrix Online. He is one of our valued employees who is a pleasure to work with and shows true dedication as a colleague. His contributions are hugely impactful to our team and our organization as a whole. He is able to recreate processes to be more efficient and takes the time to research issues/projects thoroughly to provide a solution. He is also a team-player - when approached by fellow coworkers with projects they need his help with, he doesn't hesitate to offer input and brings new ideas or workflows to the table. In one example, I had the chance to work with him on a major project that would generate significant revenue for our company. He helped build out the lead logic needed for this project as well as spent time on researching issues on how to make the program flow work correctly & efficiently to the required specifications. I would not have been able to complete this project without his depth of knowledge in his field and constantly growing skillset. His manner of professionalism, attention to detail and innovation makes him an invaluable addition to any team and future endeavors.
I have had the pleasure of working with Isaac over the last few years. What makes Isaac truly unique is his dedication, thoroughness and accountability. It's well known at Citrix that when Isaac is given a project he will not only complete it but exceed all expectations.
I've worked closely with Isaac for the past year. He was quick to welcome me to the team and catch me up to speed. He always takes the time to assist me in new tasks that require a more extensive database and query knowledge. Isaac is a great colleague and friend, and above all he has a terrific personality and is a great team player!