The marketerwho buildsthe engine.
I've spent 10 years being handed situations with no playbook: no team, no category, broken pipeline. I tend to like those problems. I've built $170M worth of pipeline solving them, mostly in cybersecurity and fintech.
$170M+
Pipeline Generated
10+
Years in B2B Marketing
8x
Revenue Growth, Built from Scratch
$76
Pipeline Generated per $1 Spent
Selected Work
The approach. The numbers. The outcomes.
ABM-Led GTM Strategy That Generated $49M in Pipeline
Owned and scaled an ABM-led GTM strategy across digital, content, events, and partner channels. Built AI-driven agents and workflows that improved GTM efficiency and sales productivity by 50%.
- $49M in marketing-sourced pipeline from a $1.9M budget
- $18M in closed revenue in 2025 (+50% YoY)
- 90% YoY increase in sourced opportunities in emerging verticals
$120M in Pipeline From a Global Demand Gen Rebuild
Managed a $63K monthly global budget across paid and integrated campaigns. Launched Sumo Logic's first-ever public sector ABM initiative and redesigned ABX programs for Tier 1 accounts.
- $120M in pipeline and $15.6M in sourced revenue
- Won a premier $2.7M ARR deal via personalized ABM
- 625% YoY increase in sourced opportunities in key segments
Built a Full-Stack Marketing Engine From Zero
First marketing hire. Built team, brand, category positioning, digital engine, and field program, all on a $21K monthly budget. Influenced 92% of company revenue.
- $9.66M in net-new marketing-sourced pipeline
- $76 in pipeline generated per $1 spent
- 38x inbound growth and 327% increase in direct traffic
How I Think
A few things I've found to be true.
01
Pipeline is the product
I've worked in orgs where marketing was a cost center and ones where it drove 37% of revenue. Same channels. Different ownership. I take ownership of the number, not just the leads.
02
Know the buyer better than they know themselves
Most demand gen fails because it targets a persona, not a person. I invest serious time understanding how buyers actually think, what they're scared of, and where they go when they're looking for a solution. That's what makes messaging land instead of getting ignored.
03
Run the experiment. Then run another one.
The best programs I've built started as small, fast tests, not polished decks. I have a strong bias toward trying things, measuring what happens, and doubling down on what works. Creativity without iteration is just a good idea. Iteration without creativity is just optimization.
04
AI as a force multiplier — used with intention
I've deployed AI agents in production, not in a sandbox. At Socure, custom workflows for targeting, content, and enablement changed what a small team could actually produce. But the real skill isn't adoption — it's knowing what to hand off, what to validate, and what judgment AI still can't replace.
In Their Words
Kam has a very data-driven mindset and consistently approaches marketing decisions through the lens of performance, pipeline impact, and revenue outcomes.
Lori Chavez
CMO, Trustmi
Prior VP of Marketing, Sumo Logic
Platforms and Tools