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Kathryn Stone
Director-level GTM Operations leader specializing in B2B SaaS revenue systems
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About
B2B SaaS revenue and marketing operations leader with a decade of experience building GTM infrastructure, targeting systems, and AI-enabled pipeline engines. Currently leads marketing ops for Employ across three business units, with standout wins including an AI inbound motion that produced $2.9M in pipeline and an ABM/outbound engine that generated $2.7M in sales-influenced pipeline. Especially compelling for teams seeking a strategic operator who blends RevOps rigor, AI experimentation, and cross-functional GTM execution.
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Key Strengths
- 10 years in B2B SaaS GTM and revenue operations
- Owns end-to-end marketing ops engine across three business units
- Led AI chatbot deployment that matched or outperformed human BDRs on meetings booked and closed-won
- Generated $2.9M pipeline from AI inbound channel with 238% YoY growth
- Built ICP and account targeting frameworks across industries, employee bands, and regions
- Created account scoring and tiering model that grew outbound from 0% to 25%+ of new business pipeline
- Drove over $1.2M per quarter through outbound targeting strategy at Arena Solutions
- Built competitive ABM outbound motion that generated $2.7M in sales-influenced pipeline
- Strong operator in sales and marketing alignment, process design, and iterative optimization
- Deep understanding of pipeline mechanics, win rates, forecasting, and buyer behavior
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