Igor Dolinaj

Lead a four-person cross-functional team to build quarterly GTM strategy aligned with Product, Sales, client partners, and executives across EMEA and the US. Coordinate paid media, email, nurture, content, events, partner activity, and Sales enablement into connected growth programmes. Turn GTM priorities into ABM programmes by selecting target accounts, testing themes, and sequencing touches around account engagement signals. Analyse performance across LinkedIn, content, email, and events to adjust targeting, messaging, channel mix, sequencing, and investment. Run joint campaigns with cloud partners as part of regional GTM and demand-generation programmes.

Ran multi-channel demand programmes for Payments, Banking, and Insurance across LinkedIn, email, content, webinars, events, partners, and Sales outreach—delivering 150+ leads per vertical per quarter. Used AI to develop buyer-persona hypotheses, campaign workflows, advertising concepts, copy variations, and nurture recommendations based on performance. Used HubSpot, Salesforce, LinkedIn Campaign Manager, ZoomInfo, and Clay for targeting, enrichment, orchestration, and analysis, prioritising CRM engagement and internal scoring. Tested campaign themes, grouped accounts by topic engagement, and progressed to more specific content and Sales outreach. Built ABM programmes with account mapping, personalised assets, Sales sequences, LinkedIn advertising, events, executive sessions, and pipeline follow-up.

Owned acquisition, lifecycle, community, and partner marketing for an open-source B2B SaaS cybersecurity product serving practitioners and enterprise decision makers. Adapted messaging and channels by audience, using communities, Reddit, GitHub, technical events, and hackathons alongside enterprise outreach. Developed a global reseller programme and executed personalised outreach to high-value accounts, achieving strong open, reply, and meeting-booking performance.