Courtney Nugent
Greater Boston Area
B2B SaaS Marketing Leader · 10+ Years

Courtney
Nugent

Head of Marketing · Demand Generation · Growth

I build demand generation engines from 0 to 1 — turning signal-driven GTM strategy into qualified pipeline and measurable revenue growth. Most recently drove the best marketing-sourced pipeline quarter in Blue Onion's history as their first dedicated marketer.

But before we get into pipeline metrics and marketing wins — hi, I'm Courtney! I'm a New England local, a mom to a toddler, a summertime Cape Cod regular, and a die-hard CU Buffs football fan. Let's connect!

Get in touch → What I offer
Full-time · Contract · Advisory

What I Offer

Full-time marketing leadership for B2B SaaS companies that have product-market fit and are ready to build — or scale — the marketing engine. I also take on contracting and advisory engagements for the right fit.

Full-time leadership: Head of Marketing, Head of Growth, or Head of Demand Generation — I own strategy and execution as a player-coach
Stage: Best fit for Series B–C B2B SaaS companies ready to scale; have also built from 0→1 at Series A
Location: Boston area hybrid or fully remote
Verticals: Vertical SaaS is a sweet spot, but open to B2B SaaS broadly
Contract & advisory: Open to retainer or project-based engagements — demand gen strategy, HubSpot builds, pipeline reporting, go-to-market planning
Not a fit: Purely brand or content roles, enterprise sales cycles, or companies still searching for product-market fit
I don't just generate demand — I close business
5x
Pipeline growth over prior quarter — record in Blue Onion history
~50%
Close rate on marketing-qualified leads
190%
Of subscribed conversion goal at OpenView (856 vs 450 target)
119%
Annual pipeline goal at Motus — recognized at sales kickoff
What I do

Core Expertise

Ten years building marketing functions at B2B SaaS companies — from first hire to senior leader. Strategy meets execution at every stage.

Demand Generation
Full-funnel programs across paid, organic, events, and ABM — built to generate qualified pipeline, not just MQLs.
Lifecycle Marketing
Signal-based nurture that moves accounts from awareness to expansion. Right message, right stage, right time.
Account-Based Marketing
ICP analysis, target account lists, and coordinated marketing + sales plays that engage the right accounts at the right time.
Signal-Based Automation
HubSpot workflows capturing hiring signals, intent data, and engagement triggers — routing to sales at the right moment.
Revenue Operations
Lead scoring, attribution tracking, CAC reporting, CRM architecture, and full-funnel reporting built from scratch — connecting spend to pipeline to revenue.
1→10 Team Scaling
Built and scaled marketing teams at Series B–C companies — hiring, structuring, and growing functions to enterprise-level output. Have done 0→1 as well, but thrive in the 1→10 stage.
Career

Work History

Dec 2024 – Present
Blue Onion
Head of Marketing
Joined post-Series A as sole marketer. Redefined ICP, rebuilt campaign strategy, built HubSpot from scratch — drove the company's highest marketing-sourced pipeline quarter in history within six months. Promoted from Head of Demand Generation to Head of Marketing.
28 opps vs 25 goal~50% close rateFive-figure deal from LinkedIn adPromoted 2025
Oct 2020 – Dec 2023
OpenView VC
Senior Director of Marketing
First demand marketer at a leading PLG-focused VC firm. Built lifecycle, growth, and community marketing 0→1. Promoted Sr. Manager → Director → Sr. Director. Presented strategy to Operating Committee. Grew and led a full marketing team.
190% of subscribed goal71.5% founder awareness112+ experiments in one half
Dec 2016 – Oct 2020
Motus
Manager, Demand Generation & Brand Marketing
Built brand team from scratch post-acquisition. Promoted to demand gen within one year. Delivered 119% of annual pipeline goal. Rated Maximum Impact (highest rating). Recognized at annual sales kickoff by GTM leadership.
$1M+ pipeline from campaigns119% annual goalMaximum Impact rating 2019
Oct 2014 – Dec 2016
Intronis (acq. Barracuda)
Editorial Associate → Senior Partner Marketing Specialist
Key author of the weekly "Ask Intronis" advice column for 2+ years. Produced e-books, co-branded infographics, case studies, and how-to guides for a technical B2B audience. Supported events strategy and cross-functional campaign planning.
2yr weekly columnE-books, infographics, case studies$30K contract case study

Want the full picture? View my complete work history on LinkedIn.

View LinkedIn Profile
What people say

Recommendations

"
I hired Courtney to create a new arm of our marketing strategy from zero to one, and I count it as one of my best decisions. I felt confident in her ability to move mountains to hit her goals. Courtney is organized, strategic, thoughtful, and ambitious.
Margaret Kelsey
CMO, Kodaris
"
The relationship between a brand marketer and demand marketer is so critical, and I hit the jackpot when I was able to pair with Courtney. She is thoughtful, organized, and an incredibly good problem solver. She leads in her own way and is a community builder for the folks on her team.
Shannon Curran
Fractional CMO
"
One of Courtney's greatest strengths is her ability to empower and grow her team members. With a focus on understanding each of her report's strengths and aspirations, she offers tailored coaching, honest feedback, and very intentional opportunities for professional growth.
Kaitlin O'Hare
NextView Ventures
"
Courtney stepped into a leadership role when our team needed her the most. She is making the transition from 'manager' to 'leader' and it's amazing to see!
Kyle Poyar
OpenView Partners
"
She is what I think most managers would beg to have as a direct report — deeply capable, a natural leader of her team, and someone who goes far beyond expectations.
Lori Christiansen
Manager, Motus
"
The ARC Committee unanimously agreed: The information presented throughout Courtney's annual file exemplifies 'Maximum Impact.' The highest rating we give.
ARC Committee
Motus, 2019 Annual Review
The things I do · Pipeline Generation

Blue Onion — Head of Marketing

Joined post-Series A as the company's first dedicated marketing hire. Redefined ICP, rebuilt campaign strategy, and built HubSpot from scratch. Drove the highest marketing-sourced pipeline quarter in company history within six months. Promoted from Head of Demand to Head of Marketing.

Events & Community

Finance Executive Dinner · NYC & LA
Finance Executive Dinner sign — 'How AI is Reshaping the Office of the CFO', hosted by Blue Onion & Veronica Beard Finance Executive Dinner NYC — intimate private dining venue Cecconi's × Blue Onion place setting with Thank You note Finance Executive Dinner LA — full table group photo
95%Attendance
Private dinner for ecommerce finance leaders — no agenda, no pitch. Created community where there wasn't one. 95% attendance despite a winter storm.
Every Day Summit · Blue Onion

A half-day conference for ecommerce finance leaders — featuring sessions on AI in accounting and a panel on the future of finance, with sessions on moving from manual reconciliation to smart automation and building more strategic, forward-looking finance orgs. Sponsored by Withum. The Summit was part of a week-long series of Blue Onion events in New York, alongside a private CFO dinner and a women in finance luncheon.

Every Day Summit — panel discussion with finance leaders Every Day Summit — workshop with audience participation Every Day Summit — Blue Onion co-founder presenting

Content & Lead Generation

Blue Onion · Content
130
Downloads
41%
Conversion
330+
Page views
26
Research Report
State of E-commerce Accounting Report ↗
Owned the launch and distribution campaign for the flagship research report. Generated sustained inbound lead flow — 41% of page visitors converted to downloads.
Blue Onion · Paid Social
Video Testimonial
Ad Program
$45K
LinkedIn Advertising
Customer Testimonial Video Ad Campaign
Owned the paid promotion strategy and campaign execution behind a customer testimonial video program.
Motus · Content
CFO's Guide to
Profitability
$500K
E-Book · Lead Generation
The CFO's Guide to Growing Profitability
Authored and promoted a long-form e-book targeting CFOs evaluating mileage reimbursement programs. Drove $500K in pipeline from lead downloads.
View E-Book PDF

AI & Attribution

Blue Onion · AI
100
Reactions
18
Comments
AI
AI & Automation
LLM Visibility + Attribution Experiment
First-to-market experiment testing brand discoverability across major LLMs for ICP queries. Used AI for real attribution analysis — shared results publicly. 100 reactions, 18 comments.
Blue Onion · Pipeline
28
Opps sourced
~50%
Close rate
Q1
Demand Generation
Record-Setting Pipeline Quarter
28 marketing-sourced opportunities against a goal of 25 — the best quarter in company history. ~50% close rate on MQLs. Built HubSpot ops from scratch to enable this.
The things I do · Lifecycle & Growth Marketing

OpenView VC — Senior Director of Marketing

First demand marketer at a leading PLG-focused venture capital firm. Built lifecycle, growth, and community marketing from 0→1. Promoted Sr. Manager → Director → Sr. Director. Grew and led a full marketing team.

Performance Arc

H1 2022
"Reliable executor, building the team"
  • Hired 2 direct reports
  • 71.5% founder awareness — up from 39%
  • 30% improvement in cohort 2 email conversion
H2 2022
"Emerging leader through change"
  • Stepped up through two leadership departures
  • Built email automation 0→1
  • Named voting member of the Prospect Journey Committee — where all GTM decisions are made across talent, marketing, investment ops, and capital markets

"Courtney stepped into a leadership role when our team needed her the most."

— Kyle Poyar, OpenView
H1 2023
"Exceeded expectations"
  • Goal manager for subscribed + wanting conversion
  • Subscribed goal achieved
  • Presented at annual kickoff and quarterly firm meeting

"Courtney is making the transition from 'manager' to 'leader' and it's amazing to see!"

— Kyle Poyar, OpenView

Q4 2023 Goal Attainment

Q4 2023 · Goal Manager for All Three Metrics
Courtney was named owner on every goal below
Subscribed
Getting target ICP to subscribe to content channels
190%
856 actual vs 450 goal
Aware
Driving awareness within target founder audience
97%
11,589 of 12,000 goal
Wanting
Converting founder engagement into warm introductions to our investment team
80%
317 of 400 goal

Experiment Framework & Thought Leadership

OpenView · Marketing Ops
112+
Experiments
190%
Goal hit
OV
Experiment Framework
Prospect Journey Experiment System (PJC)
Built a full experiment operating system — hypothesis-driven testing across audience × channel × offer × timing. 112+ experiments in a single half. 190% of subscribed goal.
OpenView · Thought Leadership
Developer-Focused GTM Playbook + Annual Benchmarks
Thought Leadership
Developer GTM Playbook + Financial & Operating Benchmarks
Supported production and distribution of OpenView's flagship annual benchmarks and developer-focused GTM playbook — distributed to thousands of SaaS founders.
The things I do · Brand & Demand Generation

Motus — Manager, Demand Gen & Brand

Formed brand team from scratch post-acquisition. Promoted to demand generation within one year. Delivered 119% of annual pipeline goal and earned the company's highest performance rating.

Performance Arc

2018 · Exceeds Expectations
"Forming the brand function from the ground up"
  • Formed brand team from scratch post-acquisition
  • Promoted from brand to demand generation within one year
  • Led the Runzheimer rebrand to Motus

"She is what I think most managers would beg to have as a direct report."

— Manager, Annual Review 2018
2019 · Maximum Impact (Highest Rating)
"Promoted to demand gen — then exceeded every goal"
  • Promoted to Demand Generation mid-year
  • Exceeded expectations in both roles
  • 119% of annual pipeline goal

"The information presented throughout Courtney's annual file exemplifies 'Maximum Impact.'"

— ARC Committee, 2019

Quarterly Highlights

Q3 2019 · Pipeline
$4.69M
Team hit $4.69M in Q3 pipeline while Courtney was simultaneously covering channel operations on top of her normal role.
Q3 2019 · Manager Recognition
Dual-role leadership
"Courtney did a fantastic job empowering her team to focus on key pipeline KPIs while she fully immersed herself in channel."
Q1 2020 · Pipeline
$19.71M
Smarketing pipeline of $19.71M — 123% of $15.9M goal — despite mid-quarter COVID pivot.
Q1 2020 · COVID Pivot
123% of goal
"We were pivoting on a daily basis. Not many teams can do that as eloquently as you and the team did."
Q1 2020 · Team Advocacy
Team-first leader
Advocated for her team against skeptical sales stakeholders during a high-pressure quarter.
"That is a true leader!"
Sales QBR Recognition
Sales team feedback
"Exciting and informative presentation, thank you for joining and spending time with the team."

Campaign Work

Motus · Paid Newsletter
The Hustle
Newsletter
1.3M
Newsletter Ad
The Hustle Newsletter Ad
1.3M subscribers, 50% open rate. Remote Work Reimbursement product. Full BDR sequence built to follow up.
Motus · Display
RIMS RiskWire
Banners
9K
Display Advertising
RIMS RiskWire Banner Ads
9,000 legal and risk management subscribers. On-demand webinar CTA driving lower-funnel engagement.
Motus · Content
CFO's Guide to
Profitability
$500K
E-Book · Lead Generation
The CFO's Guide to Growing Profitability
Authored and promoted a long-form e-book targeting CFOs evaluating mileage reimbursement programs. Drove $500K in pipeline from lead downloads.
View E-Book PDF
Motus · Email
Fleet Re-Engagement
Sequence
$0
Email Campaign
Fleet Re-Engagement Sequence
4-touch BDR email sequence targeting closed-lost fleet accounts. Courtney personally wrote all four emails.

Written Content & Case Studies

1
E-Book · Motus
The CFO's Guide to Growing Profitability
Long-form e-book written in the voice of Motus CFO Tim Brown. Covers how modern CFOs can cut costs strategically, uncover hidden vehicle program expenses, and leverage technology to maximize profitability. Targeted at CFOs evaluating mileage reimbursement programs.
View CFO's Guide PDF
2
Case Study · Motus
Convergint Technologies Relies on Motus to Save Them Time and Money for 10 Years
Customer case study documenting how Convergint Technologies (2,500 employees, 800 mobile workers across North America) partnered with Motus for a decade to replace a flat-allowance reimbursement program — saving both administrative time and employee taxes.
View Case Study PDF
The things I do · Content & Partner Marketing

Intronis (acq. Barracuda) — Editorial & Partner Marketing

Key author and strategist behind Intronis' content marketing program. Built an audience of MSPs through weekly advice content, co-branded partnerships, and flagship case studies.

Published Writing & Content

1
Weekly Column · 2+ Years
"Ask Intronis" — Weekly Advice Column
Published under her byline weekly for 2+ years. A recurring Q&A and advice column for managed service providers. Archived on SmarterMSP.com.
2
How-To Guide
"Recipes for Success: How to Create Service Tiers"
Recipe card metaphor used to guide MSPs through structuring tiered service offerings. Creative format that made technical content approachable.
3
Co-Branded Infographic
"5 Tips for Approaching Customers About Cloud Security"
Co-branded with My Digital Shield. Led with compelling SMB threat data: 81% of breaches hit small businesses, and 60% go out of business within six months of a breach. Distributed via partner webinars and content syndication.
View Infographic PDF
4
E-Book
"Pricing Data Protection in a Fixed Price World"
Long-form e-book addressing the central pricing challenge for MSPs offering data protection services in a flat-rate managed services model.
5
Case Study
NSK IT Solutions — "Data Loss Gremlins Help Intronis Partner Land New Business"
Customer case study documenting how NSK IT Solutions used Intronis to win new business — resulting in a $30K contract and 12 new clients.

Let's connect!

Always interested in connecting with founders and operators building something ambitious in B2B SaaS. If you think there's a fit — or just want to talk marketing — reach out.

Emailcourtneylnugent@gmail.com
LinkedInlinkedin.com/in/courtney-steinkrauss