Dean Nicolls

Chief Marketing Officer · B2B SaaS & Enterprise Technology · Gig Harbor, WA

I help technology companies become category leaders.

By turning marketing into a measurable driver of growth, market leadership, and enterprise value — not a cost center that makes things look nice.

Company exits3
Jumio ARR scaled$25M → $100M+
Gartner Leader placements3
Years leading marketing18

The record

Seven mandates. Three exits. Eighteen years of joining companies at the inflection point.

Each bar is actual tenure, plotted to scale. The diamonds are acquisitions the company reached while I led marketing.

FIS GlobalSr. Director, Sales Strategy & Demand Generation
125% of H1 ’25 target
Apr 2025 — Present
JumioVP, Growth Marketing
+35% MQL→SQL
May 2023 — Apr 2025
OostoChief Marketing Officer
Acquired · Metropolis
Apr 2021 — Apr 2023
JumioVP of Marketing
4× revenue growth
Sep 2017 — Apr 2021
InfrascaleVP of Marketing
+487% MQL/SQL
Sep 2014 — Sep 2017
TeleSignVP of Marketing
Acquired · BICS
Jun 2012 — Dec 2013
LiveOfficeVP of Marketing
Acquired · Symantec
Jan 2008 — Jun 2012
Tenure, to scale Acquisition

What I do

Five capabilities I've rebuilt from scratch, at seven companies.

Not a list of marketing disciplines. These are the things a CEO or a board is actually buying.

Revenue growth

I build predictable revenue engines.

The differentiator isn't campaigns — it's building marketing systems that generate measurable pipeline and revenue. I align marketing, sales, technology, and data around one number, then run it with the same discipline sales runs a forecast.

  • 4× revenue growth · Jumio
  • Tripled new sales pipeline · Jumio
  • +127% pipeline · Infrascale
  • +487% MQL/SQL volume · Infrascale
  • +35% MQL→SQL conversion · Jumio
  • +34% average deal size · Jumio
  • 125% of new business target · FIS

Category leadership

I build brands that lead categories.

I've repositioned companies, designed new categories, and led corporate rebrands end to end — identity, messaging architecture, analyst relations, and executive thought leadership. The output is how a market perceives you, which shows up in analyst placement, share of voice, and enterprise deal velocity.

  • AnyVision → Oosto full corporate rebrand
  • Ethical AI & edge computing category design
  • Mobile Identity repositioning · TeleSign
  • AI-centric identity verification · Jumio
  • 5× brand awareness lift · Jumio
  • Gartner MQ Leader ×3 + Cool Vendor

Go-to-market

I turn complex technology into market winners.

Across AI, identity verification, fraud, cybersecurity, fintech, cloud, payment data, computer vision, and authentication, the job is the same chain: technology → business value → customer outcome → revenue. Positioning, pricing and value messaging, sales enablement, competitive strategy, channel activation.

  • Anonymized Payment Data launch · FIS
  • Enterprise ABM platform rollout · Jumio
  • Channel & partner activation · Oosto
  • Intent-signal-driven targeting
  • Competitive differentiation at scale

Organizational scale

I build high-performance marketing organizations.

Most marketers execute. I've repeatedly built the machine — global teams, SDR and BDR organizations, offshore and agency capacity, marketing operations, and the cross-functional relationships with sales and product that make any of it work.

  • Global teams across multiple regions
  • SDR / BDR org build & management
  • Offshore lead-gen team · Infrascale
  • 8-person marketing team · LiveOffice
  • Marketing ops & MarTech stack ownership
  • Agency & partner network

Enterprise value

I help build companies that win.

Not just pipeline. Not just marketing. Companies. Three of the companies I've led marketing for were acquired, and one scaled from $25M to over $100M in ARR on my watch. That's the outcome I'm actually optimizing for.

  • LiveOffice → acquired by Symantec
  • TeleSign → acquired by BICS
  • Oosto → acquired by Metropolis
  • $25M → $100M+ ARR · Jumio
  • Analyst credibility that shortens enterprise cycles

Experience

The work, role by role.

FIS Global

SR. DIRECTOR, SALES STRATEGY & DEMAND GENERATION
BELLEVUE, WA
APR 2025 — PRESENT

Demand generation and go-to-market for the FIS Platforms division, targeting $50M in new business pipeline across fraud, digital identity, and anonymized payment data.

  • Architected a full-funnel demand generation plan against a $50M new business sales target spanning three product lines.
  • Delivered 125% of new business sales targets in H1 2025 through disciplined pipeline management and sales-marketing alignment.
  • Ran the go-to-market launch for the Anonymized Payment Data program — positioning, sales enablement, channel activation.
  • Directed an outsourced BDR team to lift outbound performance, lead qualification, and pipeline conversion velocity.

Jumio

VP, GROWTH MARKETING
SUNNYVALE, CA
MAY 2023 — APR 2025

Global demand generation and revenue marketing for an AI-powered identity verification leader — field, channel, customer marketing, and distributed BDR teams.

  • Grew new business pipeline 28% year over year with integrated ABM, SEO, webinar, and content programs mapped to target account segments.
  • Improved MQL-to-SQL conversion 35% via metrics rigor, intent signal integration, follow-up protocols, and better sales enablement.
  • Increased average deal size 34% by pointing coordinated sales and marketing programs at high-value segments.
  • Implemented an enterprise ABM platform to unify sales and marketing around shared account intelligence and engagement workflows.

Oosto

CHIEF MARKETING OFFICER
NEW YORK, NY
APR 2021 — APR 2023
ACQUIRED BY METROPOLIS

CMO of a computer vision AI company. Owned full brand transformation plus demand generation, content, events, and channel.

  • Doubled marketing-generated pipeline through integrated SEO, SEM, content, and events — contributing to the company's successful acquisition.
  • Led the full corporate rebrand from AnyVision to Oosto: brand identity, website, messaging architecture, and global rollout.
  • Repositioned the company as the leader in ethical AI and edge computing — a category design play in a crowded enterprise AI market.
  • Built a channel marketing strategy driving partner activation and pipeline contribution from resellers and integration partners.

Jumio

VP OF MARKETING
PALO ALTO, CA
SEP 2017 — APR 2021

Led the global marketing organization through a transformational growth phase, scaling the company from $25M to over $100M in annual revenue.

  • Tripled new sales pipeline, contributing to 4× revenue growth — $25M to $100M+ ARR — across demand gen, product marketing, and brand.
  • Rebranded the company as an AI-centric identity verification leader, lifting brand awareness 5× through PR, analyst relations, and thought leadership.
  • Built and led a global team of SDRs, product marketers, list sourcing specialists, and agency partners across multiple regions.
  • Secured Leader status in Gartner's Magic Quadrant for Identity Verification, with the highest share of voice in the category.

Infrascale

VP OF MARKETING
EL SEGUNDO, CA
SEP 2014 — SEP 2017

  • Increased new business pipeline 127% and grew MQL/SQL volume 487% through demand generation, content, and digital programs.
  • Developed the company's core brand positioning and messaging architecture from the ground up.
  • Secured Gartner Leader and Cool Vendor recognition in Disaster Recovery as a Service, accelerating enterprise sales cycles.
  • Built and managed an offshore marketing team for scalable lead generation, list development, and database growth.

TeleSign

VP OF MARKETING
MARINA DEL REY, CA
JUN 2012 — DEC 2013
ACQUIRED BY BICS

  • Increased pipeline 32% through account-based targeting and integrated online media programs; the company was subsequently acquired.
  • Led the "Mobile Identity" corporate rebrand and repositioning to capture the emerging mobile authentication market.
  • Secured Gartner Magic Quadrant Leader status in User Authentication through analyst relations and thought leadership.

LiveOffice

VP OF MARKETING
TORRANCE, CA
JAN 2008 — JUN 2012
ACQUIRED BY SYMANTEC

  • Grew MQLs 243% through SEO, online marketing, channel marketing, and events — contributing to the acquisition by Symantec.
  • Led an 8-person team across demand generation, content, PR, analyst relations, and channel marketing.

Contact

If you're at an inflection point, let's talk.

CMO and senior marketing leadership roles, board and advisory work with B2B technology companies and their investors.

Education

MBAUniversity of Washington
BS, Business Administration — SalutatorianPepperdine University
Emaildnicolls@gmail.com LinkedInin/deannicolls

Based inGig Harbor, WA

Toolkit — Salesforce · Marketo · HubSpot · 6sense · SEMrush · Google Analytics