Kira Walker

Led a team of over 100 professionals, driving the sales go-to-market strategy and enhancing operational efficiencies. Collaborated with executive leadership to develop and execute strategic sales initiatives, ensuring alignment with organizational goals. Identified process gaps and opportunities, delivering actionable roadmaps to facilitate sustainable growth and profitability.

• Partnered with Executive team and consultants to lead and execute key transformation initiatives, ensuring alignment with strategic goals and fostering a culture of innovation and excellence
• Introduced AI/automation into GTM workflows to drive efficiency and accuracy
• Automated and optimized sales entry manual processes resulting is faster sale to service to cash
• Oversaw all sales operations functions including CRM management, sales analytics, and forecasting
• Championed the integration of technology and automation tools to improve data insights, reporting accuracy, and operational scalability
• Created and allocated quota strategy to maximize revenue potential
• Ensure sales agreements, discounting policies, and approvals follow guidelines; mitigate risk and maintain internal controls.

Led the establishment of a world-class Sales support organization post-acquisition of Terminix, driving go-to-market strategies aligned with a $4B revenue target. Identified strategic gaps in processes and personnel, designing targeted scenarios to accelerate revenue generation. Implemented foundational sales functions, including automation and comprehensive training programs, to enhance team performance and sales effectiveness.

• Designed and administered sales compensation plans to support both legacy brands across multiple Xactly instances
• Championed initiatives that standardize and optimize sales processes, enhancing workflows and efficiency
• Ensured data integrity within multiple data systems, generated comprehensive reports and dashboards that drove transparency and supported strategic initiatives.
• Managed and optimized CRM systems, providing training and support as necessary to maximize the value of our technology investments, enhancing customer relationships and driving efficiency.
• Maintained existing programs within master brands while executing the 6 month, 1 year and 3 year plan to integrate acquisitions into sales tools, systems and processes
• Mentored senior managers, fostering leadership skills and promoting a culture of continuous improvement within the organization.

Charged with restructuring and building a support team that could execute a 5-year, $1B revenue plan for a 160+ person sales division. Executed a gap analysis and implemented dynamic hiring, process-creation, and revenue generation strategies to achieve both quick wins amidst a global pandemic and long-term goals.

• Led the project management of all transformation programs for the Marketing and Sales departments
• Forged critical partnerships with sales, product, operations, and finance leaders to ensure alignment.
• Built fully functioning B2C BDR organization, hiring 10 people over 6 months, accelerating path to increased revenue generation 25% YoY BDR appointment activity, which contributed to YoY revenue growth of 23% totaling $32.1M.
• Successfully launched Xactly contributing to the successful maintenance of 12+ sales pay plans
• Created daily, weekly, monthly and annual training programs for new sales hires
• Maintained the day-to-day technology access, reporting, training needs of HubSpot, Salesforce.com and other homegrown tech solutions.

As the Director of Lead Enablement, the primary goal was to improve and evolve the existing lead management process. This was accomplished by working directly with sales and marketing leaders to ensure best practices were leveraged for lead response, development, and management. This initiative was designed to increase the quantity, quality, nurturing, tracking, and overall ROI of all leads generated by the organization.

• Established and executed the strategic direction for Salesforce.com configuration, usage, and adoption across Sales, Marketing, Product, and BI organizations
• Successfully launched and maintained a new marketing automation program
• Designed and implemented a seamless end-to-end lead management process between HubSpot and Salesforce.com
• Developed and executed effective sales enablement strategies for 7 lines of business
• Created essential materials such as brochures, sales kits, and presentations to support a 1,000+ member sales organization. Lead a high-performing team of ten Business Development Representatives, implementing a robust communication strategy, consistent training programs, metric tracking systems, and compensation plan management.

Designed and led a new Go-To-Market sales team of 10 Business Development Representatives that generated $25M in pipeline opportunities and over $5M in revenue. Spearheaded sales enablement initiatives to support a 160+ member sales organization through the development of various sales materials, including decks, videos, and infographics. Managed the proprietary GPO program for major clients, driving annual revenues of $55M through strategic collaboration and tailored solutions.