Lauren Kale
Summary
Business development executive with 13+ years of experience launching new businesses, building high-performing commercial organizations, and scaling revenue across retail, logistics, SaaS, and marketplace businesses. Known for taking businesses from concept to scale by designing go-to-market strategies, hiring and developing teams, creating repeatable operating models, and aligning Product, Operations, Marketing, RevOps, and Sales around execution.
Overview
1
1
Certification
13
13
years of professional experience
Work History
Head of SMB & Mid-Market Business Development
Walmart Local Marketplace
08.2024 - Current
- Currently pacing at 115% to AOP, signing 650 new alcohol retailers across seven states year-to-date and generating $1.2M in incremental GMV for Walmart within seven months.
- Lead Business Development for Walmart's newest Marketplace offering - Local Same Day Delivery with a focus on Grocery & Alcohol Retailers.
- Designed the complete SMB go-to-market motion, including sales strategy, operating model, onboarding process, and sales playbook.
- Selected to lead Business Development for Walmart's newest Marketplace offering.
- Hired and developed seven Business Development Associates and helped promote three individual contributors into leadership roles.
- Improved meeting-to-active seller conversion by 3x through process improvements.
- Reduced seller activation timelines through CRM automation and workflow redesign.
- Built trusted partnerships across Product, Marketplace Operations, RevOps, Marketing, and Executive Leadership.
Senior Manager, Enterprise Sales & Business Development
Walmart GoLocal
05.2023 - 08.2024
- Established Walmart GoLocal's Mid Market & Enterprise Sales organization, driving foundational growth and market entry.
- Designed sales strategy targeting companies with $10M–$1B in annual revenue.
- Secured initial partnerships, confirming product-market fit and accelerating revenue opportunities & proving product market fit.
- Hired and built Sales and Business Development (SDR) reps.
- Crafted territory strategy, hiring plans, sales processes and playbooks.
Senior Manager, Sales & Business Development
Walmart GoLocal
08.2022 - 05.2023
- Recruited and onboarded first Marketplace sales team to enhance sales efforts.
- Developed outbound strategy and sales process, creating messaging, collateral, and enablement resources to enhance sales effectiveness.
Enterprise Sales Manager /Senior Sales Account Executive
DoorDash
01.2020 - 12.2022
- Promoted three times for exceeding performance targets and demonstrating leadership.
- Led Enterprise Account Executives while maintaining an individual quota.
- Negotiated enterprise agreements with C-Suite.
- Led team of Enterprise Account Executives while achieving individual quota consistently.
- Earned several promotions reflecting consistent high performance and effective leadership.
Enterprise Account Executive
CareerArc
01.2019 - 12.2020
- Surpassed sales quota by delivering enterprise SaaS solutions to key accounts.
- Managed the sales process from prospecting to contract negotiation.
- Collaborated with Product team to advise on platform enhancements, influencing product development.
Sales Manager | Senior Account Manager | Account Executive
Yelp
01.2014 - 12.2018
- Generated more than $250K in recurring quarterly revenue growth.
- Led and developed a team of 12 Account Executives.
- Created coaching programs that increased sales performance, resulting in higher team quotas and customer satisfaction.
Education
Bachelor's Degree - Broadcast Electronic Communication
San Francisco State University
San Francisco, CA2014
Associate Degree - Fashion Styling
City College of San Francisco
San Francisco, CASkills
Sales strategy
- GTM strategy
- Sales cycle optimization
- Sales operations
- CRM development (Salesforce & HubSpot)
- Revenue growth
- Hiring top talent
- Sales Team Development
- Executive collaboration
- Business reviews
Career Highlights
- Built three business development organizations from inception.
- Hired, coached, and developed high-performing sales teams, including managers and senior individual contributors.
- Designed GTM strategies, sales playbooks, segmentation, CRM workflows, and operating cadences.
- Led SMB, Mid-Market, Enterprise, and Strategic Account organizations.
- Partnered cross-functionally with Product, RevOps, Marketing, Marketplace Operations, Finance, Legal, and Engineering.
- Consistently exceeded growth targets while improving operational efficiency.
Certification
- Leadership Academy: "Leaders Leading Leaders" - Walmart Professional Development Program, 2024
Accomplishments
- Making a Difference Award (2024) – Recognized for designing and executing two pilot programs that closed critical go-to-market gaps within Walmart GoLocal's Mid-Market white-label delivery business, improving market coverage and informing broader GTM strategy.
Timeline
Head of SMB & Mid-Market Business Development
Walmart Local Marketplace
08.2024 - Current
Senior Manager, Enterprise Sales & Business Development
Walmart GoLocal
05.2023 - 08.2024
Senior Manager, Sales & Business Development
Walmart GoLocal
08.2022 - 05.2023
Enterprise Sales Manager /Senior Sales Account Executive
DoorDash
01.2020 - 12.2022
Enterprise Account Executive
CareerArc
01.2019 - 12.2020
Sales Manager | Senior Account Manager | Account Executive
Yelp
01.2014 - 12.2018
Bachelor's Degree - Broadcast Electronic Communication
San Francisco State University
Associate Degree - Fashion Styling
City College of San Francisco