Matthew Walters
St. Petersburg,FL
Summary
Data-driven Sales Operations and Commercial Analytics professional with 4+ years of experience supporting high-growth CRO and performance marketing organizations. Own end-to-end Salesforce administration, forecasting infrastructure, and executive reporting for commercial teams managing $200M+ annual pipeline. MBA with strong financial acumen and proven ability to translate complex data into strategic insights that improve forecast accuracy, pipeline velocity, and revenue performance.
Overview
6
6
years of professional experience
Work History
Sales Operations Analyst
Worldwide Clinical Trials
01.2023 - 01.2026
- Owned Salesforce administration and reporting infrastructure for Commercial and Business Development teams managing $200M+ global pipeline.
- Built and optimized 25+ executive dashboards tracking pipeline coverage, win rates (24% avg), sales cycle length, and quota attainment across early- and late-phase business units.
- Served as primary analytics partner to VP of Commercial, influencing quarterly revenue planning and GTM strategy.
- Improved forecast accuracy by 18% by redesigning pipeline stage definitions, probability weighting, and close-date governance standards.
- Led quarterly pipeline audits and CRM data cleansing initiatives, reducing data discrepancies by 35% and improving reporting reliability for executive leadership.
- Partnered with Sales Leadership to analyze territory performance and coverage gaps, driving a 12% increase in qualified pipeline within two quarters.
- Implemented standardized lead and opportunity management processes, increasing SLA adherence from 70% to 92%.
- Supported compensation and quota tracking for 30+ commercial team members, aligning performance metrics to revenue targets and improving incentive visibility.
- Developed training materials and process documentation that improved Salesforce adoption by 25% across new and existing users.
- Delivered ad hoc strategic analyses for quarterly business reviews, contributing to revenue planning and resource allocation decisions.
Business Development Analyst
Leadvision
Charlotte, NC
05.2022 - 12.2022
- Analyzed performance metrics across affiliate and paid media channels managing $15M+ annual marketing spend.
- Identified optimization opportunities that improved campaign ROI by 20% and reduced cost-per-acquisition by 15%.
- Built KPI dashboards used by leadership to monitor CPA, CPC, and CPM trends across digital channels.
- Collaborated cross-functionally with Media and Analytics teams to align campaign strategy and performance targets.
- Recruited and optimized affiliate partnerships, contributing to 18% YoY revenue growth within assigned portfolio.
Operations Supervisor/Closing Team Lead
Better Mortgage
02.2020 - 05.2022
- Managed performance tracking and KPI dashboards for a 20-person operations team overseeing $100M+ monthly loan volume.
- Implemented workflow enhancements that reduced closing cycle time by 14% and improved throughput efficiency.
- Partnered with leadership to translate production insights into targeted coaching plans, improving team productivity by 10%.
- Trained and onboarded new team members, standardizing best practices and quality controls.
Education
MBA - Business Administration
University of North Carolina At Pembroke
Pembroke, NC12-2022
Bachelor of Science - Business Administration
University of North Carolina At Wilmington
Wilmington, North Carolina, NC12-2019
Skills
CRM & Revenue Systems
Salesforce Sales Cloud (Administrator – Certification in Progress), Lead & Opportunity Architecture, Forecasting Models, Workflow Rules, Validation Rules, Data Governance, Pipeline Stage Optimization
Business Intelligence & Data Visualization
Advanced Power BI (DAX, Data Modeling, Executive Dashboards), Tableau, Salesforce Reporting, KPI Framework Design
Analytics & Data Tools
Advanced Excel (Power Query, Pivot Tables, XLOOKUP, INDEX/MATCH, Forecast Modeling), Data Automation, Performance Trend Analysis, Revenue Modeling
Sales & Revenue Operations
Pipeline Coverage Analysis, Forecast Accuracy Improvement, Territory Performance Analytics, Quota & Compensation Reporting, SLA Optimization
Process & Operational Strategy
CRM Audits & Data Integrity, Process Documentation & Standardization, Cross-Functional Alignment (Sales, Marketing, Finance), Executive-Level Reporting
Timeline
Sales Operations Analyst
Worldwide Clinical Trials
01.2023 - 01.2026
Business Development Analyst
Leadvision
05.2022 - 12.2022
Operations Supervisor/Closing Team Lead
Better Mortgage
02.2020 - 05.2022
MBA - Business Administration
University of North Carolina At Pembroke
Bachelor of Science - Business Administration
University of North Carolina At Wilmington