Walker Tuton

Lead US Strategy and Operations for the Strategic Inside Sales and Outside Sales teams

• Proposed and gained approval to re-org the Sales Org aligning teams with market segments and operational partners instead of Inside and Outside reps (increasing segment penetration 24%)
• Launched a new role type to target the most important US merchants increasing conversion 203%, now highest ROI role, 37% higher than legacy ROI leader
• Piloted and scaled an in-market initiative increasing local merchant selection ~10% per submarket QoQ. Created an operational playbook for future in-market initiative planning (happening quarterly)

Own lead distribution process and logic for all Pre-Sales

• Optimize process QoQ to reduce input time required by stakeholders, total reduced to date ~15 hours per person
• Aligned highest value leads to most skilled role types increasing P0 segment conversion 8%

Interim Strategy & Operations Lead for the Sales Development Representative Teams (onshore and offshore)

• Launching a new tech stack - pilot data indicates the software increases productivity 17% and eliminates the need for 2 existing software licenses saving $3M annually.

Lead Strategy and Operations for the Strategic Outside Sales Team

• Manage cross-functional analytics, business applications, and sales teams to solve strategic and operational inefficiencies
• Collaborate with Sales Finance & Planning to create quarterly goals for the Strategic Outside Sales Team
• Strategized with Sales Leadership to hit and exceed quarterly goals (Q1'22 - 100% ; Q2'22 - 103% ; Q3'22 - 103% ; Q4'22 - 128%)

Directed go-to-market strategy for new products (Storefront, Ads, Promotions, Alcohol, Bbot) and drove initiatives to increase product adoption across Pre-Sales

• Increased average number of products adopted per merchant by 44% in two quarters
• Authored product playbook now leveraged for all Pre-sale product launch and management
• Owned quarterly product planning including management of strategic compensation structures to match company goals

Piloted methods of reducing merchant acquisition cost while maintaining deal velocity with all Pre-sale teams

• Identified and implemented free-trial strategy leading to savings of $2.3M annually

Identified the need for a new performance management system

• Leveraged data to identify the right metrics to track and proposed and implemented a new system increasing productivity 5% across all Pre-Sale

Designed and project managed the transition from a fee-for-service payment model to a value-based model (subscription)

• Designed and implemented new internal processes essential for contract profitability
• Managed P&L for a $6 million contract & provided weekly status reports
• Proactively stepped into a client-facing role to support the success of the payment model transition

Piloted, launched, and product-managed the internal quality assurance platform enabling clinical management to review patients and make recommendations on a case-by-case basis

• Over 2,000 patient reviews completed initiating the placement of these patients on the appropriate healing plan of care and leading to over $250,000 in savings

Created an order tracking system for the Case Management Department that increased productivity by 50%

Developed GTM strategy for Clutch 2.0 launch and designed project plan for C-team

• Leveraged data to size addressable market
• Gathered primary and secondary data on 100+ cities to create market sizing reports and models in Excel
• Conducted 50 in-depth interviews with app users to identify the efficacy of the functionalities; wrote a concise analysis

• Developed financial models and market positioning to address client strategies
• Conducted primary and secondary research on markets, competitors, and customers through interviews, database searches, and commercial reports to help solve cases
• Strategic problem-solving employing data and research-driven analysis, findings of which were presented in final recommendations to clients
• Collaborated with team to create and edit PowerPoint materials presented to clients
• Identified key questions pertaining to each case and sourced industry experts to provide the answers