Nathan Walker

Go-To-Market & Revenue Leader | Player-Coach | AI Innovation

Boise, Idaho, United States9.5k followers

VODA.ai®

ex-Wizaly - United States

ex-TigerGraph

I’m a SaaS sales and GTM builder with 15+ years helping AI, analytics startups scale from zero to predictable growth. I’ve sold as a founding AE and early GTM hire, developing product-market fit, outbound systems, and sales playbooks for emerging tech companies.
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At Wizaly, I launched the S. go-to-market motion and built an AI-driven outbound engine using agentic workflows, voice cloning, and automated sequencing to generate consistent pipeline in a brand-new market. Earlier at TigerGraph, I helped enterprise clients unlock data insights through graph and AI-powered analytics. Highly technical by background, I often serve as my own sales engineer—diving deep into data architectures, APIs, and integrations to tailor solutions and accelerate technical validation. As a leader, I’ve also managed and mentored sales engineering teams, aligning them tightly with sales strategy and product direction. I combine modern AI workflows with proven sales methodologies like MEDDPICC, Force Management, and Challenger, creating scalable, data-driven systems that improve win rates and deal velocity. I’m passionate about companies building intelligent, high-impact technology—and about turning that innovation into predictable, repeatable revenue.

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GTM Index

VODA.AI®JOB
1. Dir of Sales - West
  5M
WIZALY - UNITED STATESJOB
1. Founding Account Executive
  2Y 10M
TIGERGRAPHJOB
1. Sr. Account Executive - St…
  1Y 8M
PYRAMID ANALYTICSJOB
1. Sales Dir
  1Y 7M
TIBCO SOFTWAREJOB
1. Strategic Account Executiv…
  1Y 8M
2. Sr. Enterprise & Federal A…
  5Y 1M
INRIVER PIMJOB
1. Sr. Account Executive
  1Y 7M
OCEJOB
1. Sr. Account Executive
  1Y 9M
PAYETTE GROUPJOB
1. VP Of BD
  2Y 10M
2. Sr. Recruiter
  3Y 10M
HEWLETT-PACKARDJOB
1. Sr. Tech. Support Eng
  5Y 7M
2. Technical Support Agent
  1Y 1M

Job: VODA.ai® — Director of Sales - West · 2026-03 – present — As Director of Sales for the West at VODA.ai, I lead regional growth while also operating as a player-coach, actively working alongside the team to help utilities adopt modern, data-driven approaches to infrastructure management. VODA.ai is an AI-powered SaaS platform designed to help water utilities make smarter decisions about their underground infrastructure. By combining proprietary machine learning models with GIS and infrastructure data, the platform predicts pipe failure risk, identifies potential lead service lines, and supports more effective capital planning. Our goal is to help utilities reduce costly main breaks, prioritize infrastructure investments, and better protect one of…
Job: Wizaly - United States — Founding Account Executive / U.S. GTM Builder · 2023-01 – 2025-11 — Helped launch Wizaly’s U.S. expansion as the company’s first revenue hire, responsible for proving product-market fit and generating early traction in a new market. Built the outbound motion from scratch, designing an AI-driven prospecting system that automated outreach through email sequencing, LinkedIn, and agentic workflows. Worked hands-on through every stage of the sales cycle — from market discovery and lead generation to enterprise deal execution and onboarding — while collaborating closely with leadership to localize messaging, pricing, and positioning for U.S. buyers. Partnered cross-functionally with marketing, product, and operations to align GTM infrastructure, implement CRM a…
Job: TigerGraph — Sr. Account Executive - Strategic Accounts · 2021-05 – 2023-01 — Joined TigerGraph as part of the early U.S. sales team, helping bring graph analytics and AI-driven data platforms to enterprise organizations. Focused on opening new strategic accounts and proving the value of graph technology in complex data environments across finance, energy, and retail. Closed enterprise deals with companies such as Greenlight Planet and advanced major opportunities with Boeing and Walgreens, guiding them through multi-stakeholder sales cycles involving data architecture, analytics, and security teams. Consistently ranked among the top 10% of global sellers. Partnered with marketing and product teams to refine positioning and improve GTM efficiency, leveraging soluti…
Job: Pyramid Analytics — Sales Director · 2019-10 – 2021-05 — Led enterprise sales for a fast-growing Business Intelligence and analytics platform, driving consistent overachievement and top performance across multiple regions. Partnered with executive leadership to refine GTM strategy, improve sales forecasting accuracy, and mentor a team of account executives while still carrying an individual quota. Implemented MEDDPICC and Force Management Command of the Message frameworks to improve deal qualification, pipeline velocity, and win rates. Known for building deep relationships with enterprise data and IT leaders, translating complex analytics use cases into tangible business outcomes. Collaborated cross-functionally with product and marketing teams…
Job: TIBCO Software — Strategic Account Executive - North East Region · 2018-02 – 2019-10 — Led enterprise sales for TIBCO’s analytics and business intelligence suite, helping major organizations modernize their data infrastructure and accelerate decision-making. Managed complex sales cycles across Fortune 1000 and public sector accounts, partnering with CIOs, data leaders, and technical teams to drive measurable business impact. Consistently exceeded quota and earned multiple President’s Club and Quota Club awards for outstanding performance. Specialized in enterprise and OEM sales for Jaspersoft and Spotfire, with responsibility for forecasting, territory expansion, and federal accounts. Leveraged MEDDPICC, Force Management, and Challenger methodologies to improve deal executi…
Job: inRiver PIM — Sr. Account Executive · 2016-07 – 2018-02 — Joined inRiver to expand enterprise adoption of its Product Information Management (PIM) platform across new North American markets. Responsible for full-cycle sales including prospecting, solution design, and contract negotiation for complex multi-stakeholder deals. Closed key new logos within the first 90 days and quickly became a trusted advisor to clients focused on digital transformation and eCommerce enablement. Mentored new account executives on sales process, value-based discovery, and deal management while maintaining an individual quota. Collaborated with implementation partners to deliver integrated PIM and digital shelf solutions, helping enterprise customers improve product d…
Job: TIBCO Software — Sr. Enterprise & Federal Account Executive · 2011-05 – 2016-06 — Responsible for Federal & Enterprise Sales ($1 Billion in revenue and above) for Tibco Analytics (Jaspersoft, Spofire & JETL product lines) Tibco Jaspersoft is the world's most powerful embedded platform. Our OEM partners can embed various pieces of functionality from our powerful BI server, right into their applications using 2 lines of Javascript with our powerful visualize.js API.
Job: Oce — Sr. Account Executive · 2009-06 – 2011-03 — Outside sales of OCE & Canon software Document management solutions. Extensive experience with healthcare companies and HIPAA requirements.
Job: Payette Group — Vice President Of Business Development · 2006-08 – 2009-06 — Managed a team of 8 recruiters, while I helped build the hottest companies in bay area tech. All while still maintaining an individual quota.
Job: Payette Group — Sr. Recruiter · 2005-08 – 2009-06 — Helped build what are now some of the biggest names in Enterprise software.
Job: Hewlett-Packard — Sr. Tech. Support Engineer · 2000 – 2005-08 — Tier 2 and 3 support of HP DesignJet series printing solutions. Part of Eldorado sales initiative.
Job: Hewlett-Packard — Technical Support Agent · 1999-02 – 2000-03 — Handling incoming calls for the HP DeskJet product line. Top 5% of agents according to company stack rank.
School: University of Idaho — Mechanical Engineering
School: The College of Idaho — B.S., Major: Physics, Minor: Philosophy

Skills

SalesforceEnterprise SoftwareTechnical RecruitingBusiness IntelligenceCloud ComputingNew Business DevelopmentSourcingData WarehousingSolution SellingLead GenerationStrategic PartnershipsSaaSBusiness DevelopmentAccount ManagementStart-upsManagementCRMSalesStrategyMaking The Complex Simple

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Nathan Walker

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