Kevin Walter
I like cold coffee and authentic conversations. Also RevOps.
GrayMatter RoboticsRevOps leader who’s made 15,000+ cold calls, rebuilt dozens of tech stacks, and knows how to make revenue predictable. I started my career in the trenches at
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io, dialing every day before the company hit $10M ARR. Always good experience to carry a bag yourself, before you rock the RevOps engine, after all. Since then, I’ve led revenue operations in-house (Head of RevOps at Quizizz, Director of RevOps at SalesScreen, RevOps Manager at MNTN) and as a fractional leader for 30+ SaaS companies including Canva, Tangoe, and Strata Identity. Across every role, the through-line is the same: I make forecasts trustworthy, align GTM teams with Finance, and design scalable systems that unlock growth from $10M to $100M ARR. I’ve rebuilt CRM and engagement stacks, eliminated data integrity issues, and delivered board-ready dashboards that leaders actually trust. Core focus areas: Forecasting & pipeline management • GTM alignment • SaaS growth strategy • Salesforce CPQ & Admin • HubSpot • io • Revenue efficiency & attribution • Change management. And yes — I still believe cold coffee fuels good ops, and we still like to host 1920s speakeasy parties at our house. Ask me about it sometime. History is cool too.
GTM Index
- GRAYMATTER ROBOTICSJOB
- Rev Ops Lead - GTM8M
Rev Ops Lead - GTM
GrayMatter Robotics
- TALK HIRINGJOB
- Owner / RevOps1Y 11M
Owner / RevOps
Talk Hiring
- GREASER CONSULTINGJOB
- Fractional Revops Consultant7Y 7M
Fractional Revops Consultant
Greaser Consulting
Currently serving as fractional Head of RevOps for multiple SaaS companies, while previously holding in-house leadership roles including Head of RevOps at Quizizz and Director of RevOps at SalesScreen. Partnered with 30+ SaaS orgs (Series A–D) such as Canva, Tangoe, and Strata Identity to scale GTM operations from ~$10M ARR through $100M+. Designed and optimized Salesforce/HubSpot ecosystems to improve forecasting, pipeline visibility, and cross-team alignment. Helped companies resolve churn forecasting blind spots, tighten lead → opportunity conversions, and standardize GTM reporting for Finance and Sales. Advised founders and GTM leaders on attribution, tooling strategy, and change ma…
- QUIZIZZJOB
- Head of Revenue Operations1Y 3M
Head of Revenue Operations
Quizizz
Built and led department. Hired team (Sales Ops, Marketing Ops, etc), un-siloed departments. Standardized pipeline stages and forecasting so Sales and Finance could consistently reconcile numbers with confidence. Reduced pipeline stage overrides by 90% by redesigning Salesforce logic (and integrating Datagroomr!) Rebuilt Salesforce/HubSpot/Outreach stack, eliminating duplicate record issues that had eroded pipeline trust. Automated lead routing and sequence design → SDRs booked more meetings with less manual effort. Partnered with CFO to deliver dashboards for pipeline, CAC, and churn → became board-level source of truth.
- SALESSCREENJOB
- Senior Mgr of Revenue Oper…1Y 2M
Senior Manager of Revenue Operations
SalesScreen
Built the US RevOps function during EMEA → North America expansion. Implemented HubSpot → Salesforce routing and enrichment that sped up lead handling and pipeline movement. Created dashboards with VP Sales to track SDR productivity and AE quota attainment, also created global KPI framework adopted across GTM teams Rolled out Outreach → Salesforce integration to support SDR scaling.
- MNTNJOB
- Revenue Operations Mgr1Y 2M
Revenue Operations Manager
MNTN
Supported company growth from ~$40M to ~$160M ARR (and 3 to 33 SDRS!) by optimizing Salesforce and GTM tech stack workflows and aligning quoting with Finance. Reduced sales cycle by over 33% (1 month+ saved by streamlining midfunnel stages!) Built executive dashboards that gave Finance and Sales a shared, reliable forecast view. Improved onboarding for new AEs with clearer processes and documentation.
- PANOPTAJOB
- Head of Revenue1Y 8M
Head of Revenue
Panopta
- Sales & Operations Lead9M
Sales & Operations Lead
Panopta
Started immediately after Series A -- lead outbound motion, stood up SDR function, created sales processes, hired team.
- OUTREACH.IOJOB
- Sales Development Represen…1Y 1M
Sales Development Representative
Outreach.io
Joined Outreach in its pre–$10M ARR stage during early hypergrowth. Made 15,000+ cold calls in one year → consistently hit quota and developed deep empathy for front-line sales challenges. Provided early user feedback that influenced product adoption strategies. Fun fact: landed the role after a recruiter noticed my quirky LinkedIn headline (“lover of cereal”). **Was flown to Seattle from State College to teach new SDR team how to be SDRs.
- MILE HIGH REALTY /COLORADO HOME FINDER REALTYJOB
- Store Mgr3Y 11M
Store Manager / Real Estate Agent
Mile High Realty /Colorado Home Finder Realty
Hired as a real estate agent: was promoted to real estate store manager in weeks. The goal of the store was to generate real estate leads with visuals, an onsite lender, and the staff’s knowledge. -- Hired and trained an awesome team from scratch, through data capturing, leading prospects through the buying cycle, and keeping team morale high. -- Lead weekly sales meetings via a store-wide CRM keeping each team member accountable to his/her leads. Good follow-up = the #1 indicator of success.
- Job: Greaser Consulting — Fractional Revops Consultant · 2018-06 – 2026-01 — Currently serving as fractional Head of RevOps for multiple SaaS companies, while previously holding in-house leadership roles including Head of RevOps at Quizizz and Director of RevOps at SalesScreen. Partnered with 30+ SaaS orgs (Series A–D) such as Canva, Tangoe, and Strata Identity to scale GTM operations from ~$10M ARR through $100M+. Designed and optimized Salesforce/HubSpot ecosystems to improve forecasting, pipeline visibility, and cross-team alignment. Helped companies resolve churn forecasting blind spots, tighten lead → opportunity conversions, and standardize GTM reporting for Finance and Sales. Advised founders and GTM leaders on attribution, tooling strategy, and change ma…
- Job: GrayMatter Robotics — Rev Ops Lead - GTM · 2025-12 – present
- Job: Talk Hiring — Owner / RevOps · 2024-09 – present
- Job: Panopta — Head of Revenue · 2019-05 – 2021-01
- Job: MNTN — Revenue Operations Manager · 2021-01 – 2022-03 — Supported company growth from ~$40M to ~$160M ARR (and 3 to 33 SDRS!) by optimizing Salesforce and GTM tech stack workflows and aligning quoting with Finance. Reduced sales cycle by over 33% (1 month+ saved by streamlining midfunnel stages!) Built executive dashboards that gave Finance and Sales a shared, reliable forecast view. Improved onboarding for new AEs with clearer processes and documentation.
- Job: Mile High Realty /Colorado Home Finder Realty — Store Manager / Real Estate Agent · 2012 – 2015 — Hired as a real estate agent: was promoted to real estate store manager in weeks. The goal of the store was to generate real estate leads with visuals, an onsite lender, and the staff’s knowledge. -- Hired and trained an awesome team from scratch, through data capturing, leading prospects through the buying cycle, and keeping team morale high. -- Lead weekly sales meetings via a store-wide CRM keeping each team member accountable to his/her leads. Good follow-up = the #1 indicator of success.
- Job: Outreach.io — Sales Development Representative · 2016-09 – 2017-10 — Joined Outreach in its pre–$10M ARR stage during early hypergrowth. Made 15,000+ cold calls in one year → consistently hit quota and developed deep empathy for front-line sales challenges. Provided early user feedback that influenced product adoption strategies. Fun fact: landed the role after a recruiter noticed my quirky LinkedIn headline (“lover of cereal”). **Was flown to Seattle from State College to teach new SDR team how to be SDRs.
- Job: SalesScreen — Senior Manager of Revenue Operations · 2022-03 – 2023-05 — Built the US RevOps function during EMEA → North America expansion. Implemented HubSpot → Salesforce routing and enrichment that sped up lead handling and pipeline movement. Created dashboards with VP Sales to track SDR productivity and AE quota attainment, also created global KPI framework adopted across GTM teams Rolled out Outreach → Salesforce integration to support SDR scaling.
- Job: Panopta — Sales & Operations Lead · 2018-08 – 2019-05 — Started immediately after Series A -- lead outbound motion, stood up SDR function, created sales processes, hired team.
- Job: Quizizz — Head of Revenue Operations · 2023-06 – 2024-09 — Built and led department. Hired team (Sales Ops, Marketing Ops, etc), un-siloed departments. Standardized pipeline stages and forecasting so Sales and Finance could consistently reconcile numbers with confidence. Reduced pipeline stage overrides by 90% by redesigning Salesforce logic (and integrating Datagroomr!) Rebuilt Salesforce/HubSpot/Outreach stack, eliminating duplicate record issues that had eroded pipeline trust. Automated lead routing and sequence design → SDRs booked more meetings with less manual effort. Partnered with CFO to deliver dashboards for pipeline, CAC, and churn → became board-level source of truth.
- School: Eastern University — BA, Organizational Communications
Skills
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