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The Revenue Leadership Podcast with Kyle Norton
Confessions from a First-Time CRO with Catie Ivey of Walnut
Jan 29, 2025
Catie Ivey, the CRO at Walnut, brings nearly 20 years of tech sales experience to the conversation. She delves into her journey as a first-time CRO, sharing the trials of setting up foundational processes in a startup. Catie emphasizes the importance of aligning teams and refining customer profiles in competitive markets. She discusses the pivotal role of clear positioning in sales strategies and highlights how transformative leadership, adaptability, and effective enablement are crucial for growth in early-stage organizations.
01:09:38
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Quick takeaways
- Catie Ivey shares that establishing clear communication and operational processes is essential for team alignment in a startup environment.
- She emphasizes the importance of transparent positioning and the ability to acknowledge competitors to build authentic relationships with prospects.
Deep dives
Career Journey in Tech Sales
Katie Ivey reflects on her nearly 20-year career in tech sales that began unintentionally right after college. Originally anticipating a brief stint in sales, she discovered her passion for solving business problems and building strong teams along the way. Her experience spans multiple significant companies in the MarTech sector, where she transitioned from an individual contributor role to leadership positions, ultimately landing her current role as Chief Revenue Officer at Walnut. Ivey emphasizes the unpredictable, yet rewarding nature of her career trajectory and the invaluable learning experiences gained from both successes and setbacks.
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