Webinar | New Roles, New Rewards: How Walmart is building a B2B Commercial Engine

Walmart's Stephen Pauzer on what it actually takes

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Building a B2B and media sales function inside a traditional retail business is harder than it looks. The roles are different, the comp structures are different, and the talent has never worked in retail before.

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Walmart's Senior Director of Total Rewards Stephen Pauzer joins RevenueShift's Marc Wallace and Andrew Harris for a candid conversation on the comp and org-design work behind Walmart's shift - how they reframed incentive plans, handled pay equity, and navigated the cultural friction of bringing B2B and media talent into a retail environment.

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You'll learn:

• Why your year-one plan will be wrong - and what you're actually learning in the first 12 months
• The 90-second test for spotting an over-engineered plan
• Why SIP eligibility is a one-way door, and how it drives comp cost of sale more than rates do
• What top sellers are really evaluating in an offer (it isn't headline OTE)
• Treating plan literacy as a change-management workstream, not an onboarding task

Whether you're making your first specialist sales hire or bringing structure to a function already growing faster than your processes can handle, this session was built for you.