What happens when a seasoned GTM leader becomes CEO for the first time and steps into a founder-led company with a global team? In this episode, Eric Anderson, CEO of Walnut, shares what it’s really like to take over a business built by someone else. He talks with AJ Bruno about building trust across time zones, rebuilding the go-to-market motion, and making bold decisions while honoring legacy culture. From listening tours to tough calls on pricing and segmentation, Eric opens up about the challenges and wins of his first six months in the role.

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Topline and Eric Anderson

(02:30) - Eric's Journey to CEO at Walnut

(06:49) - Navigating Cultural Differences in Leadership

(09:11) - Understanding Board Dynamics as a CEO

(11:36) - Making Bold Decisions as a First-Time CEO

(15:00) - Strategic Focus and Market Positioning

(16:52) - Looking Ahead: Future Plans for Walnut

SPOTLIGHT: What It Takes to Step into the CEO Role with Eric Anderson of Walnut

Topline

SPOTLIGHT: What It Takes to Step into the CEO Role with Eric Anderson of Walnut