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Field Sales Operations Director - Americas
Medallia
Palo Alto, CA, United States
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Medallia was founded on a simple idea: that companies can win by putting the customer before everything else. Our SaaS platform does this by capturing customer feedback, analyzing it in real-time, and then delivering it to everyone in a company — from the c-suite to the frontline — to help them improve. We’re now considered the leaders in a space we helped to create, we’re Sequoia backed, and we’re growing like crazy, doubling in size every 12 months. We’ve got a culture focused on smarts, kindness, continual learning, irreverence… and our people love it. A full 95% of our employees would recommend us to their friends.
Come find out why.
The Sales Team drives adoption of Medallia’s products and services to companies seeking to deliver world-class experiences with every customer touch point in their organizations using a unified enterprise platform. We are rapidly penetrating the largest and most respected brands in the world across virtually every industry. Our team researches prospects, executes prospecting campaigns, unlocks opportunities for Medallia to add value, and ultimately cultivates new accounts for Medallia to help achieve their customer experience goals. Come join our team of dynamic, passionate, fun, sales professionals.
THE ROLE:
The Field Sales Operations Director, for the Americas region, will partner with the Vice President of Sales for the Americas and supports all aspects of the core Sales Operations activities across the whole Americas sales team.
The individual will be responsible for defining, managing and executing the sales operating plan for the Americas, including running the operating plan, forecast, analytics, quota and territory / account assignment. You will be partnering with other areas across the Enablement / Sales Ops / Strategy group as well as and other functional groups, to enable a predictable operational framework in a high growth environment. The individual will also be responsible for managing the Americas sales initiatives, defined and driven by the sales leadership.
This is expected to be a very hands on role, with the scope to build out a team to support the growing sales team in Americas.
KEY RESPONSIBILITIES:
• Serve as trusted advisor and ‘COO for Sales’ for the Americas sales team
• Develop and manage the sales operating plan for the Americas
• Manage the standard sales cadence, including forecast, quota, account assignments, resource onboarding
• Define and run all analytics required by the field leadership in the Americas to effectively run the business, including Pipeline, Coverage, Forecast, Account Impact, Share analysis, Rep effectiveness.
• Create and manage all sales dashboard, in system (SFDC and Clari), and through BI tools
• Partner with sales teams and sales management, on educating how to drive through being data driven in Sales
• Support the field teams in driving adoption of sales methodologies, account planning, opportunity management and qualification
• Own the Quarterly Sales Review process for the VP Americas
• Management of data integrity for the Americas
• Drive implementation of initiatives for the Americas sales leadership team across Medallia
• Partner with Sales Compensation and Planning, through the yearly process, for compensation design optimization
• Own a number of worldwide programs & projects across the Strategy, Sales Operations & Enablement team
ABOUT YOU / Required Qualifications:
• 10+ years’ experience in sales operations roles, including in SaaS enterprise sales environment
• Exceptional business acumen, business partnering, and leadership skills
• Experience with salesforce.com and sales productivity tools
• Advanced excel/google modeling and analysis skills
• Strong presentation, communication, and writing skills including Powerpoint
• Attention to detail, data quality, accuracy
• Highly responsive and organized
• Positive attitude and passion for the opportunity
• Proven ability to thrive in a dynamic, fast-paced, results-oriented environment
• Strong collaboration, teamwork, and partnership skills
• Bachelor’s degree
Preferred Qualifications:
• MBA
Medallia is proud to be an equal opportunity employer and is committed to providing equal employment opportunity regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, sexual orientation or any other category protected by law.