Regional Director, Sales
Overview
Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the management of experiences, insights, and actions for candidates, customers, employees, patients, and residents alike.
We believe that every experience is a memory that can last a lifetime. Experiences shape the way people feel about a company. And they greatly influence how likely people are to advocate, contribute, and stay. At Medallia, we are committed to creating a world where organizations are loved by their customers and their employees.
We empower exceptional people to create extraordinary experiences together.
Bring your whole self.
About Our Sales Team:
Our Sales Team is focused on driving sustainable revenue growth by connecting large organizations with our innovative customer experience solutions that propel exceptional business outcomes. The team’s goal is to build strategic relationships with global enterprise clients, deeply understand their internal and external experiences and challenges, and deliver tailored CX/EX technologies and services.
Success is defined by the ability to close high-value deals, expand enterprise accounts, and position our company as a trusted CX/EX partner in a rapidly evolving market.
Our mission is to create a legendary team and establish a reputation across enterprise software for sales excellence, career growth, and fun.
Responsibilities
Lead a team of Enterprise and Strategic Account Executives focused on expanding Medallia's footprint
Support Account Executives in developing and executing a strategy for expanding existing accounts via new lines of business and securing multi-year managing renewals. This includes partnering on prospecting strategies, meeting preparation efforts, territory reviews, and quarterly business reviews.
Own, drive, and accurately forecast new software bookings, retention, and upsell/cross-sell opportunities
Define territory strategies, account lists, and quota expectations
Attract, recruit, and hire Account Executives to build a high-performing team
Inspire, develop, and retain high-performers
Partner with key members of the Sales Ecosystem (Solutions Consulting, Field Sales, and Inside Sales)
Build and execute relationships and go-to-market strategies with key Medallia Partners such as management consulting firms and global system integrators
Partner internally with Sales and Ecosystem Leadership, Sales Operations, and Marketing to continuously improve our account approach, retention rate, and win rate
Work with your Area Vice President and sales leadership team to set the vision, strategy, and tone for your region
Qualifications
Minimum Qualifications
3+ years as a first-tier leader of a high-performing enterprise software sales team owning large Enterprise accounts
5+ years as a top-performing individual contributor in an enterprise software account management or field sales role
Demonstrated experience consistently exceeding quota in an enterprise sales organization
Preferred Qualifications
Strongly Preferred: Previous experience/knowledge of the Customer Experience Management space and/or Contact Center space
Demonstrated experience building and maintaining C-suite relationships
Track record of inspiring and developing high-performing account management and sales professionals
Understanding of transaction structure best practices and ability to work with revenue recognition to build creative and complex deal structures to maximize revenue to Medallia
Medallia is committed to equal pay and transparency. The annual base salary range for this position is $162,000 - $210,000. This position is commission-eligible. Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US. It is uncommon for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a variety of factors. Medallia considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate’s work experience, the candidate’s work location, education/training, key skills, internal peer equity, external market data, as well as, market and business considerations when making compensation decisions.
Medallia also offers competitive health and wellness benefits, including but not limited to medical, dental, vision, 401(k), short-term and long-term disability, life and AD&D insurance, statutory leaves, paid parental leave, and paid holidays. Benefits and eligibility may vary by location and role.
At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal-opportunity workplace and is an affirmative-action employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at [email protected]. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies. Applications will be accepted for 30 days from the date this role was posted or until the role has been filled.
Apply To This Job
Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the management of experiences, insights, and actions for candidates, customers, employees, patients, and residents alike.
We believe that every experience is a memory that can last a lifetime. Experiences shape the way people feel about a company. And they greatly influence how likely people are to advocate, contribute, and stay. At Medallia, we are committed to creating a world where organizations are loved by their customers and their employees.
We empower exceptional people to create extraordinary experiences together.
Bring your whole self.
About Our Sales Team:
Our Sales Team is focused on driving sustainable revenue growth by connecting large organizations with our innovative customer experience solutions that propel exceptional business outcomes. The team’s goal is to build strategic relationships with global enterprise clients, deeply understand their internal and external experiences and challenges, and deliver tailored CX/EX technologies and services.
Success is defined by the ability to close high-value deals, expand enterprise accounts, and position our company as a trusted CX/EX partner in a rapidly evolving market.
Our mission is to create a legendary team and establish a reputation across enterprise software for sales excellence, career growth, and fun.
Responsibilities
Lead a team of Enterprise and Strategic Account Executives focused on expanding Medallia's footprint
Support Account Executives in developing and executing a strategy for expanding existing accounts via new lines of business and securing multi-year managing renewals. This includes partnering on prospecting strategies, meeting preparation efforts, territory reviews, and quarterly business reviews.
Own, drive, and accurately forecast new software bookings, retention, and upsell/cross-sell opportunities
Define territory strategies, account lists, and quota expectations
Attract, recruit, and hire Account Executives to build a high-performing team
Inspire, develop, and retain high-performers
Partner with key members of the Sales Ecosystem (Solutions Consulting, Field Sales, and Inside Sales)
Build and execute relationships and go-to-market strategies with key Medallia Partners such as management consulting firms and global system integrators
Partner internally with Sales and Ecosystem Leadership, Sales Operations, and Marketing to continuously improve our account approach, retention rate, and win rate
Work with your Area Vice President and sales leadership team to set the vision, strategy, and tone for your region
Qualifications
Minimum Qualifications
3+ years as a first-tier leader of a high-performing enterprise software sales team owning large Enterprise accounts
5+ years as a top-performing individual contributor in an enterprise software account management or field sales role
Demonstrated experience consistently exceeding quota in an enterprise sales organization
Preferred Qualifications
Strongly Preferred: Previous experience/knowledge of the Customer Experience Management space and/or Contact Center space
Demonstrated experience building and maintaining C-suite relationships
Track record of inspiring and developing high-performing account management and sales professionals
Understanding of transaction structure best practices and ability to work with revenue recognition to build creative and complex deal structures to maximize revenue to Medallia
Medallia is committed to equal pay and transparency. The annual base salary range for this position is $162,000 - $210,000. This position is commission-eligible. Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US. It is uncommon for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a variety of factors. Medallia considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate’s work experience, the candidate’s work location, education/training, key skills, internal peer equity, external market data, as well as, market and business considerations when making compensation decisions.
Medallia also offers competitive health and wellness benefits, including but not limited to medical, dental, vision, 401(k), short-term and long-term disability, life and AD&D insurance, statutory leaves, paid parental leave, and paid holidays. Benefits and eligibility may vary by location and role.
At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal-opportunity workplace and is an affirmative-action employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at [email protected]. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies. Applications will be accepted for 30 days from the date this role was posted or until the role has been filled.
Apply To This Job