Director of Enterprise Sales, Medallia
More information about location
Customer experience management
Be an early applicant
Customer experience management
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
Medallia's mission is to help companies win through customer experience.
Role
Who you are
- 2+ years as a first tier leader of a high-performing enterprise software sales team
- 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
Desirable
- Demonstrated experience building and maintaining C-suite relationships
- Track record of inspiring and developing high-performing account management and sales professionals
- Previous experience/knowledge of the Customer Experience Management space or SaaS-based software solutions selling business value
- 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
What the job involves
- Medallia Sales brings our unique approach to Operational Customer Experience Management to enterprise customers across Financial Services, B2B, Telecoms, Retail, Hospitality, and Automotive industries
- Our team is responsible for winning the trust and building long-term relationships with our impressive customer base: 4 of America’s 5 largest banks, 6 of the 10 largest global Telcos, 5 out of the 10 biggest Fortune 500 retailers, 7 of the 10 largest global hotel chains, and 3 of the world’s top luxury car brands
- As a team of consultative Sales professionals, our mission is to create a legendary team and establish a reputation across enterprise software for sales excellence, career growth, and fun
- Lead a team of Account Executives focused on expanding Medallia's footprint across install accounts
- 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
Salary benchmarks
Our take
Medallia's SaaS platform, the Medallia Experience Cloud helps with the understanding and management of experience for customers, employees and citizens.
Its software captures experience signals created on daily journeys in person, digital and IoT interactions and applies proprietary AI technology to reveal personalised and predictive insights that can drive action to help businesses.
Medallia has become a leader in the market with over 1,000 customers, including some of the world's leading brands like Samsung, PayPal and Mercedes Benz. In 2021, it was bought out by Thoma Bravo, which helped it to achieve greater flexibility and bolster its leadership and customer team.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Some candidates hear
back within 2 weeks
-4% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Feb 2019
$70m
SERIES F
Jul 2015
$150m
SERIES D
Total funding: $325m
Company benefits
- Work from home opportunities
Company values
- Every Experience Matters: Big or small...we believe that nothing impacts the way someone feels about your company more than a positive or negative experience. That’s why we obsess over the details and will always push to help customers make every experience matter
- Always Be Innovating: Our infinite signal capture and AI-powered deep learning capabilities coupled with our seamless integration technology has made Medallia the world’s leading platform since day one. But where we are today isn’t nearly as exciting as where we’ll be tomorrow
- Fiercely Customer First: Customers, employees, users, partners – we believe everyone’s experience must be a stellar reflection of who we are. It guides our decision making and we genuinely know that customers are why we exist today
- Trust and Respect: Companies trust us with their most precious asset: their reputation. We treat people with respect that honors that trust. We know how critical data security is to our customers — many of whom operate in highly regulated industries. At Medallia we maintain industry-leading practices to protect that data
- All Belong Here: Everyone brings different life experiences to the table and we embrace them all. It makes us a stronger, smarter company. We encourage people to bring their whole selves to work each day, which is why we founded our Diversity, Inclusion and Belonging (DIBs) practice in 2016
- Talent Is Everywhere: Our company is brimming with smart, growth-minded people so we develop that talent and promote from within. We encourage our employees to shine in new ways through skills development, mentoring, and creating new opportunities for each and every person to advance
- Success from Sustainability: Intelligence and integrity dictates that we do all we can to protect the planet. We believe that continuously enacting this mindset we can win both in business and our integrity
Company HQ
Pleasanton, CA
Articles
Leadership
Borge Hald
(Executive Chairman)Previously a Manager at BCG. Has an MBA from Stanford
Leslie Stretch
(CEO, not founder)Previously President and CEO of CallidusCloud (acquired by SAP). Also Senior VP at Sun Microsystems
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