Sales Operations and Strategy, Senior Manager

Overview

Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents.

We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy. We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success.

We believe: Every Experience Matters. Talent is Everywhere. All Belong Here.

At Medallia, we hire the whole person.

About the Role:

Our Sales Operations Senior Manager is a lynchpin role, augmenting the productivity, efficiency and effectiveness of the entire sales organisation. As the regional “go to” person from an operational "engine-room" perspective the successful candidate needs to be comfortable with a range of responsibilities, have an eye for detail, and demonstrate the ability to deliver results utilising virtual teams. To establish strong operational support in developing environments requires drive, determination, and comfort with autonomy. The confidence to challenge and seek the best possible solution in any situation is crucial. Medallia places great emphasis on openness, a collaborative approach, and honest opinions.

Responsibilities

As our Sales Operations Manager, you will be responsible for:

• Partnership: Be the trusted day-to-day operational partner with focus on the EMEA and APAC region with broader global support as needed
• Planning & Analytics:Own the end-to-end process of tracking the sales funnel and operational metrics and deliver regular insights to the business leaders. Define and deliver recommendations to improve the funnel performance for sales management
• Develop and maintain seller territories, sales goals, sales compensation plans & incentives
• Maintain a high level of data hygiene
• Continuous focus on improving sales velocity by improving and aligning processes, systems, data/reporting, and other tools to enable sales teams
• Spearheading and driving operational improvements by developing, owning, evolving Sales operations cadence and identifying high-impact areas in our evolving sales processes.
• Selecting, implementing, and managing sales automation tools including CRM (SFDC). Training and enabling sales team to utilise systems that increase sales efficiency
  
  
  

Day-to-day focus will include:

• Weekly review of sales activity and pipe generation analysis and deliver presentations for Senior Executives
• Supporting ongoing analysis of business performance required to inform executive decisions on a daily basis and producing weekly & monthly packs to track business health (e.g. Forecasting, Pipeline coverage & productivity, KPI Scorecard, TAM)
• Assist other team members in implementing Medallia’s Go-To-Market Strategy in our INTL region (Coverage Model, Capacity Planning, Territory Assignment & Quota Setting)
• Be a leader in creating a data driven culture of decision making with stakeholders.
• Help onboard the Sales Organization with respect to tools & systems usage.
• Continually driving practice improvements to the Operational Cadence.
• Dealing with deal crediting and compensation queries.
  
  
  

Qualifications

Minimum Qualifications:

• 5+ years of experience in Sales Operations, operational execution or closely related role
• Expertise with Salesforce.com
• Experience working within SaaS or B2B Technology company
  
  
  

Preferred Qualifications:

• Experience with Tableau or other Business Intelligence software tools
• Familiarity with Anaplan, Clari and other sales planning tools a plus
• Deep understanding of best practices for a well managed SaaS sales process
• A highly organised and analytical mind with strong collaboration, teamwork, and partnership skills
• Resilience and the ability to balance the capacity demands of multiple time-zones and an extremely fast-paced environment.
• Excellent communication and interpersonal skills, comfortable in presenting to executive stakeholders.
  
  
  

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 ApplicantAccessibility@medallia.com. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies.