Director, Field Sales & Operations North America (Remote, US)

Location : Remote, United States | Team: Sales Operations & Enablement

Role Type: Full-Time Employee (Individual)

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.

The Role
Medallia is looking for a Director, Field Sales & Operations North America. This individual will drive value across a broad spectrum of the Company with a particular focus on maximizing revenue growth through the development, implementation, and ongoing maintenance of sales strategies, programs, systems, and initiatives.  The position requires strong business partnering skills, financial reporting, planning and modeling skills, and good business acumen. It also requires the ability to understand the big picture of the Company’s financial model and sales processes, while being very detail oriented.
This position reports to our Head of Global Sales Operations and is located in Pleasanton, CA.


  • Lead and manage Sales Planning & Operations functions and maximize revenue growth for the Sales Org as we continue to build upon our product and diversify our revenue streams.
  • Own all systems and tools related to our sales processes with Anaplan as our central hub. You will be responsible for evaluation, improvement, and implementation of tools and software, working closely with our Business Applications team for execution support.
  • Lead cross functional initiatives and collaborate closely with product, sales, marketing, partner management, analytics, and finance.
  • Develop key performance metrics and establish effective analysis of salesforce trends to identify opportunities for greater efficiencies and drive outsized performance.
  • Implement lifecycle management strategies to track relationships from lead generation to revenue realization, account development, and retention while developing strategies to maximize LTV.
  • Assist in all facets of sales planning, including regular updates to quotas, headcount, and sales plan.
  • Design, implement, and manage forecasting, planning, and productivity processes to ensure appropriate resourcing based on key business metrics across the organization.
  • Deliver strategic projects for our leadership that provide key business insights and high-priority initiatives as we enter our next phase of growth (lead generation efforts, acquisition strategies, addressable market identification, merchant pricing programs, etc.).
  • Partner closely with Sales Training to design and develop training programs to assist with the implementation of strategic projects or new products.

About You

  • You have worked with fast paced, rapidly growing SaaS organizations and a broad spectrum of sales metrics, processes, and tools. 
  • You have a thorough understanding of finance, accounting, enterprise and mid-market selling processes and experience with corresponding SaaS and Sales metrics are strongly preferred. 
  • You are able to identify process improvements in all aspects of Sales Operations.
  • You bring a willingness to roll up your sleeves and build complex models (in Excel and other planning applications).
  • You are a self-starter capable of driving business results without significant supervision and effective in dealing with ambiguity.

Minimum Qualifications

  • 8+ years of Corporate Finance or Sales Operations experience in high-growth environments
  • Bachelor’s degree in Accounting/ Finance/ Business or related field OR equivalent experience
  • Experience implementing and leveraging planning software tools
  • Experience with finance system design and implementations
  • Experience in managing joint projects of various sizes related to ERP, system and data integration

Preferred Qualifications

  • Well-organized, data driven, analytical, and comfortable managing multiple projects/stakeholders
  • Exposure to key financial management processes as required in a scaling organization
  • Public accounting and consulting experience, CPA a plus
  • SaaS industry experience preferred
  • MBA degree a nice-to-have
  • Board-level presentation experience
  • CX/EX experience preferred

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. Equal opportunity is afforded to all qualified applicants and employees. We do not discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other protected category. We also consider all qualified applicants regardless of criminal histories, consistent with legal requirements. 

Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and local disability laws. 

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