When a company enters its next growth stage, opportunity typically follows — and Medallia is well into its second act.
The customer feedback management platform, which has traditionally supported enterprises, recently launched a new commercial-style product fit for midmarket-sized companies.
As a result, internal growth opportunities abound, especially for those on Medallia’s sales development team.
Just ask Anna Towata, who first joined the customer experience platform in 2015 as an SDR. After one year, she was promoted to team lead, then seven months later she became a manager. In 2017, she moved to Medallia’s newly opened Austin office to help build an inside sales team, where she currently sits today.
“Medallia has given me the opportunity to follow my passions and grow personally and professionally,” Towata said.
We chatted with Towata to learn more about the important role her team will play throughout the company's success as well as what makes working for Medallia’s sales organization a truly unique opportunity.
At what point in your career with Medallia did you know you wanted to become a leader?
As an SDR, I was able to work with a number of field leaders who mentored me and always went above and beyond to help me grow as a sales person. I quickly realized the importance of coaching and how every experience that I had as an SDR was an opportunity to learn and grow. I wanted to share this experience and to help create processes that would improve the sales development team’s strategy and workflow so that we can optimize and drive business value for Medallia.
What makes working for Medallia’s sales organization unique?
There are a number of things that make Medallia’s sales organization unique. The first one is partnership. We all have one common goal, to help create a world where companies are loved by customers and employees, and our sales organization works together to drive this mission.
Another thing that stands out is that the Americas sales development team is women-led, from the team leads Amanda and Lauren, myself, all the way up to our CMO Sophie Chesters. It’s extremely unique and empowering.
Lastly, how we approach understanding, adapting and meeting our customers where they are is special to Medallia. We are currently expanding into the midmarket, which will allow us to drive our mission across different types of organizations so they too can give their customers and employees a seat at the table for every business decision. In this way, the sales team in Austin is able to be part of the newest initiatives at Medallia and have a role in how we deliver solutions to the midmarket.
We all have one common goal, to help create a world where companies are loved by customers and employees.”
What tools or skills will an SDR pickup at Medallia?
SDRs at Medallia will pick up the ability to collaborate with multiple lines of business within the organization, developing and perfecting key sales skills and the opportunity to grow within an expanding organization.
It is an exciting time for Medallia, and the sales development team is a huge component of that. SDRs will have coaching opportunities from not only their leaders, but also from everyone they interact with in the field: marketing, ops, HR and more. We invest in professional development through our enablement program and believe coaching our SDRs to promote their unique strengths is the best way to drive individual and team success. They are also given a platform to build a brand for themselves, which will open opportunities for career progression and development.
What do you look for in candidates when adding to your team?
Since we’re a company built on giving feedback, we’re looking for people who are coachable, naturally curious and passionate about making our clients feel loved by their customers and employees. Sales and prospecting can be a grind, so hard work, adaptability and positivity go a long way. We also look for folks who are goal-oriented and looking to learn a lot in a fast-paced environment.
What growth opportunities are available for members on your team and how do you help them get there?
With a growing organization comes a lot of opportunities. As leaders and coaches, we seek to understand which passions our SDRs have and where their interests are. We have partnered with other parts of the organization such as account management, midmarket, field sales and consulting to help the SDRs follow their passion. For example, we are currently scaling our SDR team, and we need more leaders within our team to help make sure we are coaching and helping our reps. We recently promoted three SDRs to team leads.
What’s next for Medallia? What are you most excited for?
Over the past four years, I have seen the changes Medallia has taken to help drive our mission. From creating and acquiring new products, to investing in new people and strategies, it has been an exciting journey and opportunity to work for a company that's purpose is to understand the needs of the customer and to transform organizations to put their customers first. I am looking forward to the day where every company has the ability to leverage Medallia.
