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Head of Global Sales Development

| Austin
Medallia’s mission is to help companies win through customer experience. The world’s best-loved brands trust Medallia’s Experience Cloud™, which embeds the pulse of the customer in an organization and empowers employees with the real-time customer data, insights, and tools they need to make every experience great. Named a leader in the most recent Forrester Wave and ranked in the 2018 Forbes Cloud 100 list, Medallia is growing quickly, with a global footprint that spans Silicon Valley, Austin, New York, Washington DC, London, Paris, Sydney, Buenos Aires, and Tel Aviv. Here, we value people for each of the aspects that make them whole. We believe that people should not be defined only by a job title—nobody is "just an engineer" or "just a salesperson." We are each partners, parents, children, siblings, friends, and former classmates. We have different backgrounds and we celebrate different cultures. And, just like our product, we honor each of the experiences that build our people.
At Medallia we hire the whole person, not just a part of them.
We are looking for an experienced Global Leader of Sales Development with a proven track record with teams of 10+ experience growing a sales development team to 50+. The right candidate will be data-driven and have developed a mastery of the top of the funnel and pipeline development. They will also have proven experience excelling at motivating, building and managing a team, and have extensive experience in making top of the funnel and internal processes more efficient. We’re looking for someone who will be passionate about the craft of sales development and dedicated to its success at Medallia.
This leader must have strong B2B SaaS enterprise sales development and management experience and have built or grown and managed successful multi-channel inbound and outbound sales development business units previously. Ideally someone who is ready to roll up their sleeves and continue to iterate and build upon existing processes while providing innovation to support definition and implementation of the plan to exceed sales development objectives. The successful candidate will inspire, lead, coach and manage a Global Sales Development Team to ensure pipeline goals are met.
Individuals in this role should possess in-depth knowledge in sales development management best practices, managing MQLs and converting them to SQLs, and managing a teams to meet and exceed pipeline goals.
The right candidates have a passion for developing both scalable strategies for growth and the people on their team.

Required Qualifications:

  • Minimum of 5 years of experience of leading a team as a sales development Director or VP; preferably with 1-3 years of global management
  • Minimum of 10 years of experience working in sales development a fast-paced technology/SaaS company
  • Significant experience managing and growing outbound and inbound prospecting that includes targeting, outbound drip campaigns and support for website visitors, chat, email, phone, and event-driven interest and cold lead sources
  • Experience scaling a team of 20+ Reps & Managers globally that serves as the starting point for sales and other careers at Medallia and routinely promotes individuals into new roles
  • Demonstrated experience driving rigorous sales development execution and oversight, KPI management including hourly/daily metrics, forecasting, and pipeline management
  • Leverage sales automation, funnel management and prospecting tools to generate SQLs and to accurately meet forecast sales and revenue targets
  • Outstanding verbal and written communication skills
  • Work cross-functionally with enablement, marketing, sales teams, and sales operations to develop strategies and execution plans to grow the pipeline
  • Strong ability to coach your managers and sales representatives to higher performance
  • A Bachelor's degree or equivalent years of experience

Preferred Qualifications:

  • MBA, MS in a relevant field, or other similar advanced degree

At Medallia, we don’t just accept difference—we celebrate it 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 and consideration are afforded to all qualified applicants and employees. We won't unlawfully 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 category protected by law. 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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Technology we use

  • Sales & Marketing
    • SalesforceCRM
    • Outreach.ioLead Gen
    • DiscoverOrgLead Gen

Location

We are located in the heart of downtown Austin across the street from The Driskill and a block from popular restaurants and bars on 6th Street.

An Insider's view of Medallia

What’s the vibe like in the office?

At Medallia, we learn about our strengths and interests, pick up tricks from each other, and become better versions of ourselves - it's a fun evolution to take part in. Think Ravenclaw common room...the Medallia family is friendly, supportive, hilarious, and remarkably competent. If you're in the office, say hello and stay for a game of chess!

Summer

Workplace Services Specialist

What does your typical day look like?

Every day at Medallia presents new opportunities and challenges, so things stay fresh. Typically I grab an iced coffee before I start selling into the world's most recognizable brands; which includes researching the accounts, messaging prospects and meeting with their C-suite. Mix in some ping pong and a great lunch and you've got a typical day!

Jackson

Sales Development Representative

What are some things you learned at the company?

The people you work with have a tremendous impact on your day-to-day, professional, and personal development. People you can learn from are surrounding you - but it's on you to build those relationships, ask for help, and be humbled by the wisdom shared. A few lessons: assume good intent, the little things matter, and do what you say you will do.

Patrick

Sales Director

How do you empower your team to be more creative?

For any team to be creative, individuals need to feel totally supported by the organization. Our goal is to spark that creativity and drive to succeed through collaboration and trust. Empowerment happens when you know your team is behind you 100%. We're fortunate to work in an inclusive and diverse company that is fueled by creative drive.

Ben

Regional Director, Mid-Market Sales

How do you collaborate with other teams in the company?

At Medallia I'm able to work closely with colleagues outside of my job function on a daily basis. Whether I'm meeting with Sales or Account Managers on client strategy and goals for success, PMs on product updates, or Business Analysts to gain strategic insights, I'm able to get a fresh perspective and learn from people with different skill sets!

Devon

Customer Success Manager

What are Medallia Perks + Benefits

Medallia Benefits Overview

At Medallia, we couldn’t do what we do without you. That’s why we’re continually looking to enhance the ways we support you, with benefit programs and perks that allow you to bring your whole self to work. Whether it’s caring for your loved ones, having fun with your friends at work, or staying healthy, we want to provide you with the best support for you and your family.

We offer comprehensive health benefits where you select the plans that make sense for you and your family. We have paid downtown parking, public transit benefits, gym reimbursement, an on-site gym, catered lunch two days a week, lots of snacks and a weekly happy hour. We also have an open PTO plan, volunteer time off, and confidential counseling services to help you with challenges related to work, family, stress, finances and more. For families, we we have policies in place to help with the adjustment to parenthood. When a child joins the family, caregivers can be granted up to 12 weeks of 100% paid parental leave.

Culture
Volunteer in local community
During our annual Global Week of Giving, we have an entire week dedicated to giving back locally. In 2018, we volunteered at Community First! Village in Austin and Dress for Success.
Partners with Nonprofits
In 2019, Medallia joined Pledge 1%, a global movement in which giving back is ingrained into the DNA of companies of all sizes. Medallia is pledging 1% of our employee time and product.
Friends outside of work
Eat lunch together
Intracompany committees
Medallia has 10 Employee Resource Groups that are voluntary, employee-led groups that foster a diverse, inclusive workplace.
Open door policy
Team owned deliverables
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Employee Stock Purchase Plan
Match charitable contributions
Medallia is able to offer Employee Resource Group gift matching to eligible non-profits.
Child Care & Parental Leave Benefits
Generous Parental Leave
We provide up to 12 weeks of parental leave for the primary caretaker and 6 weeks of leave for the secondary caretaker.
Flexible Work Schedule
Medallia provides employees with a flexible work schedule that includes flexible start and end times that work for you and your manager.
Remote Work Program
Our remote work program includes work from home on occasion as needed, for those days your car breaks down or you just need a quiet space to focus.
Family Medical Leave
Adoption Assistance
Medallia offers 6 weeks of paid leave.
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Our employees receive 24 hours per year of paid volunteer time.
Paid Holidays
Paid Sick Days
Employees receive 40 hours per year of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
We offer pre-tax commuter benefits for all employees.
Company Outings
Medallia hosts company outings or celebrations at the office quarterly.
Stocked Kitchen
We have a fully stocked kitchen including unlimited snacks, cold brew on tap, coffee, tea and all of the flavored sparkling water you can handle.
Some Meals Provided
We provide breakfast items like cereal and yogurt daily. Employees get free catered lunch with hot items and salad bar on Monday and Wednesday.
Happy Hours
Happy hours are hosted once per week and feature a rotation of local beer and wine.
Parking
We offer employees paid on-site garage parking and overflow garage parking a few blocks from our downtown office.
Pet Friendly
Medallia's is dog friendly every day! You may just see Ronin, our resident Great Dane.
Fitness Subsidies
Gympass allows unlimited access to various gyms and classes at a very reduced price. You can choose between three plans and Medallia will contribute $20/month towards any plan you choose.
Professional Development Benefits
Job Training & Conferences
Cross functional training encouraged
Promote from within
Customized development tracks