Go-to-Market Strategy and Planning, Manager (Sales Operations)

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 Manager is a critical role that supports budgeting, forecasting, resource planning, and analysis activities for Medallia's sales team. As the strategic and operational partner to sales leadership, the successful candidate will need to be comfortable with a range of responsibilities from strategy to execution to retrospective, have an eye for detail, and demonstrate the ability to deliver results utilizing 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. This role will report to the Director of GTM Strategy & Planning.

As our GTM Strategy & Planning Manager, you will be responsible for:

• Partnership: Be the trusted day-to-day operational partner supporting a portion of the Direct Sales Team and the Global Partner/Channel Sales Team
• 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 PAM and AE territories, goals, 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 teams
• Spearheading and driving operational improvements by developing, owning, evolving Sales operations cadence and identifying high-impact areas in our evolving processes.
• Collecting business requirements as it pertains to sales automation tools including CRM (SFDC), and partnering with enablement teams to train and enable the field to utilize systems that increase sales efficiency

Day-to-day focus will include:

• Weekly review of sales activity and pipeline 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 reporting packages to track business health (e.g. Forecasting, Pipeline coverage & productivity, KPI Scorecard, TAM)
• Support Coverage Model, Capacity Planning, Territory Assignment & Quota Setting for the Partner/Channel Sales team
• Be a leader in creating a data-driven culture of decision-making with stakeholders.
• Continually driving practice improvements to the Operational Cadence.
• Managing queries that pertain to quota retirement.

Minimum Qualifications:

• 3-5 years of experience in Sales Operations, Partner Operations experience a plus

Preferred Qualifications:

• Expertise with Salesforce.com
• Experience working within SaaS or B2B Technology company
• Familiarity with Anaplan, Clari, Excel, and other sales planning tools a plus
• Deep understanding of best practices for a well-managed SaaS partner sales process
• A highly organized 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 listening, communication and interpersonal skills; comfortable working with executive stakeholders.
• Experience with Tableau or other Business Intelligence software tools

Medallia is committed to equal pay and transparency. The annual base salary range for this position is $102,400 - $154,000. Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US. It is uncommon for an individual to be hired at or near the top of the range for their role, and compensation decisions are dependent on a variety of factors. Medallia considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate's work experience, the candidate's work location, education/training, key skills, internal peer equity, external market data, as well as market and business considerations when making compensation decisions.

Medallia also offers competitive health and wellness benefits, including but not limited to medical, dental, vision, 401(k), short-term and long-term disability, life and AD&D insurance, statutory leaves, paid parental leave, and paid holidays. Benefits and eligibility may vary by location and role.

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. Applications will be accepted for 30 days from the date this role was posted or until the role has been filled.