Medallia, the global leader in SaaS Enterprise Feedback Management (EFM) solutions, is expanding. Recently named by Forrester Research as a Leader in the EFM space, Medallia is leveraging its position to accelerate sales in a market that’s exploding with the rise of social media. Our proven sales team will quadruple in size in 2012 as Medallia invests heavily in sales and marketing. We offer leading-edge products, an A+ list of customers (25% of which are on Fortune’s global “most admired companies” list), a 99% customer retention rate, exciting growth opportunities, and an amazing culture in which to work. We need proven field sales leaders who can help recruit, hire, develop, and manage high-performing field sales teams. If you are a top-performing sales leader in the enterprise Software/SaaS field sales space, we’d like to speak with you!
Position Responsibilities
- Reach ambitious team sales targets in a rapidly evolving market.
- Develop and implement strategies to meet sales objectives and exceed customer expectations.
- Prospect for, hire, and develop top sales reps; identify “veins” (ongoing sources) of sales talent.
- Lead team of 5+ field sales reps.
- Relentlessly improve win ratio: develop heuristics for determining the probability of deal success, train reps on heuristics, redirect reps away from low-likelihood deals.
- Support reps by serving, when needed, as senior leader in client prospecting, sales calls, and ongoing customer relationships.
- Accurately forecast sales performance.
- Attend and participate in sales meetings, conference calls, training programs, and conventions.
- Serve as conduit between field and company:
- Represent field reps internally, such as with senior leadership, marketing, client solutions/services, etc.
- Communicate reconnaissance from the field to company
Requirements:
- 6-10 years of experience in enterprise software/SaaS sales:
- 3-5 years managing field sales
- 3-5 years in field sales
- Proven top performer (consistently beats targets and beats peers at top-performing companies) both as a manager and as a rep.
- Bachelor’s degree.
- Evidence of stellar academic performance, such as: GPA of 3.5 or above, top university, high test scores, academic honors (dean’s list, awards, etc.), professor references, etc.
- Team experience (military, athletics, entrepreneurship, etc.).
- Proven analytical ability: knows CRM systems and can clearly explain, in laymen’s terms, how to use and interpret CRM data to drive better performance.
- History of continuously innovating on and improving sales processes and techniques.
- Experience in start-up, high-growth companies and/or clearly articulated passion for building companies.
- Evidence of fit with our “high performance, no jerks” culture (think: the Marines meet the Peace Corps):
- Team player
- Passionate about winning
- Ability to travel extensively (80%+).
Nice to haves:
- Technical background, such as BS in a technical major.
- Solution selling training.
- Sales experience at enterprise software / SaaS companies known for exceptional sales (examples: Oracle, PTC, Siebel).
- Prior experience as a field trainer or training manager.
- Experience at companies that grew from $30MM to $100MM.
- Experience selling to retail, financial services, hospitality, and B2B industries.
- Understanding of Enterprise Feedback Management (EFM).
