Regional Director, Sales (East)

Medallia; United States; On-site; USD 200,000 - 260,000; Full time

Job summary

Medallia seeks a Senior Sales Director to lead a team focused on acquiring new logos and expanding footprints within enterprise accounts across industries. You will shape strategy, manage territory plans, and drive multi-year renewals while collaborating with Solutions Consulting, Field and Inside Sales.

The role emphasizes building a high-performing team, developing top talent, and aligning with partners and executives to maximize revenue and customer value.

Qualifications

• 2+ years as a first tier leader of a high-performing enterprise software sales team.
• 5+ years as a top-performing individual contributor in an enterprise software account management or field sales role.
• Demonstrated experience consistently exceeding quota in an enterprise sales organization.

Responsibilities

• Lead a team of Sales Directors (Individual Contributors) focused on procuring net new logos and expanding Medallia's footprint across install accounts
• Support Sales Directors in developing and executing a strategy for expanding existing accounts via new lines of business and securing multi-year managing renewals. This includes partnering on prospecting strategies, meeting preparation efforts, territory reviews, and quarterly business reviews.
• Own, drive, and accurately forecast new software bookings, retention, and upsell/cross-sell opportunities
• Define territory strategies, account lists, and quota expectations
• Attract, recruit, and hire Sales Directors to build a high-performing team
• Inspire, develop, and retain high-performers
• Partner with key members of the Sales Ecosystem (Solutions Consulting, Field Sales, and Inside Sales)
• Build and execute relationships and go-to-market strategies with key Medallia Partners such as management consulting firms and global system integrators
• Partner internally with Sales and Ecosystem Leadership, Sales Operations, and Marketing to continuously improve our account approach, retention rate, and win rate
• Work with your Area Vice President and sales leadership team to set the vision, strategy, and tone for your region

Skills

Leadership

Enterprise software sales

Quota attainment

Team building

Strategic account management

Job description

Overview

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 Sales Team Medallia Sales brings our unique approach to Operational Customer Experience Management to enterprise customers across Financial Services, B2B, Telecoms, Retail, Hospitality, and Automotive industries. Our team is responsible for winning the trust and building long-term relationships with our impressive customer base: 4 of America’s 5 largest banks, 6 of the 10 largest global Telcos, 5 out of the 10 biggest Fortune 500 retailers, 7 of the 10 largest global hotel chains, and 3 of the world’s top luxury car brands. As a team of consultative Sales professionals, our mission is to create a legendary team and establish a reputation across enterprise software for sales excellence, career growth, and fun.

Responsibilities

• Lead a team of Sales Directors (Individual Contributors) focused on procuring net new logos and expanding Medallia's footprint across install accounts
• Support Sales Directors in developing and executing a strategy for expanding existing accounts via new lines of business and securing multi-year managing renewals. This includes partnering on prospecting strategies, meeting preparation efforts, territory reviews, and quarterly business reviews.
• Own, drive, and accurately forecast new software bookings, retention, and upsell/cross-sell opportunities
• Define territory strategies, account lists, and quota expectations
• Attract, recruit, and hire Sales Directors to build a high-performing team
• Inspire, develop, and retain high-performers
• Partner with key members of the Sales Ecosystem (Solutions Consulting, Field Sales, and Inside Sales)
• Build and execute relationships and go-to-market strategies with key Medallia Partners such as management consulting firms and global system integrators
• Partner internally with Sales and Ecosystem Leadership, Sales Operations, and Marketing to continuously improve our account approach, retention rate, and win rate
• Work with your Area Vice President and sales leadership team to set the vision, strategy, and tone for your region

Minimum Qualifications

• 2+ years as a first tier leader of a high-performing enterprise software sales team
• 5+ years as a top-performing individual contributor in an enterprise software account management or field sales role
• Demonstrated experience consistently exceeding quota in an enterprise sales organization

Preferred Qualifications

• Demonstrated experience building and maintaining C-suite relationships
• Track record of inspiring and developing high-performing account management and sales professionals
• Previous experience/knowledge of the Customer Experience Management space or SaaS-based software solutions selling business value
• Understanding of transaction structure best practices and ability to work with revenue recognition to build creative and complex deal structures to maximize revenue to Medallia

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 [e-mail]. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies