Head of Inside Sales

Medallia’s mission is simple: to create a world where companies are loved by customers and employees alike. Hundreds of the world’s best-loved brands trust Medallia’s Software-as-a-Service application to help them capture customer feedback everywhere the customer is (on the phone, in store, online, mobile), understand it in real-time, and deliver insights and action everywhere—from the C-suite to the frontline—to improve their performance. Founded in 2001, Medallia is growing quickly with more than 1000 employees globally in Silicon Valley, New York, London, Paris, Sydney, Buenos Aires, Austin, Washington D.C., and Tel Aviv. 

Medallia Sales is a fast growing, global, no­-nonsense and approachable organization where the best ideas are implemented, no matter where they come from. We are a late stage start-up with a culture focused on smarts, kindness, continual learning, and feedback.  Our people love it. Come find out why!

The Role

  • We are looking for a Head of Inside Sales to inspire, lead, coach and manage a Global Inside and Digital Inside Sales team. Reporting to the VP of Account Management and Inside Sales, individuals in this role should possess depth of knowledge in Enterprise Software and demonstrated experience, and a passion for, developing both scalable strategies for growth and the people on their team.


  • Set the vision, strategy, and tone for the Sales Development team as well as the newly formed Medallia Digital Insides Sales team
  • Own, drive, and accurately forecast opportunity progression and new software bookings
  • Continually re-assess conversion rates, qualification process, compensation plans and marketing messaging/programs to generate highly qualified opportunities
  • Attract, recruit, and hire to build an operationally sound and highly motivated inside sales teamInspire, develop, coach, and mentor your team
  • Partner internally with Field Sales, Sales Ops, and Marketing to continuously improve our sales approach and win rate

Required Qualifications

  • Bachelor’s degree in Business or related area
  • 10+ years of B2B software technology sales management experience and 5+ years in sales leadership
  • Track record of successful achievement within an inside sales environment and building/nurturing processes to drive results
  • Experience with a consultative value-based selling approach
  • Demonstrated leadership, team management, and employee development skill at the global level
  • Excellent organization, communication and presentation skills

Preferred Qualifications

  • Passion for the Customer Experience Management space
  • Excellent business acumen
  • Expert relationship builder and motivator
  • Creative, innovative, highly energetic and inspired to build, coach and develop a successful team
  • Demonstrated strategic thinking with an entrepreneurial spirit
  • Ability to create a culture of success and ongoing business and goal achievement
  • Proven ability to influence cross-functional teams
  • Positive attitude, strong work ethic, and passion for managing projects to conclusion

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.

Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and state disability laws.

Meet Some of Medallia's Employees

Natalie N.

Sales Development Representative

Natalie works on the Inside Sales Team to find new customers interested in partnering with Medallia. She helps these partners improve customer experience at their respective companies.

Shwetha S.

Senior Manager, Implementations

Shwetha works with a portfolio of Medallia clients to design and implement the best customer experience programs. She works to maximize client results and make a real change in their customer experiences.

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