• Developing and executing regional business strategies
• Leading annual and quarterly planning processes
• Providing data-driven insights to support executive decision-making
• Optimizing go-to-market and sales performance
• Prioritizing investments across countries and business segments
• Aligning cross-functional teams including Sales, Finance, Marketing, Customer Success, and Operations

The role focuses on accelerating revenue growth, improving operational efficiency, strengthening partner ecosystems, and ensuring business performance through financial planning, KPI management, market analysis, and executive governance, while adapting corporate strategy to the unique regulatory, competitive, and cultural dynamics of international markets.

Responsibilities

CRM Governance & Data Infrastructure

• System Ownership: Act as the primary owner and administrator of Salesforce (SFDC), establishing clear rules, fields, and governance structures to maintain data integrity.
• Pipeline Hygiene: Own and enforce CRM stage definitions, pipeline hygiene, and rigorous data scrubs to provide a flawless system of record.
• Operational Reporting: Build, maintain, and own real-time operational dashboards and rep-level activity tracking to keep sales leadership informed on day-to-day execution.

GTM Execution & Territory Operations

• Quota & Territory Deployment: Own the operational loading of quotas and territory assignments into the CRM. Manage rules of engagement and execute mid-quarter quota adjustments seamlessly.
• Process Alignment: Continually improve sales velocity by aligning GTM processes, tools, and systems across the international region.
• Tool Stack Management: Select, implement, and manage the sales automation tool stack, ensuring high enablement and tool adoption across the sales organization.

Qualifications

Minimum Qualifications

• 5+ years of experience in Revenue Operations, Sales Operations, or a closely related operational execution role.
• Expertise with Salesforce.com as an administrator/power user (architecting fields, data rules, and governance).
• Experience working within a SaaS or B2B Technology company.
• Deep experience managing regional commission tracking, payouts, and territory execution.
• Familiarity with Sales Planning & Execution tools (e.g., Anaplan, Clari, or specialized commission software).

Preferred Qualifications

• Proven track record of managing CRM data flowing into data warehouses (e.g., Snowflake) for consumption by analytics teams.
• High resilience and the ability to balance the capacity demands of an extremely fast-paced, multi-timezone international environment.
• Excellent collaboration and communication skills, with a proven ability to challenge stakeholders constructively to enforce data discipline.

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.