Senior Financial Analyst, GTM

Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the management of experiences, insights, and actions for candidates, customers, employees, patients, and residents alike.

We believe that every experience is a memory that can last a lifetime. Experiences shape the way people feel about a company. And they greatly influence how likely people are to advocate, contribute, and stay. At Medallia, we are committed to creating a world where organizations are loved by their customers and their employees.

We empower exceptional people to create extraordinary experiences together.

Bring your whole self.

The Role

Medallia is seeking a Senior Financial Analyst to join our Functional FP&A team, focusing on Go-to-Market (GTM) operations. As the primary FP&A partner to our Sales, Marketing, and Customer Experience teams, you will drive strategic financial planning and analysis to fuel topline growth. Key responsibilities include capacity and quota planning, long-range forecasting, performance analysis, and overseeing GTM headcount and vendor expenses.

You will collaborate with GTM executives to optimize costs and deliver actionable financial insights that shape growth strategies and resource allocation. The role demands strong business partnership experience, expertise in variance analysis and monthly close processes, advanced Excel/modeling skills, and a deep understanding of SaaS metrics and GTM analytics.

The ideal candidate is detail-oriented, proactive, and skilled at translating complex financial analyses into clear, actionable insights to support Medallia's growth as the leader in Experience Management.

Strategic Business Partnership & Planning

• Partner with GTM leadership (Sales, Marketing, Customer Experience) to influence monthly planning and achieve departmental and company-wide goals.
• Support capacity planning and quota setting processes, including sales rep productivity analysis, territory planning, and resource allocation modeling
• Develop and maintain long-range topline models integrating market trends, competitive dynamics, and growth strategies
• Collaborate with Sales and Marketing Operations to align financial forecasts with operational plans.

Financial Planning & Analysis

• Manage the monthly close and forecast processes for GTM organizations, delivering detailed variance analysis and performance insights.
• Lead monthly business reviews with executives, presenting actuals vs. forecasts with actionable insights and recommendations.
• Oversee daily financial forecasting, including PR approvals, headcount planning, and real-time forecast accuracy.
• Lead annual budget planning for GTM organizations, aligning with company strategic priorities.
• Conduct ad-hoc analyses on GTM performance, including sales efficiency, customer acquisition costs, marketing ROI, and productivity metrics.

Performance Analysis & Insights

• Analyze short-term performance trends, such as pipeline conversion, deal velocity, win rates, and quota attainment.
• Deliver insights on risks and opportunities to guide investment decisions in sales efficiency, ARR growth, customer retention, and pricing optimization.
• Support pricing and packaging analysis, including competitive benchmarking and profitability modeling
• Create executive dashboards and KPI reports to track GTM performance.

Minimum Qualifications

• 3+ years of Financial Planning and Analysis experience supporting Business Finance functions, with FP&A processes including monthly close, variance analysis, headcount reconciliation, and collaboration with Accounting teams.
• Demonstrated experience with financial planning tools (e.g., Anaplan, Workday Adaptive Planning, Oracle, or similar platforms).
• Advanced proficiency in Excel/Google Sheets and experience building complex financial models.
• Bachelor's degree in Accounting, Finance, Business, Economics, or a related field, or equivalent experience.

Preferred Qualifications

• Experience supporting Sales, Marketing and/or GTM organizations in a SaaS or technology environment.
• Experience in FP&A roles at public or private equity-owned companies, with exposure to investor reporting.
• Strong knowledge of SaaS metrics (e.g., ARR, CAC, LTV, churn) and subscription business models.
• Proven ability to identify business needs, challenge assumptions, and drive process improvements.
• Advanced Excel/Google Sheets skills, with expertise in complex modeling, scenario analysis, and data manipulation.
• Familiarity with Salesforce CRM, Anaplan, NetSuite ERP, or similar systems.
• Excellent communication and presentation skills, with the ability to convey complex financial concepts to non-financial stakeholders.
• Experience in long-range capacity modeling, quota planning, and GTM resource optimization.
• Familiarity with sales compensation planning and territory management.
• Experience in marketing budget planning and ROI analysis.

Medallia is committed to equal pay and transparency. The annual base salary range for this position is $88,000 - $137,500. 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) scope and responsibilities of the position, candidate's work experience, 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.