Alation

Alation

Director, Inside Sales

USA-CA-REDWOOD CITY · Director

Sponsorship not specified$186k-$371kDetected 14 days ago
Agentic AISalesforceSalesForecastingPerformance ManagementCadenceResearchLeadershipMentoring

About the role

  • Alation is pioneering the next era of data intelligence — powered by AI agents and trusted data. Organizations around the world rely on Alation to drive self-service analytics, cloud transformation, data governance, and AI innovation. Our technology helps enterprises connect people and data to make faster, smarter, and more confident decisions. With more
  • than $340M in funding – valued at over $1.7 billion and more than 650 customers, including 40% of the Fortune 100.

Responsibilities

  • Build and lead a team of Inside Sales Account Executives covering Commercial accounts ($1B-$10B revenue), including hiring, onboarding, coaching, performance management, and career development.
  • Own the segment quota across new logo and existing customer expansion
  • forecast accurately, manage pipeline rigor in Salesforce, and operate a clean weekly cadence (pipeline, forecast, deal reviews, 1:1s).
  • Build and improve the Commercial sales motion: expansion and renewal playbook, account plans and MEDDPICC qualification, multi-threading, and value-selling against complex enterprise data and AI use cases.
  • Drive inside sales discipline - set the bar on weekly activity metrics (customer meetings, calls, emails, pipeline generation), inspect them rigorously, and coach the team to hit them consistently.
  • Run the renewal process end-to-end in partnership with Marketing and operations - own renewal forecasts, early risk signals, on-time renewal rates, multi-year extensions, and price uplift
  • Own the segment quota across new logo and existing customer expansion; forecast accurately, manage pipeline rigor in Salesforce, and operate a clean weekly cadence (pipeline, forecast, deal reviews, 1:1s).
  • Run the renewal process end-to-end in partnership with Marketing and operations - own renewal forecasts, early risk signals, on-time renewal rates, multi-year extensions, and price uplift; protect GRR and expand NRR.
  • Experience building and scaling Commercial / mid-market or inside sales teams - hiring bar, ramp, enablement, comp design input, territory carving.

Requirements

  • You can move easily between a 1:1 deal coaching session and an executive-level forecast review.
  • Bachelor's degree or equivalent practical experience.

Nice to have

  • 8+ years in enterprise / commercial SaaS sales, with 3+ years in front-line sales management.
  • Experience selling complex enterprise software (data, analytics, AI, governance, data infrastructure, or adjacent categories strongly preferred).
  • Proven track record of consistently hitting and exceeding team quota in a B2B multi-stakeholder enterprise sale
  • Demonstrated success driving revenue growth across both new logo acquisition and the existing customer base - you can speak fluently to NRR, GRR, gross retention, net expansion, churn, and the levers behind each.
  • You can show the dashboards you run your team on.
  • Strong command of the renewal process - quoting, risk scoring, save plays, escalation paths, multi-year, and uplift - and a track record of protecting GRR while growing NRR.
  • AI-native operator.
  • You actively use AI tools to do your job better (research, prospecting, call prep, forecasting, coaching) and have an opinion on how to roll AI tooling into a sales team's daily workflow.

Skills

  • Alation is pioneering the next era of data intelligence - powered by AI agents and trusted data.
  • Our technology helps enterprises connect people and data to make faster, smarter, and more confident decisions.
  • As data becomes the foundation of every business, Alation is leading the way in helping organizations unlock their full potential.

Compensation

  • $137,493.00 - $185,616.00
  • Salary Information
  • The base salary range is specific to the United States.
  • The salary of the final candidate selected for this role will be set based on a variety of factors, including but not limited to internal equity, experience, education, work location, specialty and training.
  • If the final candidate has a different level of experience, the base salary target range may be lower or higher than what is published.
  • The on target earnings (OTE) range is specific to the United States and is $185,616 - $371,232

Benefits

  • Partner with BDR/SDR leadership and Marketing on demand generation, account-based programs, and pipeline coverage for the segment.

Equal opportunity

  • The Company will strive to provide reasonable accommodations to permit qualified applicants who have a need for an accommodation to participate in the hiring process (e.g., accommodations for a job interview) if so requested.

Visa & Work Authorization

  • exual orientation, gender identity, age, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law
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This listing is sourced directly from Alation's careers page and normalized into a canonical job model.