Director, Inside Sales

Alation
Redwood City
Workplace: OnsiteFull timeUSD 137,493 - 185,616 annuallyFunction: SalesExperience: 8+ yearsEducation: bachelorsSkills: ["Communication","Leadership","Problem-solving","Coaching"]

Lead and scale the Commercial Inside Sales function for high-value enterprise accounts ($1B–$10B revenue). Hire, coach, and manage a player-coach team; own segment quotas (new logo and expansion), forecast rigorously in Salesforce, and drive an AI-enabled, metrics-driven sales motion including renewals and cross-functional collaboration.

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FursaFursa
Alation
Alation
2 months ago

Director, Inside Sales

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Source: Company careers pageValidated by: Fursa AI
Last checked: 20 hours agoStatus: Live

Job Summary

Lead and scale the Commercial Inside Sales function for high-value enterprise accounts ($1B–$10B revenue). Hire, coach, and manage a player-coach team; own segment quotas (new logo and expansion), forecast rigorously in Salesforce, and drive an AI-enabled, metrics-driven sales motion including renewals and cross-functional collaboration.
Location: Redwood City
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key 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).
  • •Sell alongside the team — get into deals, coach live, run discovery and executive conversations, negotiate, and help close strategic opportunities.
  • •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.

Pay and Benefits

Salary: USD 137,493 - 185,616 annually

Key Requirements

  • •8+ years in enterprise / commercial SaaS sales, with 3+ years in frontline sales management.
  • •Proven track record of consistently hitting and exceeding team quota in a B2B multi-stakeholder enterprise sale.
  • •Demonstrated success driving revenue growth across new logo acquisition and existing customer expansion (NRR/GRR).
  • •Operator mindset with deep inside sales discipline, including weekly cadence, dashboards, and forecasting.
  • •Bachelor’s degree or equivalent practical experience.
Experience:8+ yearsEnterprise SaaSDataAnalyticsAIGovernance
Education:Bachelor's
Skills:CommunicationLeadershipProblem-solvingCoaching
Tech Stack:SalesforceOutreachClaudeAIAlation

Company Brief

Alation
Provides a data catalog and data intelligence platform that helps enterprises find, understand, trust, and use their data for analytics, governance, and BI initiatives.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Funding: Series D
Headquarters: Redwood City, United States
Founded: 2012
Glassdoor
Glassdoor: 4.0
WebsiteLinkedIn