Director of Customer & Go-To-Market Operations, Alation
$167.4-226k
Tuesday & Thursday in office
1 day a week in office (Redwood City, CA)
Enterprise data intelligence solutions
Be an early applicant
Enterprise data intelligence solutions
501-1000 employees
Be an early applicant
$167.4-226k
Tuesday & Thursday in office
1 day a week in office (Redwood City, CA)
501-1000 employees
Company mission
To help businesses and institutions to get better value from their data, improving outreach and profit by combining human potential with modern data intelligence.
Role
Who you are
- 12+ years of experience leading Marketing, Operations or Revenue driving teams in a high-growth SaaS environment. Consumption business experience is highly preferred
- Experience with the modern GTM stack (Salesforce, Marketo, ABM, sales engagement, enrichment, BI tools)
- Hands-on experience applying AI and automation tools (ChatGPT, Claude cowork, or similar) to GTM operations and a genuine drive to push further
- Proven experience building and executing Marketing and RevOps strategy — including operating model design, funnel governance, and cross-functional alignment
- Experience with sales territory design and compensation plan administration, including quota modeling, accelerators, SPIFs, and coverage planning
- Expertise with deal desk processes - quoting, pricing, order management, and CPQ tools
- Metrics and data-driven; hands-on with first principles thinking
- Proven ability to build multi-touch attribution models and translate complex pipeline data into clear, executive-ready insights
What the job involves
- We are seeking a Director of Customer and GTM Operations to lead our marketing and revenue transformation journey across the prospect and customer lifecycle
- Reporting directly to the Global Vice President of Customer and GTM Operations, you will partner cross-functionally with Marketing, Product, Finance, Sales and Revenue teams to implement an AI-first GTM model and drive growth and efficiency for Alation
- As a key member of the GTM Leadership Team, you will play a strategic and hands-on role in shaping Alation’s market presence, category leadership, and customer engagement
- Lead and develop a high-performing operations team; set a high bar for talent, performance, and ownership
- Define and drive marketing and revenue operations strategy — building the operating model, systems, and processes that connect marketing, sales, and customer success into a single, accountable revenue engine
- Reimagine the end-to-end go-to-market motion as AI-native — embedding intelligence across marketing, sales, and customer workflows to drive faster, higher-quality pipeline
- Own full-funnel pipeline analytics and execution — connecting marketing spend to sourced and influenced revenue; surface insights on funnel velocity, conversion rates, CAC, and pipeline contribution
- Operate, optimize and lead automation across the GTM stack — deploying AI tools to eliminate manual workflows, accelerate campaigns, and drive faster, smarter decision-making (Marketo, Salesforce, 6sense, Outreach, and more)
- Design and maintain sales territory models — partnering with Sales and Finance on segmentation, coverage planning, and territory carving to maximize rep productivity and market coverage
- Own sales compensation plan design and modeling — including quota setting, accelerator structures, SPIFs, and pipeline contribution metrics in partnership with Finance and Sales leadership
- Serve as the connective tissue between Marketing, Finance, and GTM teams — standardizing processes, aligning on shared KPIs, and driving operational consistency across the revenue team
Our take
While companies continue to gather huge volumes of data on customer behavior, efforts in leveraging said data are often hindered by data access and interpretation, which ultimately leads to incomplete datasets.
Alation is a machine learning powered data catalog. It pulls together all a company’s key data from popular sources like Oracle, Spark and Tableau, and presents it on its platform. This means that users can search for multiple strands of data on just one API. Its services include data governance, digital transformation, and data discovery.
With both the data catalog and data analytics market growing rapidly at a 25% annual growth rate, Alation finds itself in a very strong position having shown triple digit growth for four years running. The platform is used for diverse purposes by Pfizer, FinnAir, Pepsico, Salesforce, American Express and BMW.
It’s this range of applicability, from weather-induced flight delay prediction to rare disease identification, that has led to investments resulting in a valuation of $1.7B. Though it's not the only company of its ilk on the market, with the likes of Informatica, Aginity and Alteryx all competing, Alation’s rapid year-on-year growth, solid investment from the likes of Japanese data communications leader NTT DOCOMO and an elite customer base bodes well for the company's future.
Freddie
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2022
$123m
SERIES E
Jun 2021
$110m
SERIES D
Total funding: $315m
Company benefits
- Health insurance
- Dental insurance
- Vision insurance
- Life insurance
- Short-term disability
- Paid time off
- Paid holidays
- Personal sick days
- Parental leave
- Competitive Pay
- Company equity
- Performance bonus
- Flexible work hours
- Remote work opportunities
- Commuter benefits program
- 401(k)
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Satyen Sangani
(Co-Founder & CEO)Having studied at Columbia, they worked at Morgan Stanley, Texas Pacific Group, and Andale, before an MSc at Oxford. They then worked as a VP at Oracle for over 9 years prior to co-founding Alation in July 2012.
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