Senior Sales Development Representative, Alation
$100-128k
OTE
$70-90k
BASE
+ equity
3 days 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
$100-128k
OTE
$70-90k
BASE
+ equity
3 days 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
- You think like a strategist, execute like an operator, and use technology, data, and AI as force multipliers
- You are energized by outbound prospecting and love the challenge of opening doors into strategic accounts with relevance, creativity, timing, and persistence
- 3–5+ years of success in a quota-carrying SDR, BDR, inside sales, business development, or pipeline-generation role
- A proven track record of consistently exceeding pipeline, meeting-generation, Sales Accepted Lead, or qualified-opportunity targets
- Experience prospecting into mid-market, enterprise, and/or strategic accounts using cold calling, personalized email, LinkedIn, account-based outbound, and multi-channel engagement
- Strong ability to engage senior decision-makers and technical audiences with concise, relevant, business-oriented communication
- Technical curiosity and the ability to understand concepts related to data, analytics, AI, cloud platforms, governance, security, compliance, and enterprise software — then translate them into clear business value
- Practical experience using modern sales technology, AI, sales intelligence, and intent-based insights to work smarter across account research, prioritization, personalization, discovery preparation, follow-up, and pipeline creation
- Comfort using AI tools responsibly to improve account research, messaging, personalization, call preparation, objection handling, follow-up, and productivity while maintaining accuracy and strong judgment
- Strong CRM discipline, organization, coachability, resilience, competitive drive, and a desire to grow within enterprise technology sales; bonus points for experience in data, analytics, AI, cloud, governance, security, compliance, enterprise SaaS, or a relevant degree
What the job involves
- We’re building the next generation of AI-powered go-to-market at Alation, and we’re looking for a Senior Sales Development Representative to help lead the way
- This is not a traditional SDR role. This is a pipeline-creation role for a modern seller who understands that outbound prospecting has evolved. The best SDRs today combine business acumen, executive-level communication, technical curiosity, creativity, disciplined execution, and AI fluency
- As a Sr. SDR, you’ll be at the forefront of Alation’s growth strategy. You’ll create meaningful engagement with senior executives and technical buyers, uncover business initiatives, and generate high-quality pipeline that fuels company growth across Alation’s data intelligence and agentic AI opportunity
- You’ll partner closely with Account Executives, Regional Sales Managers, Marketing, Revenue Operations, and Sales Development leadership to build account-based outbound strategies, identify buying signals, personalize outreach, and engage the right prospects at the right time
- You’ll use AI-powered tools, intent data, account intelligence, call intelligence, and automation to research accounts, prioritize outreach, craft relevant messaging, and create conversations with leaders across data, analytics, IT, governance, compliance, security, cloud, and AI
- If you’re energized by innovation, thrive in a high-performance environment, and want to master the future of enterprise sales development, we’d love to meet you
- Own pipeline creation across target accounts, strategic industries, and assigned territories, with a focus on creating high-quality Sales Accepted Leads that convert into qualified pipeline
- Use AI-powered tools, intent data, account intelligence, automation platforms, and human judgment to identify, prioritize, and engage high-value prospects at the right time
- Build account-based outbound strategies that connect Alation’s value to executive priorities around trusted AI, data governance, cloud transformation, self-service analytics, data products, compliance, lineage, quality, and AI-ready data
- Research accounts deeply to understand business initiatives, leadership priorities, technology environments, trigger events, buying signals, buying committees, and potential Alation use cases
- Craft and execute personalized multi-channel outreach across phone, email, LinkedIn, video, events, referrals, partner signals, and emerging digital channels
- Partner with Account Executives and Regional Sales Managers to develop account plans, map stakeholders, identify whitespace, multi-thread into complex enterprise organizations, and create strong sales handoffs
- Conduct thoughtful discovery conversations that uncover business challenges, current initiatives, pain points, urgency, qualification fit, and next steps
- Use modern GTM tools such as Salesforce, Gong, Outreach, Orum, LinkedIn Sales Navigator, ZoomInfo, and 6sense, and leverage AI to improve execution, prioritization, personalization, and pipeline conversion
- Review call recordings, email performance, connect rates, conversion data, and pipeline outcomes to sharpen messaging, improve sequences, test AI prompts, and optimize outbound plays
- Collaborate cross-functionally with Marketing, Revenue Operations, Product Marketing, and Sales Leadership to share field insights, improve targeting, strengthen campaign performance, and serve as a peer leader for SDR best practices
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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