Full-Time

Director – Inside Sales

Alation

Alation

501-1,000 employees

Enterprise data catalog and governance platform

Compensation Overview

$150.6k - $203.3k/yr

San Carlos, CA, USA

Hybrid

Three days on-site per week in Redwood City.

Bachelor's

Category
Sales & Account Management (1)
Required Skills
Claude
Forecasting
Salesforce
Data Governance
Data Analysis

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Requirements
  • 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.
  • Operator mindset with deep inside sales discipline — you live in the activity metrics, run a tight weekly cadence, and lead with an “inspect what you expect” philosophy. 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.
  • Hands-on, player-coach mentality. You are willing and able to get into deals, run discovery, build business cases, and close — not just inspect a forecast.
  • Experience building and scaling Commercial / mid-market or inside sales teams — hiring bar, ramp, enablement, comp design input, territory carving.
  • Excellent cross-functional operator: works seamlessly with Marketing, CS, SE, RevOps, Product, and Field Sales.
  • Outstanding communicator and coach. You can move easily between a 1:1 deal coaching session and an executive-level forecast review.
  • Bachelor’s degree or equivalent practical experience.
Responsibilities
  • Own the number for the segment: new ARR, expansion ARR, Net Revenue Retention (NRR), and Gross Revenue Retention (GRR). You will partner closely with Marketing, Sales, Deployment Strategist, Enablement and Operations to build a repeatable, metrics-driven sales motion that scales.
  • 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.
  • 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.
  • Partner with BDR/SDR leadership and Marketing on demand generation, account-based programs, and pipeline coverage for the segment.
  • Instill an “inspect what you expect” culture — clear leading indicators, weekly scorecards, transparent dashboards, deal inspection, and accountability for the numbers. No surprises in the forecast.
  • Operate AI-native ways of working across the team — use Alation, Salesforce, Outreach, Claude and modern AI sales tooling to accelerate research, prospecting, deal prep, call review, forecasting, and coaching. Set the example for what an AI-first sales org looks like.
  • Represent the segment’s GTM strategy to leadership: present at QBRs, weekly forecast calls, and exec staff meetings; surface what’s working, what’s not, and what we need to change.

Alation provides an enterprise data catalog and data governance platform that helps organizations find, understand, trust, and collaborate on data across large environments. The product inventories data assets into a searchable catalog with metadata, lineage, and governance features, delivered via a subscription plus professional services, training, and support. It stands out by combining a widely adopted data catalog with governance capabilities and services to reduce data silos and improve data-driven decisions, backed by ROI evidence. Its goal is to help organizations manage data more effectively, improve data quality, enable trust and collaboration, and drive better decision-making and operational efficiency through a scalable catalog and governance platform.

Company Size

501-1,000

Company Stage

Series E

Total Funding

$315M

Headquarters

Redwood City, California

Founded

2012

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Simplify Jobs

Simplify's Take

What believers are saying

  • Rick Baker joined as COO on April 7, 2026, strengthening go-to-market execution.
  • Curation Automation reached general availability on March 9, 2026, lowering stewardship costs.
  • AI Governance launched May 14, 2026, targeting EU AI Act, GDPR, NIST, and ISO 42001 demand.

What critics are saying

  • Atlan, Collibra, DataHub, and Microsoft Purview squeeze Alation on catalog and governance deals.
  • AIOS risks becoming a confusing rebrand if buyers want catalogs, not operating systems.
  • If AI Governance disappoints, Alation’s pivot weakens and customers migrate before 2027 renewals.

What makes Alation unique

  • Alation’s 2026 AIOS unifies data, context, agents, and governance into one system.
  • The 2025 Numbers Station acquisition adds agentic workflows over structured enterprise data.
  • Alation’s behavioral metadata engine still differentiates through usage-derived catalogs, lineage, and trust signals.

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Benefits

Health and wellness package

Vacation and time off

401(k), performing bonus, and company equity

Promote from within; lunch and learns

Commuter benefit program, company outings, happy hours, certain meals provided

Growth & Insights and Company News

Headcount

6 month growth

1%

1 year growth

2%

2 year growth

2%
Storage Newsletter
Jul 16th, 2026
Alation launches AIOS: all-new Intelligence Operating System for enterprise AI.

Alation launches AIOS: all-new Intelligence Operating System for enterprise AI. Designed to prevent AI from confident but quiet fails, AIOS puts data, context, and agents all in one governed, self-improving system. Alation Inc., a creator of an intelligence operating system, announced the introduction of Alation Intelligence Operating System (AIOS). AIOS is an operating system designed to help enterprises govern AI as they build and deploy it across their most critical business operations. The gap between AI initiatives and success is wide because so much enterprise data requires dynamic context to be useful. The challenges come in three ways: * Bad data reaches an agent, and it acts on stale or incorrect information with full confidence * An agent misreads context, applying the wrong definition or missing business logic that has changed since it was built * An agent itself drifts as instructions, tools, or training fall out of step with the environment it operates in When software breaks, it produces an error. When an agent breaks in one of these ways, it produces a confident, incorrect answer, where most organizations have no system of record to catch it before that answer drives a decision. AIOS addresses all three failure points by combining data, context, and agents into a unified operating system that is open, governed, and self-improving. "Enterprises need a system to ensure the AI they\'re already running can be trusted. No single eval or guardrail is enough to keep AI right," said Satyen Sangani, CEO and co-founder, Alation. "AIOS coordinates the data, context, and agents inside an enterprise's existing environment, so every decision an agent makes holds up. That's the operating system enterprises are missing today, and it's why we rebuilt Alation around it." Unlike AI platforms built around proprietary ecosystems, AIOS is an open, governed architecture that continuously self-improves across an organization's existing data and AI environment. By integrating agents, context, data, and governance together in one system, it simplifies AI governance and improves outcomes. Alation leverages its heritage in data quality, catalogs, and lineage, so organizations don't have a cold start preparing data to be AI-ready. Most enterprises cannot afford to get anything wrong in regulatory compliance, data fidelity, or operational outcomes, which is why Alation unified organizational data intelligence into a single system. "Enterprises have spent the last two years bolting AI onto data infrastructure that wasn't built for it - point solutions that don't talk to each other, with no way to explain why an agent did what it did," said Stewart Bond, VP, IDC. "What's missing isn't another AI platform; it's an operating system that keeps data, context, and agents in sync as the environment changes. Alation's move to unify these into an intelligence operating system is a signal of where this market is headed: away from fragmented tooling, toward a governed foundation enterprises can trust their agents to run on." "Confident and wrong is the most dangerous failure mode in enterprise AI, and it's the default one, because most governance today is applied after the agent has already acted," Sanjeev Mohan, founder, SanjMo. "What's needed is a system that enforces data quality and business context at runtime while the agent is deciding, not after it has decided." < The AIOS platform provides organizations with the ability to: * Build trusted agents grounded in governed enterprise knowledge, powered by Agent Studio (Agentic Automation) * Improve regulatory compliance through governed data and AI workflows, with proof ready on demand (Agentic Compliance) * Control context, lineage, and access so every AI-driven decision holds up under scrutiny (Agentic Data Governance) * Ask data questions in plain language and get answers grounded in trusted data (Conversational Analytics) * Govern AI by use case, with evidence already assembled (AI Governance) As AI becomes embedded across every business function, organizations require more than data management. They need an intelligent foundation that continuously connects agents, contexts, data, and governance to produce reliable business outcomes. Read also: Baker brings more than two decades of leadership experience, combining revenue and customer-facing functions under a unified operating model New solution strengthens enterprise AI insights with a single system of record for every AI model, agent, and tool - with live, board-ready compliance posture on demand

Associated Press
Jul 14th, 2026
Alation launches AIOS, an intelligence operating system for enterprise AI governance

Alation has launched AIOS, an Intelligence Operating System designed to help enterprises govern AI across critical business operations. The system addresses three key failure points: bad data reaching agents, agents misreading context, and agent drift as instructions fall out of step with their operating environment. AIOS combines data, context, and agents into a unified operating system that is open, governed, and self-improving. Unlike AI platforms built around proprietary ecosystems, it integrates with an organisation's existing data and AI environment, leveraging Alation's heritage in data quality, catalogues, and lineage. The platform enables organisations to build trusted agents, improve regulatory compliance, control context and lineage, and govern AI by use case. CEO Satyen Sangani said enterprises need a system to ensure their AI can be trusted, as no single evaluation or guardrail is sufficient.

Transmit Media Pty Ltd
May 14th, 2026
Alation launches AI Governance platform.

Alation launches AI Governance platform. Post date: Thursday, May 14, 2026 - 12:42 Enterprises rolling out artificial intelligence faster than they can govern it now have a new option from data catalogue vendor Alation, which has introduced Alation AI Governance, a system of record for AI models, agents and tools. Unveiled at the Gartner Data and Analytics Summit in London, the offering registers every AI asset in a single inventory, maps each to applicable regulations, generates evidence-backed model cards, routes approvals through regulation-aware workflows and produces a live compliance posture for executives. Alation says the product addresses a gap created when organisations deploy AI faster than governance frameworks can be applied. The vendor describes a familiar scenario in which model documentation lives in SharePoint pages, approval threads sit in email and stale records cannot satisfy regulators or board questions. The product registry covers built-in support for the EU AI Act, AI-relevant subsets of the General Data Protection Regulation, the United States National Institute of Standards and Technology AI Risk Management Framework, and ISO 42001. Customers can add additional regulations, with AI-assisted suggestions to accelerate requirement mapping. Five capabilities sit inside the product. An AI Asset Registry ingests assets from connected platforms or via software development kit submission. AI-Native Model Cards are generated from metadata, data dependencies and regulatory requirements, with every field citing a source. An Agentic Governance Workflow routes approvals by regulation applicability, sending a high-risk EU AI Act asset to Legal and the CISO while a NIST-only asset follows a standard chain. Missing evidence generates remediation tasks, and every action is logged in an append-only audit trail exportable in narrative format for regulators. The Executive Dashboard presents an overall compliance score, per-regulation breakdown with trend lines and the top open risk items blocking compliance, with drill-down to underlying assets. A board-ready PDF can be exported on demand. "The question in every boardroom has shifted from 'are we using AI?' to 'can we prove we're using it responsibly?'" said GT Volpe, Head of Product Management at Alation. "That proof does not come from policy documents filed in SharePoint." This year's agenda takes a deeper dive into: - Proving ROI from data, analytics and AI initiatives - Establishing AI-ready data foundations and best practices - Navigating the evolving AI agent landscape and deployment models Business Solution:

Yahoo Finance
Apr 7th, 2026
Alation appoints Rick Baker as COO to lead go-to-market strategy and scale global growth

Alation has appointed Rick Baker as Chief Operating Officer to lead its go-to-market strategy and oversee sales, customer operations and solutions. Baker brings over 20 years of leadership experience across automation, IoT and AI technologies. As COO, Baker will unify revenue and customer-facing functions under a single operating model to scale Alation's global growth. The company provides a knowledge layer that enables AI agents to operate on precise, well-governed enterprise data and processes. Baker previously built high-performing teams and scaled go-to-market operations across disruptive technologies. CEO Satyen Sangani said Baker's experience will be instrumental as Alation helps enterprises implement AI agents to drive business outcomes. Baker said Alation is well-positioned to deliver meaningful business impact as organisations seek greater value from their data and AI investments.

The National Law Review
Apr 7th, 2026
Alation appoints Rick Baker as Chief Operating Officer.

Alation appoints Rick Baker as Chief Operating Officer. Baker brings more than two decades of leadership experience, combining revenue and customer-facing functions under a unified operating model Rick Baker, Alation COO Redwood City, CA, April 07, 2026 (GLOBE NEWSWIRE) - Alation Inc., the knowledge layer empowering enterprises to achieve business outcomes, today announced the appointment of Rick Baker as Chief Operating Officer (COO). In this role, Baker will lead Alation's go-to-market (GTM) strategy and oversee Sales, GTM, Customer Operations, and Customer Solutions to scale the company's global growth and drive maximum customer impact. As COO, he will bring together critical revenue and customer-facing functions under a unified operating model. "I'm thrilled to welcome Rick to the executive team," said Satyen Sangani, CEO and co-founder of Alation. "Our goal is to help enterprises directly address challenges they face today when implementing AI agents to drive business outcomes. Rick's experience building high-performing teams and scaling go-to-market operations will be instrumental as we continue to work hand-in-hand with customers on their AI journey." AI agents can only scale if they operate on precise, well-governed knowledge. They need context about an organization's data and processes, and a continuous feedback loop that improves their accuracy with every interaction, across any platform, model, or application. Alation delivers this through the Knowledge Layer, enabling enterprises to drive real business outcomes from AI while retaining ownership of their enterprise knowledge. Baker's appointment as COO marks an important step in that mission. "I'm excited to join Alation at such a pivotal moment in its journey," said Baker. "Alation pioneered the data catalog category and has led the market to where it is today, and there's tremendous opportunity ahead. As enterprises seek to unlock greater value from their data and AI investments, Alation is ideally positioned to deliver meaningful business impact. I look forward to accelerating the company's go-to-market strategy and driving long-term value for industry-leading organizations worldwide." Baker brings more than two decades of leadership experience across disruptive and emerging technologies, including automation, IoT, and AI. Widely recognized for his ability to architect scalable GTM sales organizations and build world-class teams that drive sustained growth, Baker will advance Alation's mission to create an agentic knowledge layer that empowers enterprises to drive business outcomes and achieve true value from AI. The appointment of Baker as COO comes on the heels of the company's announcement of the general availability of Alation Curation Automation, which automates metadata governance at scale. The solution is a key component of Alation's outcome-based governance system, a revolutionary approach to data governance that replaces manual, process-driven programs with an agent-powered operating system. Outcome-based governance enables organizations to govern by intent rather than by process. Teams declare the business outcome they need to achieve - regulatory compliance, AI readiness, or trusted data products - and the system automatically interprets, enforces, and maintains those standards through purpose-built agents and continuous automation. About Alation Alation delivers an agentic knowledge layer that enables enterprises to achieve business outcomes and grow their most critical asset, knowledge. Global enterprises, including hundreds of Fortune 5000 companies, and organizations like AbbVie, American Family, Cisco, Finnair, Nasdaq, and Sallie Mae partner with Alation to realize hard ROI and business outcomes from data and AI. Alation led the creation of the data catalog market, was named a 2019 World Economic Forum Technology Pioneer, and has been named a five-time leader in the Gartner Magic Quadrants. Headquartered in Redwood City, California, Alation has been recognized five times by Inc. Magazine as one of the Best Workplaces. To learn more, visit https://www.alation.com.