Director – US Revenue Operations @ Alation

Director – US Revenue Operations

Posted on 3/10/2023

INACTIVE

Locations

Raleigh, NC, USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Data Analysis

Sales

SQL

Tableau

Communications

Requirements

7+ years of experience in Sales Strategy & Rev Ops
Expertise in all things SFDC
Strong leadership skills and people management experience
We're looking for a highly consultative and customer-centric sales professional with superb collaboration skills
Capacity to think and act on both a tactical and strategic level
A creative thinker who's not afraid to share ideas and give (and receive) both positive and negative feedback
A risk taker who has a high level of ambitions balanced with good business judgment and instincts
Strong background focused on quantitative analysis, Excel, and logical reasoning
Experience with SQL, Tableau, and/or Einstein Analytics (or similar analytical packages) a plus
Strong ability to influence and drive solutions cross-functionally with senior leadership
Strong written and verbal communication, with experience delivering presentations to an executive audience
Passion for Data and Analytics - We believe in a world where informed decision-making is the norm, and we would love it if you share this vision
Positive, professional demeanor, with a can-do attitude, no job is too big or small

Responsibilities

Strategy - Deliver strategic projects for Alation that provide key business insights and high-priority initiatives as we enter our next phase of growth (Cross functional demand generation efforts, addressable market identification, entry and growth pricing, churn reduction programs, process design and implementation, long term forecasting, capacity planning etc.)
Planning - Build & manage territory plans for sales organization that align with the company's go-to-market strategy and maximize sales productivity
Compensation - Partner with cross-functional team to drive incentive plan strategy that results in highly motivated plans and strong productivity from our sales team
Team Sessions - Partner with cross functional leadership teams to facilitate long term planning for kick-off, regional sales meetings, end of quarter war room, QBR's. Run point on vision and agenda
Deal Desk - Manage a team that are the SMEs supporting RFP responses, pricing strategies and contracts. Act as the SME that coordinates and guides all back-office processes to expedite sales, providing guidance on revenue recognition rules to maximize deal creativity. Set up and negotiate Subscription Orders for new, expansion and renewal transactions. Review common asks periodically and standardize methods wherever possible to streamline processes. Run point on all custom deals that require inputs from multiple stakeholders and responsibility for quoting tools
Tools - Maximize value from Alations tech stack with tools like Demandbase, Techtarget, Momentum, UserGems, Zoominfo, Qualified, RFPIO and more
Reporting - Proactively provide insights on reporting analysis of overall health of Alations GTM strategy, providing outcomes and action plans to continually monitor and improve performance

Due to its remote and hybrid culture, Alation conducts all of its interviewing and onboarding virtually.

Big Data isn’t a problem. It’s an opportunity.

At Alation, we help people find, understand, and trust data. So they not only excel in their work — they drive value for their enterprise, team, and role. In the words of one customer, “Alation makes me look like a rockstar.”

We help companies like Pfizer and Salesforce empower their people with the best data every day. As a platform for innovation, Alation helps customers create game-changing solutions (like a program for early-stage disease detection with Pfizer) and connect people to great data in less time (like Salesforce, whose analysts can now find data 35% faster). And we’re just getting started.

With more than $340M in funding - valued at over $1.7 billion and 450+ customers with household names - Alation is poised to capitalize on data as an opportunity. Headquartered in Silicon Valley, Alation was named to Inc. Magazine’s Best Workplaces list for the third time, and our exceptional Glassdoor rating (4.7 out of 5!) reflects a culture that makes coming to work each day a joy. Do you want to join a team that welcomes new ideas, supports your growth, and recognizes your unique value?

Join us!

Alation is looking for a highly driven, analytical, results-oriented RevOps professional to provide operational support to our sales team. As our US Revenue Operations Director reporting to the Sr. Director, Revenue Operations, you will be responsible for leading and managing the US Revenue Operations function and maximizing revenue growth through the development, implementation, and ongoing maintenance of sales strategies, programs, systems, and initiatives. You will need past experience in a fast-paced, rapidly growing organization and be willing to roll up your sleeves to get the work done. You excel at driving scalable processes, influencing in all directions, and have a solid understanding of the enterprise selling processes.

What You’ll Do:

Strategy - Deliver strategic projects for Alation that provide key business insights and high-priority initiatives as we enter our next phase of growth (Cross functional demand generation efforts, addressable market identification, entry and growth pricing, churn reduction programs, process design and implementation, long term forecasting, capacity planning etc.)
Planning - Build & manage territory plans for sales organization that align with the company’s go-to-market strategy and maximize sales productivity.
Compensation - Partner with cross-functional team to drive incentive plan strategy that results in highly motivated plans and strong productivity from our sales team.
Team Sessions - Partner with cross functional leadership teams to facilitate long term planning for kick-off, regional sales meetings, end of quarter war room, QBR’s. Run point on vision and agenda.
Deal Desk - Manage a team that are the SMEs supporting RFP responses, pricing strategies and contracts. Act as the SME that coordinates and guides all back-office processes to expedite sales, providing guidance on revenue recognition rules to maximize deal creativity. Set up and negotiate Subscription Orders for new, expansion and renewal transactions. Review common asks periodically and standardize methods wherever possible to streamline processes. Run point on all custom deals that require inputs from multiple stakeholders and responsibility for quoting tools.
Tools - Maximize value from Alations tech stack with tools like Demandbase, Techtarget, Momentum, UserGems, Zoominfo, Qualified, RFPIO and more
Reporting - Proactively provide insights on reporting analysis of overall health of Alations GTM strategy, providing outcomes and action plans to continually monitor and improve performance

What You’ll Need:

7+ years of experience in Sales Strategy & Rev Ops
Expertise in all things SFDC
Strong leadership skills and people management experience
We’re looking for a highly consultative and customer-centric sales professional with superb collaboration skills
Capacity to think and act on both a tactical and strategic level
A creative thinker who’s not afraid to share ideas and give (and receive) both positive and negative feedback
A risk taker who has a high level of ambitions balanced with good business judgment and instincts
Strong background focused on quantitative analysis, Excel, and logical reasoning
Experience with SQL, Tableau, and/or Einstein Analytics (or similar analytical packages) a plus
Strong ability to influence and drive solutions cross-functionally with senior leadership
Strong written and verbal communication, with experience delivering presentations to an executive audience
Passion for Data and Analytics - We believe in a world where informed decision-making is the norm, and we would love it if you share this vision
Positive, professional demeanor, with a can-do attitude, no job is too big or small

Base Salary Target: $159,578 - $187,504

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.

#LI-RB1

#LI-Remote

More About Alation

Our founders have come together from different backgrounds: business, engineering, and design. This unique mix from our founding team is important to the Alation culture story. Today, our team consists of creators and communicators with varied backgrounds - from Stanford, to the Indian Institute of Technology, big companies and one-person startups, the United States, and abroad. We continue to seek ever more diverse perspectives as we grow.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on

the basis of race, name, religion, color, national origin, gender identity and expression, sexual orientation, age, marital status, veteran status, or disability status.

Why Alation?

- Market-Leading Data Catalog Provider

- High-growth, collaborative environment with diverse and inclusive teams

- Continuous learning, enrichment and development opportunities

- Competitive pay and health offerings including commuter benefits

- Flexible time off to relax and recharge

and much, much more!

51-200 employees

Website

Data analytics for enterprises

Company Overview

Alation is a hyper-growth startup leading the Machine Learning Data Catalog space with an innovative product, passionate customers, and a team of people all working towards a common goal: to change the way people work with data.

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

Company Core Values

Move the Ball: Taking action, whether it’s effecting a partial solution or taking a small step forward instead of a big one.
Listen Like You’re Wrong: Listening with an open mind, trying to understand others’ perspectives before sharing your own.
Build for the Long-Term: Taking the time to lay solid foundations for future success.
Measure Success Through Customer Impact: The team ultimately measures themselves by the impact they achieve. They strive for fairness and kindness in all interactions.