Alation is a computer software company that is on a mission to help its clients “find, understand, and trust data.” The company is known for its collaborati
Director, Inside Sales
Location
California
Posted
2 days ago
Salary
$150.6K - $371.2K / year
Seniority
Mid Level
Job Description
Director, Inside Sales
Alation
Title: Director, Inside Sales remote type Hybrid locations USA-CA-REDWOOD CITY time type Full time Job Description: Alation is pioneering the next era of data intelligence — powered by AI agents and trusted data. Organizations around the world rely on Alation to drive self-service analytics, cloud transformation, data governance, and AI innovation. Our technology helps enterprises connect people and data to make faster, smarter, and more confident decisions. With more than $340M in funding – valued at over $1.7 billion and more than 650 customers, including 40% of the Fortune 100. As data becomes the foundation of every business, Alation is leading the way in helping organizations unlock their full potential. By bringing intelligence, automation, and trust to every interaction, we empower customers to scale data-driven innovation with confidence and speed. Joining Alation means being part of a winning team shaping the future of AI-powered data intelligence. We move fast, think big, and deliver results together. We are hiring a Director of Inside Sales to build and scale our Commercial segment team, focused on accounts in the $1B–$10B company-revenue range. This is a player-coach, hands-on leadership role for someone who has built and run high-performing inside sales teams in a complex enterprise software environment, and who understands how to drive growth across both new logo acquisition and the expansion / retention of an existing customer base. This role reports into the SVP Sales, partnering closely with our VP of Customers and GTM Operations at our HQ. We work in a hybrid model—you’ll join us in ourRedwood City office3 days per week (Tue, Wed, Thurs) to collaborate, connect, and help build a high-energy Inside Sales culture in person What You’ll Do You will 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. This is not a hands-off role. - 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. What You’ll Bring - 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. 50/50 split. The on target earnings (OTE) range is specific to the United States and is $185,616 - $371,232 #LI-Hybrid #LI-MS1 Compensation Pay Range: $150,609.00 - $203,322.00 Salary Information 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. Alation, Inc. is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regards to that individual’s race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender identity, age, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. The Company will strive to provide reasonable accommodations to permit qualified applicants who have a need for an accommodation to participate in the hiring process (e.g., accommodations for a job interview) if so requested. This company participates in E-Verify. Click on any of the links below to view or print the full poster. E-Verify and Right to Work.
Related Guides
Related Job Pages
More Inside Sales Jobs
Mid-level Inside Sales Analyst
ASAASSimplificamos o recebimento de cobranças para pessoa física, MEIs e grandes empresas.
• Conduct demo meetings of Asaas solutions, strategically connecting customer pain points to product features • Analyze operational and financial scenarios of leads across various segments to propose customized solutions • Work with a focus on perceived value to address technical and commercial challenges • Maintain rigorous CRM organization, ensuring timely follow-ups and up-to-date data for accurate close forecasting • Serve as a reference on the Asaas ecosystem, conveying authority and confidence throughout the sales cycle • Collaborate closely with Pre-sales, Customer Experience (CX), Credit, CCF and other teams
• 通过电话营销、微信、互联网平台等渠道开发新客户并维护现有客户关系,支持指定区域,完成维保、企业搬迁、租赁等相关服务产品销售目标; • 快速响应线上客户的技术咨询,协同技术团队提供解决方案,推动采购流程闭环; • 定期分析客户采购数据及行业动态,运用 CRM 系统精准挖掘潜在需求、主动开拓增量业务机会; • 维护客户档案并定期复盘,制定个性化跟进策略,确保高复购率; • 能和团队内部同事良好配合,做好协助工作。
Inside Sales Representative
The Helper BeesImproving how Americans age by creating better connections between families, caregivers, and providers.
Role Description As an Outbound Sales Representative, you will be responsible for customer conversion; initiating customer outreach and lead/referral opt-ins, and facilitating initial setup/onboarding of new customers. In addition, you will act as the primary point of contact for churn escalations to re-engage customers, as applicable. Duties/Responsibilities - Conduct Outbound Calls: Proactively reach out to senior adults via phone to introduce and promote our products and services. - Build Relationships: Develop and maintain positive relationships with potential customers by understanding their needs, preferences, and concerns. - Product Knowledge: Stay well-informed about our products and services to effectively communicate their benefits and features to senior adults. - Customer Education: Educate senior adults and their families about the benefits offered. Guide members through THB’s marketplace platform to ensure they understand how to purchase products and services that meet their needs. - Customer Engagement: Listen attentively to customers, address their questions, and provide accurate information to help them make informed decisions. - Sales Targets: Meet and exceed weekly and monthly sales targets by effectively converting leads into customers. - Follow-Up: Conduct timely follow-up calls to ensure customer satisfaction and address any post-sale queries or issues. - Documentation: Accurately record customer interactions and sales activities in the CRM system. - Team Collaboration: Work closely with the sales team and other departments to share insights and improve sales strategies. - Other duties as assigned/necessary. Performance Metrics - Opt in rate: Maintain target opt in rate based on specific product. - Turn Around Time (TAT): Maintain TAT within SLA’s. - Work In Progress (WIP): Converted within 14 days. - Outbound Calls: Minimum of 40 outbound calls per day. Qualifications - Ability to thrive in a fast-paced environment. - Ability to handle objections and solve problems effectively. - Ability to engage customers with clear, concise, and compelling communication, effectively explaining product details in an easily understandable manner. - Comfort and adaptability when working with technology and learning new programs and computer systems. - Strong passion for helping others and problem-solving. - Excellent verbal and written communication skills with the ability to connect with senior adults empathetically. - Demonstrated patience and empathy when interacting with senior adults. - Strong listening skills and the ability to build rapport quickly. - Self-motivated with a positive attitude and a strong work ethic. - Flexibility to adapt to changing customer needs and sales strategies. - Must be 18 years of age or older. Education and Experience - High school diploma or equivalent preferred. - Previous experience in sales, preferably outbound sales, with a track record of meeting or exceeding targets. - Experience working with senior adults or in a similar demographic is highly desirable. - Experience in the healthcare industry is a plus! Physical Requirements - Ability to remain at your designated workstation for the duration of the workday. - Constantly operates a computer and other office productivity machinery, such as a phone and Voice over Internet Protocol (VoIP). - The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations. - The ability to observe details at close range (typically on a computer screen). Benefits - This position offers the flexibility of remote work at approved locations within the United States. - Candidates must have a reliable internet connection and a designated work environment conducive to professional phone calls and sensitive data. - Enjoy the convenience and comfort of working remotely while contributing to our team's success. Company Description The Helper Bees (THB) was created to fill an obvious need in an underserved community. Inspired by love and brought to reality through passion and determination, The Helper Bees was founded to empower older adult citizens and their families in their search for quality, affordable in-home care providers. We do this by providing older adults the ability to easily review, choose, and access affordable quality in-home helpers. The Helper Bees mission is to help people stay home longer through data-driven services that transform both the payer and the care-recipient experience. At THB, we define our company culture through our Core Values: - Quickly iterate through solutions. - Seek ways to create immediate impact. - Bee the teammate you want to work with. - Ask questions, answer questions. - Take the time to celebrate wins.
Role Description Inside Sales ist bei uns kein „Innendienst“. Du bist ein aktiver Vertriebskanal, der Potenziale hebt, Kontakte reaktiviert und Versorgungseintritte beschleunigt – datenbasiert, strukturiert und mit klarer Ergebnisverantwortung. Deine Mission: - Du baust und betreibst unsere Revenue Activation Engine: - Aktivierung bestehender Zuweiser (Pflegedienste, Pflegeheime, Ärzt:innen). - Reaktivierung inaktiver Quellen. - Planbare Kontaktstrecken schaffen, um Potenziale in Patientenversorgung umzuwandeln. - Aktivierung und Ausbau bestehender Quellen: - Systematischer Ausbau bestehender Zuweiserbeziehungen. - Erhöhung „Patient:innen pro Quelle“. - Identifikation von Ausbaupotenzialen je Quelle/Segment/Region. - Reaktivierung inaktiver Kontakte: - Identifikation von Quellen ohne aktuelle Patient:innen/Verordnungen. - Strukturierte Reaktivierungsstrecken aufsetzen. - Rückgewinnung in definierte Pipeline-Stufen überführen. - Telefonische Marktbearbeitung & Kontaktstrecken: - Proaktive telefonische Ansprache mit klarer Zielsetzung. - Planbare Touchpoints statt einmaliger Kontakte. - Einwandbehandlung, Nutzenargumentation und Verbindlichkeit herstellen. - Lead-Qualifizierung & Terminvorbereitung für den Außendienst: - Bedarf, Struktur, Entscheider, Volumen und Prozesse der Einrichtung klären. - Außendienst-Termine vorqualifizieren. - Saubere CRM-Dokumentation und strukturierte Übergabe. - Follow-up- & Pipeline-Management: - Konsequentes Nachfassen. - Pipeline aktiv pflegen. - Nächste Schritte fixieren. - Umsetzung von Standards. - Steuerung Versorgungseintritt (operativ-kommerziell): - Hürden im Versorgungseintritt identifizieren und abbauen. - Schnittstelle zwischen Zuweiser – Intake – operativer Versorgung sichern. - Beschleunigung: von Kontakt → Versorgungseintritt. - KPI-Tracking & kontinuierliche Verbesserung: - Steuerung über Aktivitäts- und Ergebnis-KPIs. - Nutzung von Daten/Reports zur Priorisierung. - Mitentwicklung unserer Inside-Sales-Standards und Playbooks. Qualifications - Erfahrung in Inside Sales / Telesales / Presales / Account Development. - B2B ideal, aber keine Voraussetzung. - Gesundheitswesen/Homecare von Vorteil, aber kein Muss. - Freude an proaktiver Telefonie und dem Arbeiten mit Kontaktstrecken. - Struktur, Disziplin und ein gutes Gefühl für Priorisierung. - Kommunikationsstärke: klar, verbindlich, empathisch. - Sicher im Umgang mit CRM/Tools (oder sehr lernstark); datenaffin. - Sehr gutes Deutsch in Wort und Schrift. Requirements - Unbefristetes Arbeitsverhältnis. - 100 % Remote, ortsunabhängige Arbeit im Homeoffice. - Familienfreundliche Arbeitszeiten in Voll- oder Teilzeit (mind. 30 Stunden/Woche). - Kein Schichtdienst, keine Feiertage und Wochenenden, keine Rufbereitschaft. - Flexible Urlaubsgestaltung bei 31 Tagen Urlaub. - Komplette Hardwareausstattung, mit Handy, Notebook, Monitor, Drucker usw. Benefits - Transparentes Vergütungsmodell plus steuerfreie Homeoffice-Pauschale. - Steuerfreie monatliche Zuschüsse und weitere attraktive Zusatzleistungen. - Attraktives Vergütungspaket zwischen 37.000 € und 43.000 € brutto jährlich für eine Vollzeitstelle. - Private Krankenzusatzversicherung ohne Gesundheitsprüfung. - Betriebliche Altersvorsorge. - Gesundheits Card Plus Vorteilswelt.
