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.

Job Description:

We are looking for a Manager of Sales Development to build, coach, and lead a high-performing SDR team that fuels Alation’s pipeline engine. This is a player-coach role — you’ll set the strategy, build the playbook, and get in the trenches with your reps to show them what great looks like. You won’t just manage a team; you’ll carry a book alongside them when it matters.

Reporting to the VP of Customer and GTM Operations, you'll partner closely with Sales, Marketing, Operations, and Account Executives to ensure your team is targeting the right accounts, delivering compelling outreach, and converting interest into qualified pipeline. You'll fundamentally rethink the SDR motion through an AI-first lens — replacing volume-based activity with signal-driven, intelligent prospecting powered by the latest AI tools and automation.

We're looking for someone with a startup builder's mentality — someone who has stood up an SDR function from scratch, figured out what works by testing relentlessly, and scaled it before the playbook existed. The best SDR managers don't just hit pipeline targets — they build teams that reps never want to leave and that AEs love to work with. If you've done it before in a scrappy, fast-moving environment, we want to talk.

Note: This is a hybrid role requiring that you work onsite Tuesday & Thursday in our Redwood City office. Local candidates only. No relocation.

What You'll Do

• Be the player-coach — lead from the front. Pick up the phone, run outbound sequences, and work deals alongside your reps. You set the standard by doing the work, not just managing it.

• Build and scale the SDR team — recruit, onboard, coach, and develop a team of SDRs who consistently exceed pipeline targets and grow into strong sales professionals. If you've built this from zero before, even better.

• Own pipeline generation strategy — design and execute outbound and inbound prospecting motions across segments, working in lockstep with Marketing and AEs to align on ICP, messaging, and account prioritization.

• Think AI-first in everything — don't bolt AI onto existing workflows; redesign the SDR motion around it. Use AI tools for account research, personalized outreach at scale, call coaching, lead scoring, and pipeline intelligence. You should be the most AI-savvy person on the sales floor.

• Coach with rigor and intention — run regular 1:1s, call reviews, and pipeline coaching sessions. Build a culture of feedback, accountability, and continuous improvement.

• Manage the metrics that matter — own SDR performance reporting across activity, conversion, pipeline contribution, and quality metrics. Use data to diagnose issues, iterate on plays, and allocate resources.

• Collaborate across GTM — partner with Revenue Operations on lead routing, scoring, and territory alignment; work with Marketing on campaign follow-up and ABM execution; align with Enablement on training and competitive readiness.

• Shape the SDR playbook — build and maintain prospecting sequences, talk tracks, objection-handling frameworks, and competitive messaging tailored to Alation's buyer personas and the data intelligence category. Expect to write v1 yourself, not inherit one.
  

Your Background

• 4–8 years of experience in sales development, inside sales, or a related GTM function in B2B SaaS, with at least 2 years managing an SDR or BDR team — ideally in a startup or high-growth environment where you built the function, not just inherited it.

• Startup builder DNA — you've operated in environments with limited resources, undefined processes, and high ambiguity — and you thrived. You know how to stand up a pipeline engine before the playbook exists.

• Player-coach through and through — you don't just inspect dashboards. You prospect, you cold call, you run sequences. Your team respects you because you do the work alongside them.

• Deeply AI-tool savvy — you don't just "use" AI; you live in it. You've built prospecting workflows with Claude, ChatGPT, Clay, or similar tools. You can articulate exactly how AI makes your team 3x more effective and you're always experimenting with what's next.

• Proven pipeline builder — you have a track record of building and scaling SDR teams that consistently hit or exceed qualified pipeline targets in fast-moving, competitive markets.

• Strong coaching instincts — you know how to diagnose why a rep is struggling and how to fix it, whether it's messaging, process, mindset, or skill.

• Data-driven operator — you manage through metrics and can translate SDR activity data into clear insights and action plans for leadership.

• Hands-on with modern prospecting tools — experience with Outreach (or Salesloft), Salesforce, 6sense, ZoomInfo, LinkedIn Sales Navigator, and intent-based prospecting workflows.

• Excellent communicator — you can rally a team, present pipeline reviews to leadership, and partner effectively across Marketing, Sales, and Ops.
  

What Sets You Apart

• You've built an SDR function from the ground up at a Series B–D stage company — and can walk us through exactly how you did it.

• Experience leading SDR teams selling data, AI, or analytics products to enterprise buyers.

• You've personally designed and deployed AI-powered prospecting workflows that measurably improved conversion or efficiency.

• Familiarity with ABM-driven SDR motions and marketing-sales orchestration.

• Track record of promoting SDRs into successful AE roles.

• Exposure to consumption-based or usage-based go-to-market models.

The on target earnings range is specific to the United States and is $135,000 - 220,000.

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Compensation Pay Range:

$93,462.00 - $126,174.00

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.

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