Senior Sales Development Representative; SDR

Senior Sales Development Representative – Alation

We’re building the next generation of AI-powered go-to-market at Alation, and we’re looking for an exceptional Senior Sales Development Representative to lead the way. This is not a traditional SDR role – it is a senior pipeline‑creation role for a modern seller who understands that outbound prospecting has evolved. The best SDRs combine business acumen, executive-level communication, technical curiosity, creativity, disciplined execution, and AI fluency.

• 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, Linked In, 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 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, Linked In Sales Navigator, Zoom Info, 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.

• 3–5+ years of success in a quota‑carrying SDR, BDR, inside sales, business development, or pipeline‑generation role.
• 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, Linked In, 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 ability to understand concepts related to data, analytics, AI, cloud platforms, governance, security, compliance, and enterprise software – and 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.

Base salary range: $56,364.00 – $76,091.00 (United States). On‑target earnings (OTE) range: $85,000 – $110,000. 70/30 split between base and variable pay. The role is hybrid, requiring on‑site presence in Redwood City three days per week.

Alation, Inc. is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to 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 for qualified applicants who need accommodations in the hiring process.

This company participates in E‑Verify.