Director, Inside Sales

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 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 our Redwood City office 3 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.…