VP, Revenue Operations

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 fourth time. 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 VP, Rev Ops professional to lead operational support to our sales team. As our VP, US Revenue Operations reporting to the Chief Revenue Officer 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:

• 10+ 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