Director, Customer & GTM Operations

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 seeking a Director of Customer and GTM Operations to lead our marketing and revenue transformation journey across the prospect and customer lifecycle. Reporting directly to the Global Vice President of Customer and GTM Operations, you will partner cross-functionally with Marketing, Product, Finance, Sales and Revenue teams to implement an AI-first GTM model and drive growth and efficiency for Alation.

As a key member of the GTM Leadership Team, you will play a strategic and hands-on role in shaping Alation’s market presence, category leadership, and customer engagement.

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

• Lead and develop a high-performing operations team; set a high bar for talent, performance, and ownership.

• Define and drive marketing and revenue operations strategy — building the operating model, systems, and processes that connect marketing, sales, and customer success into a single, accountable revenue engine.

• Reimagine the end-to-end go-to-market motion as AI-native — embedding intelligence across marketing, sales, and customer workflows to drive faster, higher-quality pipeline.

• Own full-funnel pipeline analytics and execution — connecting marketing spend to sourced and influenced revenue; surface insights on funnel velocity, conversion rates, CAC, and pipeline contribution.

• Operate, optimize and lead automation across the GTM stack — deploying AI tools to eliminate manual workflows, accelerate campaigns, and drive faster, smarter decision-making (Marketo, Salesforce, 6sense, Outreach, and more).

• Design and maintain sales territory models — partnering with Sales and Finance on segmentation, coverage planning, and territory carving to maximize rep productivity and market coverage.

• Own sales compensation plan design and modeling — including quota setting, accelerator structures, SPIFs, and pipeline contribution metrics in partnership with Finance and Sales leadership.

• Serve as the connective tissue between Marketing, Finance, and GTM teams — standardizing processes, aligning on shared KPIs, and driving operational consistency across the revenue team.

Your Background

• 12+ years of experience leading Marketing, Operations or Revenue driving teams in a high-growth SaaS environment. Consumption business experience is highly preferred.

• Experience with the modern GTM stack (Salesforce, Marketo, ABM, sales engagement, enrichment, BI tools).

• Hands-on experience applying AI and automation tools (ChatGPT, Claude cowork, or similar) to GTM operations and a genuine drive to push further.

• Proven experience building and executing Marketing and RevOps strategy — including operating model design, funnel governance, and cross-functional alignment.

• Experience with sales territory design and compensation plan administration, including quota modeling, accelerators, SPIFs, and coverage planning.

• Expertise with deal desk processes - quoting, pricing, order management, and CPQ tools.

• Metrics and data-driven; hands-on with first principles thinking

• Proven ability to build multi-touch attribution models and translate complex pipeline data into clear, executive-ready insights.

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Compensation Pay Range:

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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