Senior Sales Development Representative (SDR)

About the role

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 help lead the way. This is not a traditional SDR role. This is a senior pipeline-creation role for a modern seller who understands that outbound prospecting has evolved.

Responsibilities

• Create meaningful engagement with senior executives and technical buyers, uncover business initiatives, and generate high-quality pipeline that fuels company growth across Alation’s data intelligence and agentic AI opportunity.
• Partner closely with Account Executives, Regional Sales Managers, Marketing, Revenue Operations, and Sales Development leadership to build account-based outbound strategies, identify buying signals, personalize outreach, and engage the right prospects at the right time.
• Use AI-powered tools, intent data, account intelligence, call intelligence, and automation to research accounts, prioritize outreach, craft relevant messaging, and create conversations with leaders across data, analytics, IT, governance, compliance, security, cloud, and AI.
• 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.
• 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, LinkedIn, 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 thoughtful 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, LinkedIn Sales Navigator, ZoomInfo, 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.

Requirements

• You think like a strategist, execute like an operator, and use technology, data, and AI as force multipliers.
• You are energized by outbound prospecting and love the challenge of opening doors into strategic accounts with relevance, creativity, timing, and persistence.
• A 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, LinkedIn, 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 the ability to understand concepts related to data, analytics, AI, cloud platforms, governance, security, compliance, and enterprise software — then 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, enterprise SaaS, or a relevant degree.

Qualifications

• 3–5+ years of success in a quota-carrying SDR, BDR, inside sales, business development, or pipeline-generation role.
• Strong ability to engage senior decision-makers and technical audiences with concise, relevant, business-oriented communication.
• Technical curiosity and the ability to understand concepts related to data, analytics, AI, cloud platforms, governance, security, compliance, and enterprise software — then 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, enterprise SaaS, or a relevant degree.

Skills

• Strategic thinking and execution
• Outbound prospecting and relationship building
• Business acumen and technical understanding
• Modern sales technology and AI
• CRM discipline and organization

Benefits

• Hybrid role with 3 days in the office per week
• Competitive compensation package including base salary and OTE ranging from $85,000 - $110,000
• Company values innovation, teamwork, and customer satisfaction
• Opportunities for professional growth and development

Pay

$56,364.00 - $76,091.00

Schedule

Hybrid role with 3 days in the office per week

Alation, Inc. is an Equal Employment Opportunity employer.