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Sales Development Representative Manager

at Alation

Posted: 6/1/2019
Job Status: Full Time
Job Reference #: 47235ae7-d88e-44a9-b2a2-464cf24a5ba9

Job Description

Sales Development Representative Manager

Redwood City, California
200-70 US - Marketing – Marketing - US

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Alation, the data catalog company, is building a data-fluent world by changing the way people find, understand and trust data. The first to bring a data catalog to market, Alation combines machine learning and human collaboration to bring confidence to data-driven decisions. More than 100 organizations, including the City of San Diego, eBay, Munich Re and Pfizer, leverage the Alation Data Catalog. Headquartered in Silicon Valley, Alation is funded by Costanoa Ventures, Data Collective, Harmony Partners, Icon Ventures, Salesforce Ventures, and Sapphire Ventures. For more information, visit

Alation is looking for an SDR Manager to join our high energy and ever expanding SDR team. This position will report to the Director of Sales Development and will have up to 8 SDR’s as direct reports. As the SDR Manager, you will play a pivotal role in shaping and implementing the Inbound Sales strategy. You will join a rapidly growing team and will be involved in helping recruit, onboard, and train numerous new hires for success. You will be responsible for growing the SDR team and guiding the team to hit and exceed quarterly quotas. This includes understanding the go to market strategy and use cases where Alation is a good solution for our prospects. If you thrive in a fast-paced and exciting environment and want to help build out an extraordinary team and company, then this is the role for you.

This role is incredibly important to the entire company, and you will be working hand-in-hand with leadership to build out the best SDR team that continues to help Alation be the leader in collaborative data cataloging.

Staffing and Performance:

Screens, interviews and hires candidates per process

Motivates the team to perform at their best.
On-boards SDR’s for first 90 days period to assure smooth transition into Alation.
Sets expectations for the team and insures that the SDR’s are on track to hit goals.
Reports on metrics for Director to review for tracking towards goal and quarterly compensation reporting.
Provides feedback to Director on performance of the team, quality of the leads, efficiencies of the processes being followed.
Conducts weekly 1:1’s and reinforces individual goals and helps fill the gaps where the team might fall short of goal.
Writes and conducts annual performance reviews.
Motivates team to over achieve quotas for Sales Accepted Opportunity production.


Communicates to upper management with a staffing plan for executing for the quarter.

Communicates timely and appropriate changes or directions to the team that they can follow.
Conducts 1:1’s each week with each team member to guide and coach areas that need addressing.
Has ongoing discussions with the Sales team, AE’s and Directors to align with the assessment of the quality of Opportunity production.

Sales Enablement:

Trains SDR’s on the messaging and delivery of the Alation value proposition.

Assists new SDR’s with their discovery calls the first 60 days as needed.
Shares industry knowledge with the team and trains on terminology that prospects use around their use cases.
Good Corporate Citizen and example for how SDR’s should be acting professionally in the workplace
Make recommendations to improve processes and add technologies that can help our SDR team scale.


Bachelor’s Degree or equivalent experience

2+ years of SDR management experience or equivalent.
Strong understanding of outbound pipeline generation processes
Enthusiastic and vibrant attitude
Expert communication and presentation skills
Strong interpersonal skills and high emotional intelligence
Analytical mindset comfortable generating reports and identifying trends in data
Adept at adopting and rolling out new sales enablement technologies, proficiency with such CRM tools like and are preferred

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