VP, GTM Operations

Alation

5d•Hybrid

About The Position

Join Alation and architect the operational engine powering our next phase of growth in data intelligence and AI-driven innovation. As VP, GTM Operations, you will define, scale, and optimize the processes, analytics, and systems that drive high-impact outcomes across Sales, Customer Solutions, Marketing, and Partner teams. Your leadership will accelerate Alation's mission: empowering enterprises to unlock trusted data, operationalize AI, and lead with confidence. One more thing… We work in a hybrid model—you'll join us in our Redwood City office to collaborate, connect, and enjoy a team atmosphere!

Requirements

15+ years of experience in Revenue, Sales, or Business Operations, with at least 5 years leading GTM Ops at scale in SaaS.
Proven success architecting forecasting frameworks, scalable processes, and analytics functions in high-growth, ARR-driven environments.
Deep expertise in Salesforce and GTM tech stacks; hands-on experience driving adoption of AI-enabled tools.
Relentless drive for results: set measurable goals, deliver outcomes, and raise performance standards.
Strategic mindset with strong analytical, quantitative, and executive communication skills.
Track record of building, leading, and developing high-performance teams in dynamic settings.
Demonstrated collaboration across executive teams—ability to influence, challenge, and align cross-functional stakeholders.
Genuine passion for Alation's mission to transform how enterprises use data and AI.

Responsibilities

Build a Customer Centric GTM
Establish the right measures to ensure the customer journey is on/off track
With product, build systems and processes to quickly progress customers to the next stage of the journey
Operational Excellence & Strategic Growth
Design and execute scalable GTM frameworks aligning Sales, CS, Marketing, and Partnerships to clear, measurable outcomes.
Partner with the executive team to define annual GTM strategies, revenue targets, and multi-year growth models.
Drive territory planning, quota design, segmentation, and resource allocation to maximize productivity and customer value.
Analytics, Forecasting & AI-Driven Insights
Own forecasting methodologies for new, expansion, and renewal ARR - ensuring precision, visibility, and trust at all levels.
Build a data-driven analytics function to deliver actionable insights on pipeline health, conversion, retention, and product adoption.
Champion data literacy and operational rigor through dashboards, business reviews, and enablement initiatives.
Integrate AI capabilities to enhance forecasting, reporting, and decision velocity.
Systems, Tools & Technology Integration
Lead the GTM technology vision: select, implement, and optimize Salesforce and adjacent systems to deliver enterprise scale and agility.
Ensure technology and processes are deeply integrated with Alation's data intelligence platform and broader ecosystem.
Evaluate and drive adoption of emerging tools that increase efficiency, automation, and GTM impact.
Leadership, Collaboration & Culture
Build and empower a high-performing GTM Ops team focused on accountability, transparency, and results.
Partner with Sales, CS, Marketing, Finance, and Product leadership to eliminate friction and streamline cross-functional execution.
Foster a culture where urgency, ownership, and raising the bar are daily practice - developing leaders and delivering outsized impact.