Note: The job is a remote job and is open to candidates in USA. Alation is pioneering the next era of data intelligence — powered by AI agents and trusted data. The Senior Account Executive is responsible for driving new business and expanding strategic customer relationships within a defined enterprise territory, partnering with executive stakeholders to modernize their data and AI strategies.
Responsibilities
- Own new logo acquisition and expansion within a defined territory
- Develop and execute strategic account plans that identify whitespace, drive pipeline, and accelerate revenue growth
- Lead complex, multi-threaded enterprise sales cycles from discovery through negotiation and close
- Build trusted relationships with executive and technical stakeholders across customer organizations
- Position Alation as the trusted foundation for data intelligence, governance, and AI adoption
- Connect customer business priorities to solutions across Data Catalog, Data Governance, Data Quality, Marketplace, and AI capabilities
- Help customers define business cases that align trusted data initiatives with measurable business outcomes
- Serve as a strategic advisor to Chief Data Officers, CIOs, analytics leaders, and AI stakeholders
- Consistently manage pipeline, forecasting, and opportunity progression using MEDDPICC, Value Selling, or similar enterprise sales methodologies
- Navigate procurement, security, legal, and executive buying processes across complex enterprise organizations
- Maintain accurate forecasts and operate with strong pipeline discipline
- Partner closely with Deployment Strategists, Solution Engineering, Customer Success, Marketing, and Partner teams to deliver exceptional customer experiences
- Leverage relationships across cloud, AI, and data ecosystem partners to expand customer value
- Share market insights that help shape product direction and go-to-market strategy
- Leverage AI to improve account research, prospecting, opportunity strategy, forecasting, and customer engagement
- Continuously adopt new tools and best practices that improve productivity and customer outcomes
Skills
- 8+ years of enterprise SaaS sales experience, with a proven track record selling complex software into Fortune 1000 organizations
- Experience selling data, analytics, AI, cloud, infrastructure, or adjacent enterprise technologies
- Demonstrated success managing complex, multi-stakeholder enterprise sales cycles and consistently exceeding quota
- Executive presence with the ability to engage CDOs, CIOs, analytics leaders, and line-of-business executives
- Strong understanding of enterprise data, governance, analytics, AI, or cloud ecosystems
- Experience with enterprise sales methodologies such as MEDDPICC, Force Management, Command of the Message, or Value Selling
- Ability to develop strategic account plans and build long-term executive relationships
- Collaborative mindset with experience working across technical, customer success, and partner organizations
- Curiosity about AI and a willingness to leverage AI tools to improve sales effectiveness
- Bachelor's degree or equivalent practical experience
Company Overview