Why This Job is Featured on The SaaS Jobs
Revenue Operations roles sit at the center of how SaaS companies convert product demand into predictable recurring revenue, and this one is firmly oriented around the mechanics that matter most at scale. With a defined focus on Deal Desk, CPQ, and quote to cash, the position reflects a mature go to market motion where contract structure, discounting, and approvals directly influence retention economics and revenue quality. The remit also signals a modern RevOps mandate, spanning systems, analytics, and cross functional governance rather than narrow reporting.
For a SaaS career, the long term value is the breadth of exposure across the revenue engine. Work that connects Salesforce architecture, funnel performance, territory and incentive design, and commercial policy builds a durable operating toolkit that transfers across product led and sales led SaaS environments. The emphasis on automation and AI assisted workflows also aligns with where RevOps is heading, as teams look to reduce cycle time while improving compliance and data integrity.
This role suits an operator who enjoys ambiguity in deal scenarios but prefers rigor in process design and data. It will fit someone comfortable acting as a neutral partner across Sales, Finance, and Legal, and who wants an individual contributor seat with player coach influence in a hybrid setup.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
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 Senior Revenue Operations Analyst with a strong focus on Deal Desk and Commercial Operations. Reporting to the Director of GTM Operations, you will be the primary bridge between Sales, Finance, and Legal. You will ensure deal velocity and high-quality contract structuring while simultaneously supporting the broader RevOps engine—including territory planning, commission modeling, and funnel analytics. This is a "player-coach" style individual contributor role for someone who loves the complexity of a deal as much as the logic of a clean Salesforce architecture. Note: This is a hybrid role requiring that you work onsite Tuesday & Thursday in our Redwood City office. Local candidates only. What You’ll Do Deal Desk & Commercial Management: Serve as the day-to-day lead for deal structuring and approval. Partner with Sales to navigate complex pricing, discounting, and non-standard contract terms while ensuring alignment with Finance and Legal policies. Quote-to-Cash Optimization: Own and optimize the CPQ (Configure, Price, Quote) environment. Streamline the transition from "quoted" to "closed-won" by automating order management and reducing friction in the sales cycle. Deal Velocity Analytics: Monitor and report on deal health, including discount trends, margin analysis, and "time-in-stage." Use these insights to recommend improvements to our pricing strategy and approval workflows. Full-Funnel Generalist Support: Maintain your RevOps "generalist" roots by managing pipeline analytics. Connect marketing spend to revenue and surface insights on funnel velocity and conversion rates. Sales Planning & Incentives: Support the design of sales territories and the administration of compensation plans. Build models for quota setting, SPIFs, and accelerators to ensure the sales team is incentivized for the right behaviors. AI-First Systems Strategy: Deploy AI tools to automate deal desk queries, summarize contract risks, and eliminate manual workflows across the GTM stack (Salesforce, 6sense, Outreach, and Marketo). Your Background 5–8 years of experience in Revenue Operations, Sales Operations, or Deal Desk within a high-growth SaaS environment. Deal Desk Expertise: Proven experience managing complex deal structures, multi-year contracts, and non-standard revenue recognition terms. Technical Power User: Advanced proficiency in Salesforce and Salesforce CPQ (or similar CPQ tools). Experience with CLM (Contract Lifecycle Management) tools is a plus. Analytical Mindset: Expert-level Google Sheets skills for deal modeling and quota planning. You should be comfortable building multi-touch attribution models and translating complex data into executive-ready insights. Cross-Functional Diplomat: Proven ability to sit between Sales, Finance, and Legal to drive consensus on difficult deals without sacrificing speed or compliance. AI Savvy: A genuine drive to use AI and automation (ChatGPT, Claude, etc.) to optimize the deal lifecycle and operational workflows. Data Driven: Experience with first-principles thinking; you solve problems by looking at the data first, then the process. #LI-MS1 #LI-Hybrid Compensation Pay Range: $110,906.00 - $149,723.00 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. This company participates in E-Verify. Click on any of the links below to view or print the full poster. E-Verify and Right to Work. Our growth is creating great opportunities! Our team is expanding, and we want to hire the most talented people we can. Continued success depends on it! So once you've had a chance to explore our current open positions, apply to the ones you feel suit you best and keep track of both your progress in the selection process, and new postings that might interest you! Thanks for your interest in working on our team!! Introduce yourself to our recruiters and we'll get in touch if there's a role that seems like a good match. Our founders have come together from different backgrounds: business, engineering, and design. This unique mix from our founding team is important to the Alation culture story. Today, our team consists of creators and communicators with varied backgrounds - from Stanford, to the Indian Institute of Technology, big companies and one-person startups, the United States, and abroad. We continue to seek ever more diverse perspectives as we grow. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, name, religion, color, national origin, gender identity and expression, sexual orientation, age, marital status, veteran status, or disability status. Why Alation? Market-Leading Data Catalog Provider High-growth, collaborative environment with diverse and inclusive teams Continuous learning, enrichment and development opportunities Competitive pay and health offerings including commuter benefits Flexible time off to relax and recharge
