Senior Revenue Operations Analyst

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 thinki ... (truncated, view full listing at source)