Go-To-Market (GTM) Digital Natives Program Leader

Strategy & Operating Model

You will own and implement end-to-end operating model (across Sales, FE, Product, Engineering, Developer Relations, Partners) in a consistent global approach.

You will inform the annual Digital Native strategy by synthesizing product telemetry and engineering roadmaps with field signals to identify Big Bets in the digital natives space.

You will synthesize learnings from internal (field, product, engineering, developer relations) & external (customer, partner, developers) stakeholders into durable best practices.

Market Presence & Influence

You will wield two-way influence on Databricks' Field (Sales, FE, Business Dev), Product & Engineering leadership: i.e., reflect industry signals in product roadmaps, as well as translate product activation goals into verticalized industry programs.

You will own and engage with technical & business customer and partner executives, build market presence to uncover signals on technical friction, business value and Databricks differentiators.

You will serve as a visible evangelist & thought leader (e.g., open source advocacy, scaling AI adoption), representing Databricks' at key customer, partner, industry and developer forums.

Execution & Accountability

You will select & design the industry’s programs across products (and verticalize product programs) across the full funnel: demand generation → pipe creation & progression → consumption.

You will create high-quality and scalable program assets that will be used by the full field (Sales, FE, BD, Marketing, Ecosystem) at scale.

You will drive continuous field adoption of program assets and outcomes by cross-pollinating best practices across product and field teams in high-impact community cadences.

You will collaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystem.

You will deliver commercial outcomes by establishing measurement and monitoring systems that track product telemetry, industry & partner program performance.

You will drive cross-functional leadership accountability for program adoption and outcomes through continuous monitoring and executive influence.

What We Look For

Strategic & Operational Mindset: Proven ability to act as the operational backbone of a business vertical, focusing on pipeline health, organizational efficiency, and execution; a track record of defining and translating complex industry strategies into durable, "field-ready" commercial motions for large organizations; experience developing global, scalable GTM frameworks - moving beyond "one-off" deals to create a scalable engine for growth.

Technical & Domain Expertise: Technical knowledge on Databricks critical for this market; comfort with discussing AI & LLM, Lakehouse, Lakebase, governance; a strong point of view on macro trends in high-growth SaaS and key persona triggers, helping to shape our industry advantage against peers; a strong understanding of the open-source ecosystem and how it integrates with proprietary enterprise platforms; proven track record of hands-on experience building AI systems (MLOps, GenAI apps, or large-scale predictive models).

Execution & Analytical Skills: Deep understanding of sales play mechanics, including lead generation, pipeline progression, and consumption drivers; a "multiplier" mindset with a passion for activating large-scale field organizations and cross-pollinating best practices; an "entrepreneurial" spirit with the ability to operate in a fast-paced, ambiguous environment and drive results across cross-functional teams.

Leadership & Scale: Ability to influence & drive outcomes across senior executives & global teams via influence, clarity & presence versus direct reporting lines; skill in collaborating with Product, Engineering, and BD leadership to align product roadmap shifts with commercial requirements specific to high-growth SaaS customers.

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.