Job

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

Databricks · Go To Market

Pay: $269,800–$370,900/yr
Where: San Francisco, California; United States
Posted: Mar 25

SLSQ127R420

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

As the GTM Digital Native Programs Leader, you will operate as the de facto COO and scale pipeline and consumption for the high-growth Databricks’ Digital Native vertical. You will partner in a "two-in-a-box" model with the Industry GTM Leader to translate strategy into durable, repeatable commercial execution across a rapidly scaling global field organization. You will work closely with sales and field engineering leaders to ideate, build, execute, and scale global programs.

You will play a critical role in shaping Databricks’ growth trajectory. You will be part of a lean GTM leadership that powers sellers to deliver measurable business outcomes through scale & leverage.

What you'd do

Operating Model Ownership: Own and implement end-to-end op-model (across Sales, FE, Product, Engineering, Developer Relations, Partners) in a consistent global approach.
Product-GTM Strategy: 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.
Data-Driven Product Feedback: Synthesize learnings from internal (field, product, engineering, developer relations) & external (customer, partner, developers) stakeholders into durable best practices
Internal Executive Influence: 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
Market Presence: Own and engage with technical & business customer and partner executives, build market presence to uncover signals on technical friction, business value and Databricks differentiators.
Industry Evangelism: 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
Full-Funnel Program Design: Select & design the industry’s programs across products (and verticalize product programs) across the full funnel: demand generation → pipe creation & progression → consumption
Asset Creation: Create high-quality and scalable program assets that will be used by the full field (Sales, FE, BD, Marketing, Ecosystem) at scale
Field Activation & Community: Drive continuous field adoption of program assets and outcomes by cross-pollinating best practices across product and field teams in high-impact community cadences.
Ecosystem Integration: Collaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystem.

What they want

Full-Funnel Expertise: Deep understanding of sales play mechanics, including lead generation, pipeline progression, and consumption drivers.
Scale Orientation: A "multiplier" mindset with a passion for activating large-scale field organizations and cross-pollinating best practices.
Entrepreneurial Spirit: A "doer" mindset with the ability to operate in a fast-paced, ambiguous environment and drive results across cross-functional teams.

About Databricks · Go To Market

Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog.