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

The role

This director-level role serves as the operational leader for Databricks' digital native market segment, partnering with industry GTM leadership in a two-in-a-box model. The position owns end-to-end commercial execution across sales, field engineering, product, and partner ecosystem, translating strategy into repeatable global programs that drive pipeline and consumption growth.

What you'd do

• Own and implement global operating model spanning sales, field engineering, product, engineering, developer relations, and partners
• Develop annual digital native strategy by synthesizing product telemetry, engineering roadmaps, and field signals
• Synthesize internal and external stakeholder feedback into durable best practices and market insights
• Influence product roadmaps and field execution through two-way communication with leadership
• Build market presence and engage with customer, partner, and developer executives
• Serve as visible evangelist and thought leader at industry forums and customer events
• Design full-funnel programs across demand generation, pipeline creation, and consumption
• Create scalable program assets for field deployment across sales, field engineering, and business development
• Drive field adoption through community cadences and best practice sharing
• Collaborate with partnership and ecosystem teams on data-sharing adoption
• Establish measurement systems tracking product telemetry and program performance
• Drive cross-functional accountability for program outcomes through continuous monitoring

What they're looking for

• Proven ability to operate as operational backbone of business vertical managing pipeline health and execution
• Track record translating complex industry strategies into field-ready commercial motions
• Experience developing global, scalable GTM frameworks beyond one-off deals
• Technical knowledge of Databricks, AI, LLMs, Lakehouse, and governance concepts
• Strong perspective on macro trends in high-growth SaaS and key buyer personas
• Deep understanding of open-source ecosystem integration with enterprise platforms
• Hands-on experience building AI systems including MLOps, generative AI applications, or predictive models
• Deep expertise in sales mechanics including lead generation, pipeline progression, and consumption drivers
• Ability to influence senior executives and global teams without direct reporting authority
• Skill orchestrating collaboration across product, engineering, and business development functions