[Remote] Go-To-Market (GTM) Digital Natives Program Leader

Note: The job is a remote job and is open to candidates in USA. Databricks is a data and AI company that provides a platform for organizations to unify and democratize data, analytics, and AI. The GTM Digital Native Programs Leader will act as the COO, scaling pipeline and consumption for the Digital Native vertical while collaborating with sales and engineering leaders to execute global programs.

Responsibilities

• Own and implement end-to-end op-model (across Sales, FE, Product, Engineering, Developer Relations, Partners) in a consistent global approach
• 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
• Synthesize learnings from internal (field, product, engineering, developer relations) & external (customer, partner, developers) stakeholders into durable best practices
• 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
• Own and engage with technical & business customer and partner executives, build market presence to uncover signals on technical friction, business value and Databricks differentiators
• 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
• Select & design the industry’s programs across products (and verticalize product programs) across the full funnel: demand generation → pipe creation & progression → consumption
• Create high-quality and scalable program assets that will be used by the full field (Sales, FE, BD, Marketing, Ecosystem) at scale
• Drive continuous field adoption of program assets and outcomes by cross-pollinating best practices across product and field teams in high-impact community cadences
• Collaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystem
• Deliver commercial outcomes by establishing measurement and monitoring systems that track product telemetry, industry & partner program performance
• Drive cross-functional leadership accountability for program adoption and outcomes through continuous monitoring and executive influence

Skills

• 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 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)
• 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
• A 'doer' mindset with the ability to operate in a fast-paced, ambiguous environment and drive results across cross-functional teams
• 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

Benefits

• Eligibility for annual performance bonus
• Equity
• Comprehensive benefits and perks that meet the needs of all of our employees

Company Overview

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