AI Sales Director

Databricks•San Francisco, CA

10d•$272,000 - $374,000

About The Position

Databricks is seeking a Director, AI Sales (individual contributor) to grow its enterprise AI business and shape its AI go-to-market approach. The role works directly with executives and technical teams to win strategic opportunities, move AI applications into production, and expand customer usage. It also translates successful customer engagements into repeatable sales plays for the broader field and provides input into AI product priorities and go-to-market strategy. The position focuses on achieving AI consumption, bookings, and activation goals across strategic accounts; advancing enterprise AI opportunities from experimentation into production; developing and scaling field plays for priority AI platform capabilities; enabling account teams and specialists; and coordinating an engagement model across sales, solutions architecture, business-unit enablement, and partners. The role also brings customer, field, and competitive feedback into product and go-to-market recommendations, while building executive credibility and sponsorship for Databricks AI. The listed base salary or on-target earnings range is $272,000–$374,000 USD across Zones 1–4. Compensation depends on candidate-specific factors and work location. The total compensation package may also include eligibility for an annual performance bonus, equity, and region-specific benefits.

Requirements

Enterprise sales or consulting experience in AI platforms, AI infrastructure, machine learning, developer platforms, or related technical software, with a track record of measurable growth.
Experience creating go-to-market strategy in an emerging or ambiguous technical market and prioritizing across a broad, changing account and opportunity landscape.
Deep working knowledge of enterprise AI architecture and platform capabilities needed to build, deploy, govern, and scale models, agents, and AI applications.
Ability to earn technical approval and executive sponsorship through workshops, onsite engagements, business cases, and clearly defined validation paths.
Experience creating field enablement and repeatable go-to-market plays that improve how sellers qualify, position, price, size, and advance complex technical opportunities.
Ability to influence and align sales, solutions architecture, business-unit leaders, enablement teams, and partners around a common AI growth strategy.
Self-directed and credible, with the ability to operate without a predefined account list or fully formed playbook while maintaining disciplined prioritization and execution.

Responsibilities

Deliver assigned AI consumption, bookings, and activation goals by prioritizing strategic accounts and converting underserved or unactivated demand into production usage.
Increase the number of enterprise AI opportunities that achieve executive-backed technical validation and progress from experimentation to repeatable production workloads.
Build and scale field plays around priority AI platform capabilities, including AI Gateway, AI/ML training and serving infrastructure, and Agent Bricks for custom agent development, to drive measurable pipeline and consumption growth.
Equip and enable account teams and specialists with repeatable guidance on AI use-case discovery, qualification, value articulation, pricing, sizing, and opportunity progression.
Establish a scalable engagement model across sales, solutions architecture, business-unit enablement, and partners to increase specialist-influenced pipeline and accelerate customer decisions.
Translate customer, field, and competitive feedback into product and go-to-market recommendations that strengthen Databricks’ enterprise AI position.
Build internal and external executive credibility for Databricks AI, increasing strategic sponsorship and adoption across priority accounts.