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

Databricks•San Francisco, CA

About The Position

As the GTM Digital Native Programs Leader, you will operate as the de facto COO and scale pipeline and consumption for th 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. You will be the lead orchestrator for your industry vertical, at the center of a mandate to inspire executives, drive industry outcomes, and unleash Databricks’ partner ecosystem in the high-growth SaaS space.

Requirements

COO Mindset: Proven ability to act as the operational backbone of a business vertical, focusing on pipeline health, organizational efficiency, and execution.
Strategic Execution: A track record of defining and translating complex industry strategies into durable, "field-ready" commercial motions for large organizations.
Programmatic Vision: Experience developing global, scalable GTM frameworks - moving beyond "one-off" deals to create a scalable engine for growth.
Technical Chops: Technical knowledge on Databricks critical for this market. Comfort with discussing AI & LLM, Lakehouse, Lakebase, governance
Industry POV: A strong point of view on macro trends in high-growth SaaS and key persona triggers, helping to shape our industry advantage against peers.
Open Source Knowledge: A strong understanding of the open-source ecosystem and how it integrates with proprietary enterprise platforms.
AI Builder Experience: Proven track record of hands-on experience building AI systems (MLOps, GenAI apps, or large-scale predictive models).
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.
Influence Without Hierarchy: Ability to influence & drive outcomes across senior executives & global teams via influence, clarity & presence versus direct reporting lines.
Cross-Functional Orchestration: Skill in collaborating with Product, Engineering, and BD leadership to align product roadmap shifts with commercial requirements specific to high-growth SaaS customers.

Responsibilities

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.
Outcome Measurement: Deliver commercial outcomes by establishing measurement and monitoring systems that track product telemetry, industry & partner program performance.
Executive Accountability: Drive cross-functional leadership accountability for program adoption and outcomes through continuous monitoring and executive influence.