Manager, Global Pipeline Strategy & Sales Development Planning

Databricks•San Francisco, CA

2d•$152,800 - $262,550

About The Position

The Global Pipeline Strategy & Execution team leads pipeline targets, monitors global pipeline health, evaluates performance, and designs the future top-of-funnel operating model. The Manager / Senior Strategy Lead will serve as a central strategic lead for global pipeline strategy, executive pipeline governance, and long-term Sales Development (xDR) capacity and talent planning. The role owns the global pipeline strategy narrative, designs executive cross-functional pipeline councils, and drives capacity, coverage, compensation, and target-setting frameworks across the global Sales Development organization. It will shape how the organization operates as AI and automation change prospecting, combining AI-native capabilities with specialized human roles to optimize coverage while developing future Account Executives. This position bridges corporate strategy and operational execution. It gives executive leaders visibility, aligned targets, and structured strategic choices to maximize pipeline generation across channels. The role requires both strategic design and hands-on implementation, with deep immersion in the business and its accounts, teams, and data.

Requirements

Experience in GTM Strategy, Strategy & Operations, Sales Operations, or Management Consulting at a high-growth technology company.
Deep understanding of capacity planning, coverage ratios, and top-of-funnel mechanics.
Strong analytical and technical skills, including hands-on use of advanced Excel, SQL, BI platforms, conversational analytics, or custom agents, with ability to learn new tools quickly.
AI fluency, including regular use of AI as a workflow multiplier and ability to turn emerging tools into enterprise-quality work.
Ability to own outcomes and execute quickly, combining business operations with strategic design.
Ability to operate end-to-end on a leader's behalf, build trust through business immersion and reliability, and bring structure to ambiguity.
Strategic judgment: identify patterns, develop a point of view, and make recommendations framed around leadership decisions.
Operational rigor, including accurate, on-time, executive-ready work and the ability to trace discrepancies to root causes.
Strong cross-functional partnership, sound judgment, honesty, integrity, and ability to understand other teams' incentives.
Executive presence and excellent communication skills, including presenting to Senior Directors, VPs, and business-unit leadership and synthesizing complex data into executive decks, summaries, and quantitative business cases.
Willingness to build and execute rather than work solely in an advisory or analytical capacity.

Responsibilities

Architect, scale, and orchestrate executive and cross-functional Pipeline Council frameworks, operating cadences, and executive communications alongside senior leadership.
Own the global pipeline strategy narrative by synthesizing performance insights across workstreams into executive presentations and leadership decision frameworks.
Align Sales, Sales Development, Marketing, Partner, Programs, and Product GTM teams around strategic growth priorities.
Design and implement scalable Sales Development capacity and coverage models that incorporate automation to optimize territory coverage, rep productivity, and strategic account engagement.
Shape the long-term vision and pilot frameworks for specialized Sales Development role archetypes aligned with growth, product expansion, and sales productivity targets.
Partner with Sales Development leadership to design career progression architecture, target-setting philosophies, compensation structures, and performance gates that develop xDRs into Account Executives.
Install repeatable operating cadences, standardized review frameworks, and governance models that improve velocity and cross-functional decision-making.
Deploy AI tools, such as LLMs, conversational analytics, and custom agents, to improve strategy workflows, automate reporting, and advance AI capabilities across the GTM strategy organization.
Build and run the operational frameworks and systems designed for the role, continually evaluating and evolving target-setting, coverage, and executive alignment as the company scales.