Manager, Global Pipeline Strategy & Sales Development Planning

Databricks•San Francisco, CA

About The Position

The Global Pipeline Strategy & Execution team sets company pipeline targets, monitors global pipeline health, evaluates performance, and shapes the 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 develops capacity, coverage, compensation, and target-setting frameworks for the global Sales Development organization. It will help evolve the Sales Development operating model as AI and automation reshape prospecting, combining AI-native capabilities with specialized human roles to improve coverage and support the development of future Account Executives. This position connects corporate strategy with operational execution, giving executive leaders visibility, aligned targets, and structured choices to maximize pipeline generation across channels. It requires equal emphasis on strategy and execution, close immersion in the business, strong analytical and technical skills, AI fluency, cross-functional judgment, and executive communication.

Requirements

Prior 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 work with advanced Excel, SQL, BI platforms, conversational analytics, and custom agents.
AI fluency, with regular use of AI tools and the ability to learn emerging technology quickly and turn it into enterprise-quality work.
Ability to own outcomes, operate end-to-end, and balance strategic design with hands-on execution.
Ability to work effectively amid ambiguity and bring structure to business challenges.
Proactive strategic judgment: identify patterns, form a point of view, and frame recommendations around leadership decisions.
High operational rigor, including accuracy, timeliness, executive-ready work, and tracing discrepancies to their root cause.
Strong cross-functional partnership skills, understanding of team incentives, and sound judgment, honesty, and integrity.
Executive presence and excellent communication skills, including synthesizing complex data into leadership presentations, executive summaries, and quantitative business cases.
Willingness to immerse deeply in accounts, teams, and business data, and to document and teach the processes and tools developed.

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, turning complex, multi-workstream performance insights 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 company growth, product expansion, and sales productivity targets.
Partner with Sales Development leadership to design in-seat career progression architecture that develops xDRs into technically credible, high-performing Account Executives.
Establish target-setting philosophies, compensation structures, and performance gates for the Sales Development organization.
Install repeatable operating cadences, standardized review frameworks, and governance models to increase velocity, reduce friction, and improve cross-functional decision-making.
Deploy AI tools, such as LLMs, conversational analytics, and custom agents, to improve strategy team workflows, automate strategic reporting, and advance AI capabilities across the GTM strategy organization.
Build and run the operating processes and frameworks the role designs, ensuring accurate, timely, executive-ready outputs.