Sales Leader, Commercial

Databricks

11h

About The Position

Databricks is hiring a Sales Leader to oversee and motivate a team of Account Executives serving its Commercial segment. The role focuses on growing and optimizing existing customer relationships by driving platform adoption and consumption, identifying new workloads, and achieving net retention and expansion targets. The leader is expected to excel in consumption-based selling and account orchestration, and to develop Account Executives into trusted advisors who can expand initial deployments into enterprise-wide standard platforms. The Sales Leader owns the team’s monthly, quarterly, and annual net expansion and platform consumption targets across the installed Commercial customer base. They lead strategic whitespace analysis, workload identification, and account development plans; build multi-threaded customer and executive relationships; and connect platform usage to measurable business outcomes and return on investment. They also coach Account Executives on identifying usage-growth opportunities, negotiating expansion commitments, and mitigating churn risks. The role collaborates with Solutions Architects, Customer Success, Product, customer stakeholders, and executive sponsors.

Requirements

At least 3 years of experience leading high-growth B2B sales or account management teams within Data, AI, Cloud, or SaaS infrastructure environments.
Deep experience with consumption-based, usage-driven, or product-led expansion sales models.
Proven ability to translate complex technical architectures into tangible business value and operational ROI for mid-market C-suites and technical leadership.
Strong leadership capability to coach Account Executives on account planning, workload discovery, cross-selling and upselling, and multi-threaded stakeholder management.
Strong operational rigor around usage forecasting, health-metric monitoring, and pipeline management.
Polished executive presence and outstanding written and verbal communication skills.
Willingness to travel as needed, less than 25%.
Bachelor’s degree required.

Nice To Haves

MBA or advanced degree.

Responsibilities

Own and exceed monthly, quarterly, and annual net expansion and platform consumption targets across the installed Commercial customer base.
Lead strategic whitespace analysis, workload identification, and account development plans to increase product usage and long-term customer value.
Foster deep, multi-threaded relationships with customer stakeholders, executive sponsors, and cross-functional teams, including Solutions Architects, Customer Success, and Product.
Help the team understand customers’ technical and operational roadmaps and connect increased platform usage to measurable business outcomes and ROI.
Coach Account Executives to identify usage-growth inflection points, negotiate expansion commitments, and proactively mitigate churn risks throughout the customer lifecycle.
Manage usage forecasting, health-metric monitoring, and pipeline management with strong operational rigor.
Travel as needed to co-sell and support high-impact expansion opportunities.