ReqID: SLSQ127R308

About the Role

We’re seeking a proven AI Go-To-Market (GTM) Leader to define, build, and scale Databricks’ global GTM strategy for AI solutions. This leader will work with customers, design, and operationalize repeatable, field-ready AI programs that accelerate adoption, enable sales execution, and drive measurable customer and revenue outcomes across all segments and regions.

In this role, you will lead a high-performing team responsible for creating, launching, and scaling AI GTM motions across the Databricks field ecosystem. You will work in deep partnership with Sales Leadership, Sales Programs, Sales Operations, Product, Marketing, and Field Engineering to ensure Databricks’ AI capabilities are translated into clear value propositions, executable sales motions, and durable customer impact.

Key Responsibilities:

Design and Scale AI GTM Programs

• Build and execute scalable, repeatable AI GTM programs that enable the global sales organization to consistently position, sell, and expand Databricks’ AI solutions.
• Define standardized plays, packaging, enablement assets, and execution models that support both new logo acquisition and expansion.

Customer Engagement

• Engage directly with strategic customers to translate Databricks’ AI innovations into tangible business outcomes. Help customers understand the journey to value creation in the consumption motion. Experience with Gen AI use case in customer settings required
• Support executive-level customer conversations by connecting AI capabilities to ROI, transformation outcomes, and operational impact.

Sales Leadership, Programs & Operations Partnership

• Partner closely with regional and global sales leadership to align AI GTM priorities with revenue goals, account strategies, and field capacity.
• Work with Sales Programs and Sales Operations to embed AI motions into planning, pipeline generation, forecasting, incentives, and operating rhythms.
• Establish strong feedback loops with the field to continuously refine plays, coverage models, and execution effectiveness

Cross-Functional Leadership with Product

• Collaborate closely with Product and Engineering to align GTM motions with products, roadmap priorities, and launch readiness. Strong technical aptitude, ability to understand products and how to roll them out to the field.
• Influence product direction by bringing structured field, customer, and market feedback into planning and prioritization discussions.

Executive Communication & Influence

• Communicate effectively with internal executives and customer C-suite stakeholders, articulating Databricks’ AI strategy, differentiation, and value.
• Enable consistent executive-level storytelling across sales, product, and marketing teams.
  
  

Data-Driven GTM Execution

• Define success metrics, dashboards, and operating insights to track adoption, pipeline impact, revenue contribution, and ROI of AI GTM programs.
• Use data to identify gaps, optimize execution, and scale what works globally.
  
  

Thought Leadership

• Serve as a visible internal and external evangelist for Databricks’ AI capabilities, ensuring narrative alignment across sales, product, and marketing.
• Represent Databricks at key customer, partner, and industry forums.

Experience Required

• Proven experience building and scaling AI, ML, or data-driven GTM programs at a global enterprise software, cloud, or AI company.
• Strong track record of partnering with Sales Leadership, Sales Programs, and Sales Operations to drive execution, prioritization, and measurable outcomes.
• Deep understanding of how AI solutions create business value, with the ability to translate technical capabilities into clear commercial impact.
• Experience working closely with Product, Engineering, Field Engineering, and Field CTO organizations to bring complex offerings to market.
• Executive presence and storytelling skills, with the ability to influence senior technical and business stakeholders.
• Data-driven mindset with experience defining GTM metrics, dashboards, and operating cadences.
• 10+ years of experience in GTM, strategy, sales, or field leadership roles within enterprise software, cloud, or AI-focused organizations.

Preferred Qualifications

• Experience leading global teams and launching new GTM motions for emerging technologies such as AI, ML, or Generative AI.
• Strong understanding of modern data platforms, MLOps, and AI commercialization strategies.
• Ability to operate effectively in a fast-paced, high-growth environment and influence across senior leadership.
• Exceptional communication skills with the ability to simplify complex concepts for diverse audiences.

Why Databricks

Databricks is at the center of the data and AI revolution, helping organizations unlock the full value of data and generative AI at scale. In this role, you will directly shape how Databricks brings AI to market—working hand-in-hand with sales leadership, sales operations, and product teams to empower thousands of sellers and field engineers, accelerate customer outcomes, and drive the next phase of Databricks’ growth.