Digital Native Go-to-Market (GTM) Leader

FEQ327R147 As the Digital Native Go-to-Market Leader, you will drive the global strategy for the world’s most innovative high-growth companies—from late-stage startups to "born-in-the-cloud" giants. You will play a pivotal role in accelerating revenue growth by helping these organizations build their next-generation Data and AI platforms on Databricks. You are not just a strategist; you are a technical authority. You have a strong POV on how Data Intelligence platforms transform digital business models, a deep understanding of the open-source ecosystem, and the ability to engage in "architect-to-architect" discussions with CTOs and VPs of Engineering. You will set the vision, build executive relationships, and develop the programmatic motions required to scale this function globally. The impact you will have: Global Programmatic Scaling: Design and execute repeatable, global GTM motions that allow the field to effectively sell to Digital Natives at scale. Strategic Sales Partnership: Work closely with sales and pre-sales teams to identify high-growth use cases, create account-level technical strategies, and build comprehensive sales programs. Growth of Digital Native Business: Directly engage with priority accounts and influence key stakeholders in strategic deals. Technical Advisory: Act as a hands-on trusted advisor to CTOs and Engineering leaders, guiding them on setting up modern Data and AI platforms. Open Source Advocacy: Leverage your deep understanding of the open-source ecosystem (Spark, Delta, MLflow, etc.) to align Databricks’ value proposition with the "build vs. buy" mindset of Digital Natives. Ecosystem Integration: Collaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystem. Thought Leadership: Establish yourself as a global technical thought leader by authoring deep-dive technical blogs, contributing to the community, and speaking at major industry events. Internal Influence: Partner with Product and Engineering teams to influence the Databricks roadmap based on the unique requirements of high-scale Digital Native customers. What we look for: Technical Chops: Deep, hands-on experience with Databricks and the broader Data/AI landscape. You should be comfortable discussing Spark optimization, LLM fine-tuning, and data lakehouse architecture. AI Builder Experience: Proven track record of hands-on experience building AI systems (MLOps, GenAI apps, or large-scale predictive models). Industry Credibility: 10+ years of experience, including significant time spent in leadership roles within a "Digital Native" environment (e.g., high-growth SaaS, FinTech, HealthTech, AdTech, or Marketplace companies). Open Source Knowledge: A strong understanding of the open-source ecosystem and how it integrates with proprietary enterprise platforms. Programmatic Vision: Experience developing global, scalable GTM motions—moving beyond "one-off" deals to create a structured engine for global growth. Community Passion: A genuine desire to help other Digital Native companies avoid "big mistakes" by sharing architectural best practices and "hard-won" lessons. Executive Presence: Ability to command a room of engineers while simultaneously influencing C-suite stakeholders and VPs of Engineering. Entrepreneurial Spirit: A "doer" mindset with the ability to operate in a fast-paced, ambiguous environment and drive results across cross-functional teams. Pay Range Transparency Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here. Zone 1 Pay Range $308,700—$424,500 USD About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please visit https://www.mybenefitsnow.com/databricks. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.