Go-To-Market (GTM) Digital Natives Program Leader

As the GTM Digital Native Programs Leader, you will operate as the de facto COO and scale pipeline and consumption for the high-growth Databricks’ Digital Native vertical. You will partner in a 'two-in-a-box' model with the Industry GTM Leader to translate strategy into durable, repeatable commercial execution across a rapidly scaling global field organization. You will work closely with sales and field engineering leaders to ideate, build, execute, and scale global programs.

• Own and implement end-to-end op-model (across Sales, FE, Product, Engineering, Developer Relations, Partners) in a consistent global approach.
• Inform the annual Digital Native strategy by synthesizing product telemetry and engineering roadmaps with field signals to identify Big Bets in the digital natives space.
• Synthesize learnings from internal (field, product, engineering, developer relations) & external (customer, partner, developers) stakeholders into durable best practices.
• Wield two-way influence on Databricks’ Field (Sales, FE, Business Dev), Product & Engineering leadership.
• Own and engage with technical & business customer and partner executives, build market presence to uncover signals on technical friction, business value and Databricks differentiators.
• Serve as a visible evangelist & thought leader (e.g., open source advocacy, scaling AI adoption), representing Databricks’ at key customer, partner, industry and developer forums.
• Select & design the industry’s programs across products (and verticalize product programs) across the full funnel: demand generation → pipe creation & progression → consumption.
• Create high-quality and scalable program assets that will be used by the full field (Sales, FE, BD, Marketing, Ecosystem) at scale.
• Drive continuous field adoption of program assets and outcomes by cross-pollinating best practices across product and field teams in high-impact community cadences.
• Collaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystem.
• Deliver commercial outcomes by establishing measurement and monitoring systems that track product telemetry, industry & partner program performance.
• Drive cross-functional leadership accountability for program adoption and outcomes through continuous monitoring and executive influence.

• Proven ability to act as the operational backbone of a business vertical, focusing on pipeline health, organizational efficiency, and execution.
• A track record of defining and translating complex industry strategies into durable, 'field-ready' commercial motions for large organizations.
• Experience developing global, scalable GTM frameworks - moving beyond 'one-off' deals to create a scalable engine for growth.
• Technical knowledge on Databricks critical for this market. Comfort with discussing AI & LLM, Lakehouse, Lakebase, governance.
• A strong point of view on macro trends in high-growth SaaS and key persona triggers, helping to shape our industry advantage against peers.
• A strong understanding of the open-source ecosystem and how it integrates with proprietary enterprise platforms.
• Proven track record of hands-on experience building AI systems (MLOps, GenAI apps, or large-scale predictive models).
• Deep understanding of sales play mechanics, including lead generation, pipeline progression, and consumption drivers.
• A 'multiplier' mindset with a passion for activating large-scale field organizations and cross-pollinating best practices.
• A 'doer' mindset with the ability to operate in a fast-paced, ambiguous environment and drive results across cross-functional teams.
• Ability to influence & drive outcomes across senior executives & global teams via influence, clarity & presence versus direct reporting lines.
• Skill in collaborating with Product, Engineering, and BD leadership to align product roadmap shifts with commercial requirements specific to high-growth SaaS customers.

Pay Range: $269,800—$370,900 USD (all zones). Total compensation may include annual performance bonus, equity, and benefits. Databricks offers comprehensive benefits and perks; details vary by region.