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

SLSQ
127R420

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

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.

You will play a critical role in shaping Databricks’ growth trajectory. You will be part of a lean GTM leadership that powers sellers to deliver measurable business outcomes through scale & leverage. You will be the lead orchestrator for your industry vertical, at the center of a mandate to inspire executives, drive industry outcomes, and unleash Databricks’ partner ecosystem in the high-growth SaaS space.

Strategy & Operating Model

• Operating Model Ownership: Own and implement end-to-end op-model (across Sales, FE, Product, Engineering, Developer Relations, Partners) in a consistent global approach.
• Product-GTM Strategy: 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.
• Data-Driven Product Feedback: Synthesize learnings from internal (field, product, engineering, developer relations) & external (customer, partner, developers) stakeholders into durable best practices

Market Presence & Influence

• Internal Executive Influence: Wield two-way influence on Databricks’ Field (Sales, FE, Business Dev), Product & Engineering leadership: i.e., reflect industry signals in product roadmaps, as well as translate product activation goals into verticalized industry programs
• Market Presence: Own and engage with technical & business customer and partner executives, build market presence to uncover signals on technical friction, business value and Databricks differentiators.

• Industry Evangelism: 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

Execution & Accountability

• Full-Funnel Program Design: Select & design the industry’s programs across products (and verticalize product programs) across the full funnel: demand generation → pipe creation & progression → consumption
• Asset Creation: Create high-quality and scalable program assets that will be used by the full field (Sales, FE, BD, Marketing, Ecosystem) at scale

• Field Activation & Community: Drive continuous field adoption of program assets and outcomes by cross-pollinating best practices across product and field teams in high-impact community cadences.
• Ecosystem Integration: Collaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystem.

• Outcome Measurement: Deliver commercial outcomes by establishing measurement and monitoring systems that track product telemetry, industry & partner program performance.

• Executive Accountability: Drive cross-functional leadership accountability for program adoption and outcomes through continuous monitoring and executive influence.

Strategic & Operational Mindset

• COO Mindset: Proven ability to act as the operational backbone of a business vertical, focusing on pipeline health, organizational efficiency, and execution.
• Strategic Execution: A track record of defining and translating complex industry strategies into durable, "field-ready" commercial motions for large organizations.
• Programmatic Vision: Experience developing global, scalable GTM frameworks - moving beyond "one-off" deals to create a scalable engine for growth.

Technical & Domain Expertise

• Technical Chops: Technical knowledge on Databricks critical for this market. Comfort with discussing AI & LLM, Lakehouse, Lakebase, governance

• Industry POV: A strong point of view on macro trends in high-growth SaaS and key persona…