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

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SLSQ127R420 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 th 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. The Impact You Will Have 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. What We Look For 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 triggers, helping to shape our industry advantage against peers. Open Source Knowledge: A strong understanding of the open-source ecosystem and how it integrates with proprietary enterprise platforms. AI Builder Experience: Proven track record of hands-on experience building AI systems (MLOps, GenAI apps, or large-scale predictive models). Execution & Analytical Skills Full-Funnel Expertise: Deep understanding of sales play mechanics, including lead generation, pipeline progression, and consumption drivers. Scale Orientation: A "multiplier" mindset with a passion for activating large-scale field organizations and cross-pollinating best practices. Entrepreneurial Spirit: A "doer" mindset with the ability to operate in a fast-paced, ambiguous environment and drive result

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