AI GTM Leader

<p data-pm-slice="1 1 []">ReqID: SLSQ127R308</p> <h2><strong>About the Role</strong></h2> <p>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.</p> <p>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.</p> <h2><strong>Key Responsibilities:</strong></h2> <h3><strong>Design and Scale AI GTM Programs</strong></h3> <ul> <li>Build and execute scalable, repeatable AI GTM programs that enable the global sales organization to consistently position, sell, and expand Databricks’ AI solutions.</li> <li>Define standardized plays, packaging, enablement assets, and execution models that support both new logo acquisition and expansion.</li> </ul> <h3><strong>Customer Engagement</strong></h3> <ul> <li>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</li> <li>Support executive-level customer conversations by connecting AI capabilities to ROI, transformation outcomes, and operational impact.</li> </ul> <h3><strong>Sales Leadership, Programs Operations Partnership</strong></h3> <ul> <li>Partner closely with <strong>regional and global sales leadership</strong> to align AI GTM priorities with revenue goals, account strategies, and field capacity.</li> <li>Work with <strong>Sales Programs and Sales Operations</strong> to embed AI motions into planning, pipeline generation, forecasting, incentives, and operating rhythms.</li> <li>Establish strong feedback loops with the field to continuously refine plays, coverage models, and execution effectiveness</li> </ul> <h3><strong>Cross-Functional Leadership with Product</strong></h3> <ul> <li>Collaborate closely with <strong>Product and Engineering</strong> 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. </li> <li>Influence product direction by bringing structured field, customer, and market feedback into planning and prioritization discussions.</li> </ul> <h3><strong>Executive Communication Influence</strong></h3> <ul> <li>Communicate effectively with internal executives and customer C-suite stakeholders, articulating Databricks’ AI strategy, differentiation, and value.</li> <li>Enable consistent executive-level storytelling across sales, product, and marketing teams.<br><br></li> </ul> <h3><strong>Data-Driven GTM Execution</strong></h3> <ul> <li>Define success metrics, dashboards, and operating insights to track adoption, pipeline impact, revenue contribution, and ROI of AI GTM programs.</li> <li>Use data to identify gaps, optimize execution, and scale what works globally.<br><br></li> </ul> <h3><strong>Thought Leadership</strong></h3> <ul> <li>Serve as a visible internal and external evangelist for Databricks’ AI capabilities, ensuring narrative alignment across sales, product, and marketing.</li> <li>Represent Databricks at key customer, partner, and industry forums.</li> </ul> <h2><strong>Experience Required</strong></h2> <ul> <li>Proven experience building and scaling <strong>AI, ML, or data-driven GTM programs</strong> at a global enterprise software, cloud, or AI company.</li> <li>Strong trac ... (truncated, view full listing at source)