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Manager, Global Pipeline Strategy & Sales Development Planning

Databricks· Engineering
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San Francisco, CA$191k - $262.6kFull-timePosted 5d ago

About the role

Strategic leadership role owning global pipeline strategy, executive governance, and the long-term Sales Development (xDR) capacity and talent planning to optimize Databricks’ GTM engine and future top-of-funnel operating model.

Responsibilities

  • Executive Pipe Councils Framework: Architect, scale, and orchestrate Executive & Cross-Functional Pipeline Council frameworks, operating cadences, and executive communications alongside senior leadership.
  • Central Pipeline Strategy Narrative: Own the global pipeline strategy narrative, synthesizing complex, multi-workstream performance insights into coherent executive presentations and leadership decision frameworks.
  • Cross-Functional Alignment: Foster seamless alignment across Sales, Sales Development, Marketing, Partner, Programs, and Product GTM teams to ensure leadership remains unified behind top strategic growth bets.
  • Capacity & Coverage Modeling: Design and implement scalable xDR capacity and coverage models that integrate automation to optimize territory coverage, improve rep productivity, and drive deeper strategic account engagement.
  • Evolving Role Archetypes: Shape the long-term vision and pilot frameworks for specialized Sales Dev role archetypes aligned directly with company-wide growth, product expansion, and sales productivity targets.
  • Future AE Talent Architecture: Partner with Sales Dev leadership to design in-seat career progression architecture. Establish target-setting philosophies, compensation structures, and performance gates that develop xDRs into technically credible, high-performing Account Executives.
  • Operating Frameworks: Install repeatable cadences, standardized review frameworks, and governance models that increase velocity, eliminate friction, and improve cross-functional decision-making.
  • AI Builder Mindset: Proactively deploy AI tools (e.g., LLMs, conversational analytics, custom agents) to improve strategy team workflows, automate strategic reporting, and raise the bar for AI capabilities across the GTM strategy org.

Qualifications

  • Prior experience in GTM Strategy, Strategy & Operations, Sales Operations, or Management Consulting at a high-growth technology company, with deep understanding of capacity planning, coverage ratios, and top-of-funnel mechanics.

Skills

Required:Executive leadership communicationGTM strategy & operationsCapacity planning & coverage modeling

Benefits

  • Benefit details available via regional link (as listed in description).
Last updated Oct 22, 2026. Interested? Apply on the company site.

About Databricks

Leading Data and AI Platform for Enterprises

Databricks offers a unified platform for data, analytics and AI. Build better AI with a data-centric approach. Simplify ETL, data warehousing, governance and AI on the Data Intelligence Platform.

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