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 results across cross-functional teams.

Leadership & Scale

• Influence Without Hierarchy: Ability to influence & drive outcomes across senior executives & global teams via influence, clarity & presence versus direct reporting lines.
• Cross-Functional Orchestration: Skill in collaborating with Product, Engineering, and BD leadership to align product roadmap shifts with commercial requirements specific to high-growth SaaS customers.

Req ID: FEQ427R219

Databricks is looking for a bold, strategic, and execution-oriented senior executive to lead our Energy industry go-to-market (GTM) motion across the Europe, Middle East, and Africa (EMEA) region. As a key member of our global industry GTM team, you will shape and drive how Databricks engages the energy sector in one of the world's most dynamic markets. Reporting to the Global GTM Head for Manufacturing, Transportation, and Energy, you will collaborate deeply on a day-to-day basis with EMEA sales, field engineering, and GTM leadership.

You will operate at the intersection of industry expertise, customer engagement, and commercial strategy, helping Databricks win in a market where data and AI are redefining how energy systems are built and optimized to support future economic growth. If you bring deep industry domain knowledge, the ability to set the vision for AI at the world’s largest energy companies, and a proven track record of harnessing the transformative potential of data and AI to drive real business value, we want to hear from you.

Key Responsibilities:

• Strategic Vision & Executive Engagement: Lead AI vision-setting engagements with top energy accounts, advising CEOs and executive teams on strategic adoption and impact. Cultivate and maintain executive-level relationships with customers, partners, and key industry stakeholders across the EMEA region.
• GTM Strategy & Pipeline Growth: Lead the strategic and operational execution of GTM initiatives across the energy sector in EMEA, including oil and gas, power and utilities, renewables, and mining. Drive pipeline growth and accelerate customer adoption. Define, track, and report on key performance indicators (KPIs) for GTM initiatives, continuously refining plans based on data and field insights.
• Cross-Functional Alignment: Build strong alignment with EMEA sales, field engineering, marketing, partnerships, and product teams. Develop and execute industry-specific GTM programs that convert market opportunity into revenue.
• Thought Leadership & Market Analysis: Develop and deliver thought leadership through industry publications, conferences, and executive briefings to position Databricks as the platform of choice for the industry. Provide ongoing analysis of market trends, competitive dynamics, and customer needs to sharpen our industry strategy and identify high-value growth opportunities.
• Travel regularly to support customer meetings, executive engagements, and industry events.

Qualifications:

• Education: Bachelor's degree in Business, Engineering, or a related field. An MBA or equivalent post-graduate qualification is strongly preferred.
• Industry Leadership: 10+ years of leadership experience in the energy sector. This must include at least 5 years in a GTM, strategy, or business development role within strategic consulting (ex-MBB preferred) and product-led technology companies.
• Commercial Success: Proven success taking technology products or platforms to market with a clear industry focus and measurable commercial outcomes.
• Domain Expertise: Expert-level domain knowledge in one or more of the following areas: subsurface intelligence, industrial AI, energy and commodity trading, and grid resilience. Familiarity with key energy industry standards bodies and frameworks across the EMEA region. Strong understanding of the modern data and AI technology landscape and how it applies to every aspect of the energy sector.
• Soft Skills & Collaboration: Demonstrated ability to influence and lead cross-functional teams without direct authority in a matrixed, fast-moving organization. A track record of building trusted relationships with senior executives in a multilingual, multicultural market like EMEA. Exceptional communication skills—both written and verbal—with the ability to translate technical and data concepts into compelling business narratives for executive audiences.

Job Title: Retail and Consumer Goods EMEA Leader

Req ID: SLSQ127R516

This is not a role for someone who wants to inherit a playbook. As the Go-to-Market Leader for EMEA Retail & Consumer Goods, you will architect and execute a category-defining strategy from the ground up. You'll operate with the mindset of a founder of a hyper-growth enterprise—a rare opportunity that demands entrepreneurial instincts, relentless drive, and the courage to build in ambiguity.

Databricks is scaling at extraordinary speed. Databricks is the market share leader in data + AI in Retail & Consumer Goods, and this vertical represents one of the most significant growth opportunities in our portfolio. We need a leader who thrives in white space, who sees undefined territory not as risk but as canvas. You will shape how EMEA's largest retailers and consumer brands harness Data and AI to transform their operations, unlock new revenue streams, and reimagine customer experiences.

You will report to the Global VP of Consumer Industries, but your impact will extend across the entire organization—influencing product direction, shaping partner ecosystems, and setting the strategic agenda for one of our most consequential markets.

The impact you will have:

• A Scalable EMEA Growth Engine Design and execute a go-to-market strategy that doesn't yet exist in its final form. You'll establish C-level relationships with flagship accounts, construct an ecosystem of ISVs, SIs, and alliance partners, and create repeatable motions that accelerate revenue growth across Retail, Consumer Goods, Restaurants, and Wholesale.
• Programmatic Opportunity Capture Identify the highest-value use cases and industry-specific opportunities—demand forecasting, unified customer intelligence, supply chain optimization, real-time pricing—and build scalable programs that systematically convert these opportunities into revenue. You won't pursue targets one at a time; you'll construct the engines, assets, and activation frameworks that allow us to capture entire categories of opportunity across the region simultaneously.
• A Partner Ecosystem from First Principles Identify, cultivate, and scale relationships with the partners who will amplify our reach. This isn't about managing existing relationships—it's about seeing what partnerships should exist and making them real.
• Data-Driven Operational Excellence Use rigorous analysis to surface gaps, inefficiencies, and untapped opportunities within our go-to-market approach. Build the feedback loops and improvement mechanisms that compound our effectiveness over time.
• Sales Plays That Travel Create comprehensive, scalable sales initiatives tailored to EMEA's diverse geographies while contributing frameworks that support Americas and APJ. You'll work cross-functionally to ensure these plays move from concept to revenue.
• Industry Thought Leadership Establish Databricks as the authoritative voice in Retail & Consumer Goods transformation. Author white papers, command stages at premier industry events, and engage C-suite executives with a point of view that shapes how the market thinks about Data and AI.
• Cross-Functional Influence Serve as a trusted advisor across product, sales, pre-sales, marketing, and partner teams. Your credibility will be earned through results, and your influence will extend far beyond your formal remit.
• Market-Defining Content Collaborate with marketing to develop industry-specific collateral, demand generation campaigns, and event strategies that resonate with sophisticated enterprise buyers.
• Sales Team Acceleration Build enablement content and coaching programs that elevate the entire verticalized sales organization—making others more effective is as important as your direct contributions.

What we look for:

• An Industry Insider with Builder DNA You've held senior leadership or practitioner roles in Retail or Consumer Goods. You understand the industry's challenges from the inside—but you're energized by building something new rather than optimizing what exists.
• Entrepreneurial by Nature You've operated in environments where the path wasn't paved. You're comfortable making decisions with incomplete information, moving quickly, and course-correcting based on market feedback. Ambiguity is where you do your best work.
• A GTM Architect You have extensive experience constructing vertical go-to-market programs on technology platforms, working cross-functionally to deliver measurable revenue growth and customer value.
• An Executive Relationship Builder You engage naturally with CXOs and senior business leaders. You create trust through substance, not just polish, and you know how to translate technical capability into strategic business value.
• A Transformation Leader You've led large-scale change initiatives and understand both the technical and human dimensions of enterprise transformation in complex organizations.
• Technically Fluent You possess deep familiarity with the data and AI landscape, retail technology standards, and the broader ecosystem trends reshaping the industry.
• Regulatory Aware You understand the European regulatory environment—GDPR, Greenhouse Gas Compliance, food waste, sustainability reporting—and can navigate these considerations in strategic conversations.
• A Program Operator You've managed complex vertical initiatives end-to-end: gathering requirements, coordinating technical teams, driving marketing alignment, and managing partner relationships to hit milestones.
• A Force Multiplier You have proven ability to train and enable sales teams, making the entire organization more effective at positioning solutions to Retail & Consumer Goods customers.

Multilingual Fluent in English with strong proficiency in French or German.

SLSQ427R271

Databricks is looking for a bold, strategic, and execution-oriented senior executive to lead our Manufacturing industry go-to-market (GTM) motion across Asia Pacific and Japan (APJ). As a key member of our global industry GTM team, you will shape and drive how Databricks engages the industrial sectors in one of the world's most dynamic and complex regional markets.

This role reports to the Global GTM Head for Manufacturing, Transportation, and Energy, with deep day-to-day collaboration with APJ sales, field engineering, and GTM leadership. You will operate at the intersection of industry expertise, customer engagement, and commercial strategy - helping Databricks win in a market where data and AI are redefining how physical products are built, delivered, and optimized.

If you bring deep industry domain knowledge, a bias for action, and a proven track record of harnessing the transformative potential of data and AI to drive real business value - we want to hear from you.

Responsibilities:

• Lead the strategic and operational execution of GTM initiatives across the manufacturing and automotive industries in APJ, driving pipeline growth and accelerating customer adoption
• Build strong alignment with APJ sales, field engineering, marketing, partnerships, and product teams to develop and execute industry-specific GTM programs that convert market opportunity into revenue
• Cultivate and maintain executive-level relationships with customers, partners, and key industry stakeholders across the APJ region — with particular focus on Japan, Korea, and India
• Develop and deliver thought leadership through industry publications, conferences, and executive briefings to position Databricks as the platform of choice for the industry 
• Provide ongoing analysis of market trends, competitive dynamics, and customer needs to sharpen our industry strategy and identify high-value growth opportunities
• Define, track, and report on key performance indicators (KPIs) for GTM initiatives, continuously refining plans based on data and field insights
• Travel regularly across the APJ region to support customer meetings, executive engagements, and industry events

Qualifications:

• Bachelor's degree in Business, Engineering, or a related field; MBA or equivalent post-graduate qualification strongly preferred
• 10+ years of leadership experience in the manufacturing sector, including at least 5 years in a GTM, strategy, or business development role within enterprise technology
• Proven success taking technology products or platforms to market with a clear industry focus and measurable commercial outcomes
• Expert-level domain knowledge in one or more of the following areas: software-defined vehicles, industrial AI, agentic supply chain management, or AI-driven engineering and R&D
• Familiarity with key manufacturing and automotive industry standards bodies and frameworks across the APJ region
• Strong understanding of the modern data and AI technology landscape — and how it applies to manufacturing operations, quality, supply chain, and innovation
• Demonstrated ability to influence and lead cross-functional teams without direct authority in a matrixed, fast-moving organization
• Track record of building trusted relationships with senior executives in a multilingual, multicultural market like APJ
• Exceptional communication skills — written and verbal — with the ability to translate technical and data concepts into compelling business narratives for executive audiences

SLSQ427R275

This is not a role for someone who wants to inherit a playbook. As the Go-to-Market Leader for APAC Retail & Consumer Goods, you will architect and execute a category-defining strategy from the ground up. You'll operate with the mindset of a founder of a hyper-growth enterprise—a rare opportunity that demands entrepreneurial instincts, relentless drive, and the courage to build in ambiguity.

Databricks is scaling at extraordinary speed. Databricks is the market share leader in data + AI in Retail & Consumer Goods, and this vertical represents one of the most significant growth opportunities in our portfolio. We need a leader who thrives in white space, who sees undefined territory not as risk but as canvas. You will shape how APAC’s largest retailers and consumer brands harness Data and AI to transform their operations, unlock new revenue streams, and reimagine customer experiences.

You will report to the Global VP of Consumer Industries, but your impact will extend across the entire organization—influencing product direction, shaping partner ecosystems, and setting the strategic agenda for one of our most consequential markets.

The impact you will have

• A Scalable APAC Growth Engine Design and execute a go-to-market strategy that doesn't yet exist in its final form. You’ll establish C-level relationships with flagship accounts, construct an ecosystem of ISVs, SIs, and alliance partners, and create repeatable motions that accelerate revenue growth across Retail, Consumer Goods, Restaurants, and Wholesale.
• Programmatic Opportunity Capture Identify the highest-value use cases and industry-specific opportunities—demand forecasting, unified customer intelligence, supply chain optimization, real-time pricing—and build scalable programs that systematically convert these opportunities into revenue. You won't pursue targets one at a time; you'll construct the engines, assets, and activation frameworks that allow us to capture entire categories of opportunity across the region simultaneously.
• A Partner Ecosystem from First Principles Identify, cultivate, and scale relationships with the partners who will amplify our reach. This isn't about managing existing relationships—it's about seeing what partnerships should exist and making them real.
• Data-Driven Operational Excellence Use rigorous analysis to surface gaps, inefficiencies, and untapped opportunities within our go-to-market approach. Build the feedback loops and improvement mechanisms that compound our effectiveness over time.
• Sales Plays That Travel Create comprehensive, scalable sales initiatives tailored to APAC’s diverse geographies while contributing frameworks that support Americas and EMEA. You'll work cross-functionally to ensure these plays move from concept to revenue.
• Industry Thought Leadership Establish Databricks as the authoritative voice in Retail & Consumer Goods transformation. Author white papers, command stages at premier industry events, and engage C-suite executives with a point of view that shapes how the market thinks about Data and AI.
• Cross-Functional Influence Serve as a trusted advisor across product, sales, pre-sales, marketing, and partner teams. Your credibility will be earned through results, and your influence will extend far beyond your formal remit.
• Market-Defining Content Collaborate with marketing to develop industry-specific collateral, demand generation campaigns, and event strategies that resonate with sophisticated enterprise buyers.
• Sales Team Acceleration Build enablement content and coaching programs that elevate the entire verticalized sales organization—making others more effective is as important as your direct contributions.

What we look for

• An Industry Insider with Builder DNA You've held senior leadership or practitioner roles in Retail or Consumer Goods. You understand the industry's challenges from the inside—but you're energized by building something new rather than optimizing what exists.
• Entrepreneurial by Nature You've operated in environments where the path wasn't paved. You're comfortable making decisions with incomplete information, moving quickly, and course-correcting based on market feedback. Ambiguity is where you do your best work.
• A GTM Architect You have extensive experience constructing vertical go-to-market programs on technology platforms, working cross-functionally to deliver measurable revenue growth and customer value.
• An Executive Relationship Builder You engage naturally with CXOs and senior business leaders. You create trust through substance, not just polish, and you know how to translate technical capability into strategic business value.
• A Transformation Leader You've led large-scale change initiatives and understand both the technical and human dimensions of enterprise transformation in complex organizations.
• Technically Fluent You possess deep familiarity with the data and AI landscape, retail technology standards, and the broader ecosystem trends reshaping the industry.
• Regulatory Aware You understand key APAC regulatory environments—such as data privacy, payments, sustainability, and sector-specific compliance—and can navigate these considerations in strategic conversations.
• A Program Operator You've managed complex vertical initiatives end-to-end: gathering requirements, coordinating technical teams, driving marketing alignment, and managing partner relationships to hit milestones.
• A Force Multiplier You have proven ability to train and enable sales teams, making the entire organization more effective at positioning solutions to Retail & Consumer Goods customers.

FEQ327R147

As the Digital Native Go-to-Market Leader, you will drive the global strategy for the world’s most innovative high-growth companies—from late-stage startups to "born-in-the-cloud" giants. You will play a pivotal role in accelerating revenue growth by helping these organizations build their next-generation Data and AI platforms on Databricks.

You are not just a strategist; you are a technical authority. You have a strong POV on how Data Intelligence platforms transform digital business models, a deep understanding of the open-source ecosystem, and the ability to engage in "architect-to-architect" discussions with CTOs and VPs of Engineering. You will set the vision, build executive relationships, and develop the programmatic motions required to scale this function globally.

The impact you will have:

• Global Programmatic Scaling: Design and execute repeatable, global GTM motions that allow the field to effectively sell to Digital Natives at scale.
• Strategic Sales Partnership: Work closely with sales and pre-sales teams to identify high-growth use cases, create account-level technical strategies, and build comprehensive sales programs.
• Growth of Digital Native Business: Directly engage with priority accounts and influence key stakeholders in strategic deals.
• Technical Advisory: Act as a hands-on trusted advisor to CTOs and Engineering leaders, guiding them on setting up modern Data and AI platforms.
• Open Source Advocacy: Leverage your deep understanding of the open-source ecosystem (Spark, Delta, MLflow, etc.) to align Databricks’ value proposition with the "build vs. buy" mindset of Digital Natives.
• Ecosystem Integration: Collaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystem.
• Thought Leadership: Establish yourself as a global technical thought leader by authoring deep-dive technical blogs, contributing to the community, and speaking at major industry events.
• Internal Influence: Partner with Product and Engineering teams to influence the Databricks roadmap based on the unique requirements of high-scale Digital Native customers.

What we look for:

• Technical Chops: Deep, hands-on experience with Databricks and the broader Data/AI landscape. You should be comfortable discussing Spark optimization, LLM fine-tuning, and data lakehouse architecture.
• AI Builder Experience: Proven track record of hands-on experience building AI systems (MLOps, GenAI apps, or large-scale predictive models).
• Industry Credibility: 10+ years of experience, including significant time spent in leadership roles within a "Digital Native" environment (e.g., high-growth SaaS, FinTech, HealthTech, AdTech, or Marketplace companies).
• Open Source Knowledge: A strong understanding of the open-source ecosystem and how it integrates with proprietary enterprise platforms.
• Programmatic Vision: Experience developing global, scalable GTM motions—moving beyond "one-off" deals to create a structured engine for global growth.
• Community Passion: A genuine desire to help other Digital Native companies avoid "big mistakes" by sharing architectural best practices and "hard-won" lessons.
• Executive Presence: Ability to command a room of engineers while simultaneously influencing C-suite stakeholders and VPs of Engineering.
• Entrepreneurial Spirit: A "doer" mindset with the ability to operate in a fast-paced, ambiguous environment and drive results across cross-functional teams.