SLSQ227R442

The Manager, GTM Planning supports Databricks’ global go-to-market planning and execution. In this role, you will operate at a global scale, owning critical planning workflows across territory and account assignment, quota calculations, and headcount management. You will not only run core processes but continuously improve them by bringing rigor, automation, and a data-driven perspective to each planning cycle.

The Impact you will have:

• Global territory & account assignment - Design and optimize workflows that deliver decision-ready outputs trusted by sales leadership while reducing manual effort
• End-to-end GTM headcount execution - Accelerate time-to-hire by removing bottlenecks, modeling budget trade-offs, and reconciling positions across Finance, Talent Acquisition, and Sales
• Scalable planning infrastructure - Build repeatable templates and processes that reduce manual effort and improve planning accuracy over time
• Cross-functional partnership - Drive alignment across Sales, Finance, HR, and Sales Operations to resolve data discrepancies, align assumptions, and manage planning exceptions
• AI & Process Automation - Identify opportunities to automate repetitive tasks, improve data quality, and shorten planning cycles

What we look for:

• 7+ years of experience in GTM planning, Sales Operations, Revenue Operations, or Strategy & Operations within an enterprise technology company
• Deep, hands-on experience with territory design, quota setting, capacity modeling, and/or headcount management
• Strong proficiency in Salesforce reporting, SQL, and BI tools (e.g., Databricks, Tableau), with the ability to independently extract, transform, and analyze large datasets
• Advanced Excel or Google Sheets modeling skills, including building and maintaining complex planning models used by senior stakeholders
• Proven ability to collaborate across global time zones, particularly with teams in the US, EMEA, and APJ
• Demonstrated use of AI tools to improve productivity, including building lightweight automations, prompt workflows, or data transformations
• Strong bias for action and continuous process improvement - you see a manual process and immediately think about how to make it better
• Comfort operating with ambiguity in a fast-moving, high-growth environment where planning requirements evolve quickly

FEQ425R112

The Senior Manager, Partner Strategy & Operations defines the Partner Ecosystem and GTM strategies for SI, Cloud, and ISV channels. This role provides the strategic analysis and operational rigor necessary to scale a high-growth GTM business. You will partner across Partnerships, Sales, Finance, and Data teams to translate partner performance into actionable insights, resource investments, and long-range planning models.

This role reports to the Director of Partner Strategy & Operations.

What You’ll Do

Combine your strategy and operations toolkit with deep data proficiency to lead major partner initiatives including:

• Define the Partner GTM Strategy - set strategic choices for the SI, Cloud, and ISV ecosystems; establish investment frameworks to ensure resources are deployed to the highest-impact areas.
• Trusted Advisor to Partner Leadership - serve as a strategic partner to Partnerships Leadership by defining, tracking, and implementing goals, programs, and strategies; act as the bridge between executive vision and tactical execution.
• Orchestrate Annual & Long-Range Planning - drive the end-to-end planning process for the partner organization, including revenue modeling, investment ROI analysis, headcount forecasting, and capacity setting.
• Lead Executive Synthesis & AI Insights - develop and deliver high-stakes artifacts including Quarterly Business Reviews (QBRs), investment business cases and strategic narratives for Partnerships leadership using a mix of traditional BI and emerging AI tools to provide deeper signal on ecosystem health
• Instrument the Data Foundation - build and oversee the reporting infrastructure; develop dashboards and key performance indicators (KPIs) to track the health of the business and partner productivity.
• Drive Performance Visibility - manage operational cadences and business reviews, providing clear signals on ecosystem health.

Qualifications

• 7+ years in Strategy & Operations, Management Consulting, FP&A, or Business Operations; experience in Enterprise/Mid-Market SaaS preferred.
• Executive Presence & Influence: Proven ability to act as a trusted advisor to senior leadership; comfortable framing complex trade-offs and navigating ambiguity to drive consensus among VPs and cross-functional heads.
• Strategic Storyteller: Exceptional ability to synthesize complex data sets into a 'so-what' narrative; highly skilled in creating compelling executive-level presentations and board materials that lead to clear decisions.
• Data & AI Expert: Advanced proficiency in querying and scoping (SQL, Databricks, BigQuery) and an active interest/proficiency in using AI tools to automate GTM operations and insights.
• Process Architect: Ability to envision E2E process changes, document requirements, and guide execution in partnership with technical teams to solve complex organizational needs.
• GTM Tooling Proficiency: Direct experience with BI and sales tools including Salesforce, Tableau, and automated reporting repositories.
• Stakeholder Management: A track record of building deep, collaborative relationships across global GTM teams (Finance, Sales, Marketing) to ensure the partner strategy is seamlessly integrated.

Success Metrics

• Strategic Alignment: Clearly defined partner goals and programs that align with broader GTM objectives and executive priorities.
• Planning Accuracy: Signal quality of HC forecasting, capacity assumptions, and long-range modeling variance.
• Leadership Trust: Degree of influence on partner investment decisions and the adoption of recommended GTM pivots.
• Ecosystem Productivity: Visibility into and optimization of partner-driven ROI, revenue contribution, and partner efficiency.

How You Operate

• Data-Driven Rigor: Using high-fidelity data and SQL-driven insights to inform every strategic choice.
• High-Stakes Communication: Moving beyond the 'what' of the data to the 'choices' for leadership; providing crisp, decision-oriented synthesis.
• Strategic Ownership: Taking a first-principles approach to the partner ecosystem, identifying where to play and how to win.
• Collaborative Partnership: A 'service-first' mindset, bringing all possible expertise to bear on projects through an expansive internal network.

SLSQ227R598

The Team

The Partner Strategy & Operations team supports Databricks' robust ecosystem of Cloud, SI and ISV, working with the Databricks Partnerships team. Our team is laser focused on driving operational scale in an extremely high-growth environment. We empower our stakeholders and senior leadership with the insights, tools and decision criteria to inform proactive, effective, and data-driven programmatic strategies.

The Role

You will be in a critical and visible position, playing a key role in scaling the APJ Partnerships team's GTM strategy. In this role, you will combine analytical insight, strong business acumen, and robust cross-functional partnerships with leaders across the company while partnering with our senior APJ Partnerships leaders to set a strategy and medium/long term goals for the business. You will then lead the execution of many of these initiatives, building scalable processes, building consensus, and supporting all of it with proactive data-driven insights and analysis along the way.

The impact you will have:

• Make the leaders of the APJ partnerships team more efficient and effective through a data driven approach to decision making
• Create quarterly and annual OKRs, reporting, forecasting, SQL analytics, BI reporting and dashboard development, territory planning, and quota/productivity modeling
• Support and run pipeline/forecast calls, team calls and quarterly business reviews
• Conduct ROI analysis to evaluate the effectiveness of incentive programs and partner initiatives, making data-driven recommendations for improvement
• Stay up-to-date with industry trends, market dynamics, and competitive landscapes across APJ markets, providing insights to enhance sales strategies and maintain a competitive advantage
• Work cross-functionally and globally with internal stakeholders to resolve issues, understand business and data challenges, identify optimization opportunities and respond to escalation and exception requests

What we look for:

• You love building cross-functional processes at scale and are familiar with automation. You have designed systems and workflows spanning multiple team members and tools to manage projects spanning at least a full year
• You are technical and proficient in SQL analytics, BI reporting and dashboard development, and Salesforce reporting. Whether it's building a quick Salesforce report for the business or analyzing data sets with SQL queries and BI tools, data is a core part of your toolkit, and you apply an analytical mindset to deliver strategic insights
• You excel in a collaborative environment and have a high degree of honesty, integrity and sound judgment. You translate team member needs into clear tasks and deliverables for contributors. You work through dependencies, bottlenecks, and tradeoffs with ease
• You have a bias for action and want to build something that lasts. Not only do you have the ability and the desire to architect the high level strategy, you want to operationalize it and can dive deep into the details
• You have excellent spoken and written communication & presentation skills. You have experience resolving prioritization conflicts, resourcing shortfalls, and timing issues, and can summarize challenges & recommendations succinctly
• You have 7+ years experience in sales strategy, business development, or channel management. You have experience collaborating with partner sales and field engineering teams at an enterprise technology company
• You have experience operating across APJ markets. You understand the nuances of partner ecosystems across ANZ, Japan, India, Southeast Asia, and Korea, and can navigate diverse business cultures and go-to-market models

SLSQ227R554

Sr Analytics Engineer - GTM Strategy and Operations

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

Role: As a Senior Analytics Engineer, you will be a critical partner to the Global GTM Strategy & Operations teams, providing the data, AI driven insights, and infrastructure needed to drive efficiency and effectiveness across the organization. You will design, build, and maintain scalable data models, curated reporting tables, forecasts, and dashboards that support everyone from senior executives to individual contributors, empowering them to make informed decisions and spend more time driving customer outcomes.

Working closely with cross-functional stakeholders—including Sales, Finance, Marketing, and other data teams—you will tackle complex data challenges by leveraging structured data, building AI-powered querying assistants, and using tools like Databricks Genie to improve data accessibility, streamline insights, and deliver actionable, reliable solutions across the business. You will also play a key role in advancing our newly created AI initiatives and semantic data curation efforts, helping to establish a strong foundation for advanced analytics, automation, and scalable business intelligence.

The Impact You Will Have:

• Build: You will design and develop analytic tools, including a semantic layer for AI use cases, scalable data models, curated tables, and insightful analyses that empower thousands of field employees and leaders worldwide. You will work hands-on with diverse datasets every day, leveraging Databricks’ Data Intelligence Platform to drive actionable insights and business impact.
• Architect: You will both manage the requirements gathering and lead execution of strategic analytic projects
• Scale: You will build and manage relationships with stakeholders across the company but primarily with the GTM strategy and operations team

What we look for:

• You have 4+ years of experience working as an Analyst / Data Engineer / Analytics Engineer with B2B sales, marketing, or finance data (GTM experience highly preferred).
• You are data-savvy with 3+ years of SQL and 2+ years of Python experience. Familiarity with data ecosystems and BI tools (e.g., Databricks, PowerBI) is required. GitHub workflow and PySpark experience are a plus.
• You have built for scale. You have experience building scalable and productionizable data models with best practices in mind.
• You integrate AI into your daily workflow. You have hands-on experience using large language model tools (such as Claude or similar) to accelerate analytics work — from drafting and debugging code to synthesizing requirements and generating documentation. You're comfortable evaluating AI-generated outputs critically and iterating quickly.
• You are passionate about applying AI to transform GTM teams. You bring experience in delivering AI-driven solutions and have the ability to design innovative use cases as well as structure data models and tables that are optimized for AI readiness.
• You excel in partnering with the business, understanding the impact of your work on GTM, and creating innovative solutions. You have a track record of cross-functional collaboration and strong stakeholder relationships.
• You excel in a collaborative environment. You translate team member needs into clear tasks and deliverables for contributors. You work through dependencies, bottlenecks, and tradeoffs with ease. You have a service-oriented mindset. You are curious, creative, and kind.

Company: At Databricks, our mission is to radically simplify the entire data lifecycle—from ingestion to ETL, BI, and through to ML/AI. To achieve this goal, we believe the traditional data warehouse architecture will be replaced by the new Data Intelligence Platform built on the Lakehouse, an open platform that unifies data warehousing and advanced analytics. 

SLSQ227R439

The Manager, GTM Compensation Design & Execution, will lead the strategy and execution of the seller compensation experience, spanning enablement, tooling, analytics, and process design. This role ensures sellers have clear, real-time visibility into how they earn and perform through intuitive compensation systems, dashboards, and communications. By combining strong operational leadership with emerging AI capabilities, this role will drive automation, transparency, and scalable compensation infrastructure while partnering cross-functionally to align programs with business objectives.  This role will fall within Databricks’ GTM Strategy & Operations organization. 

Key Responsibilities:

• Own the end-to-end employee experience for sales compensation, ensuring compensation plans, tools, and processes are transparent, easy to understand, and trusted by the sales organization.
• Lead the compensation enablement program, including onboarding, training, documentation, and ongoing communications that help sellers clearly understand how they earn, track progress against quota, and maximize performance.
• Design and manage sales compensation tools that drive workflow automation, performance reporting, and rep-facing earnings visibility. Partner with technical teams to build and deliver new attainment dashboards that provide real-time performance insights for sellers and leadership.
• Drive AI strategy within the sales compensation function, identifying opportunities for AI to improve compensation performance insights and enhance rep self-service. Establish a roadmap for AI use cases for the GTM Compensation Program and a path to execution. 
• Partner cross-functionally with GTM Leadership,  Finance, Product and IT to ensure compensation programs and tools are scalable, compliant, aligned to company goals, and deliver a positive and motivating experience for employees.

What we look for:

• 5+  years in sales compensation, revenue operations, sales operations or sales programs 
• Experience creating and presenting enablement content to a Sales organization. Must be able to deliver messaging with clarity and confidence, articulating the strategic rationale behind decisions. 
• Expertise in designing, implementing, and administering variable sales compensation plans for GTM organizations, preferably under a Consumption revenue model
• Extensive experience in revenue operations, strategy, and planning at a high-growth, technology company
• Expertise in content development and executive summaries
• Ability to operate independently and as part of a team that contributes to the organization's success and growth
• Experience with Databricks preferred; familiarity with AI/BI dashboarding tools, Google Workspace, and content creation platforms

SLSQ227R425

Director, Sales Development Strategy & Execution 

We are seeking a highly accomplished and visionary leader to join our dynamic organization as the Director, Sales Development Strategy & Execution. As a key member of the GTM S&O team, the successful candidate will play a critical role in driving demand generation and revenue growth via depth analysis of pipeline, sales development performance and incremental growth programs. This person will partner with the leader of the Sales Development organization to create and execute the strategy for the future of sales development, incorporating agentic ai into critical workflows to boost productivity.  This leader will be responsible for establishing and preparing the Sales Development forecast and performance metrics, planning resource allocation and territory planning and scaling best practices.  This person will also coordinate Sales Development programs across critical functions, such as marketing, partners and sales to ensure an integrated pipeline motion.  

Sales Development Strategy 

• Drive AI workflows and agentic integration pipeline strategy to bolster productivity and ensure seamless lead to opportunity processes
• Align with cross-functional teams (e.g. Sales, marketing, partners, pipe analytics) to drive the rhythm of the business – e.g., the tools, cadences & metrics to evaluate on a regular basis to ensure the successful growth of the business
• Own planning for the Sales Development organization, including territories, quotas and comp plan execution
• Collect, analyze, evaluate, and report Sales Development performance data to identify leading indicators and trends and drive productivity improvements
• Identify and scale  best practices to drive incremental growth across global sales development businesses
• Develop programmatic initiatives in coordination with other functions (e.g., enablement,  sales programs, etc.) to ensure the success of key investment areas
• Lead content development for key reviews (e.g., QBRs)
• Support incorporation of new products into demand generation activities

What We Look For

• Proven track record of success in GTM strategy & ops leadership roles, preferably in the AI or technology industry
• In-depth understanding of GTM S&O functional areas, including annual planning, forecasting, pipeline management
• Strong strategic thinking, business acumen, and the ability to translate market trends into actionable sales strategies
• Exceptional leadership and team-building skills, with a focus on fostering a positive and collaborative work environment; – proven success in attracting, developing and retaining talent - knows how to inspire people and how to build and develop teams
• Customer oriented, building relationships with customers (including internal)
• Excellent communication and interpersonal skills, with the ability to engage with C-level executives and key stakeholders.
• Understanding / experience with a GTM consumption motion a benefit as well