Lead GTM Enablement & Scale Architect, Field Engineering - Customer SkillsActive$218K

Databricks
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The opportunity

Pure technical knowledge used to be the main factor in winning customer trust. But in a world where AI can generate prototypes and answer complex queries instantly, being a walking feature catalog isn't enough anymore.

What you'll do

  • Own the global strategy for Customer Skills across Field Engineering: the frameworks, the standard, and the definition of what separates a technical specialist from a trusted advisor - and then execute it end to end

  • Build the influence approaches in the context of the platform: discovery, working backwards from business outcomes, executive engagement, value framing, and consumption-driven selling, all taught against real Databricks deals and real customer scenarios, never in the abstract

  • Elevate the field from builder to builder-plus-advisor: define the behaviors that matter now that AI has lowered the technical barrier, and build the programs that develop judgment, presence, and the ability to influence a CxO

  • Build and ship enablement at scale using AI: use Claude Code, vibe coding, and AI content pipelines to generate first-draft practice scenarios, role-play prompts, coaching content, and personalized learning journeys, then curate for impact

  • Design and build AI-powered practice environments: executive role-plays, scenario simulators, personalized coaching agents - that SAs use in their flow of work, so practice happens before the customer meeting, not after the deal is lost

  • Partner directly with FE leadership, the People Team, and enablement peers to: embed customer skills into the hiring bar, performance management, and career development, so this becomes how we hire, coach, and promote, not a one-time program

What they're looking for

  • Enable SAs and account teams to break out of the IT silo and drive consumption at the CxO level
  • Establish a tight leadership feedback loop: systematically surface where the field stalls - in discovery, in the executive conversation, in converting a technical win into consumption - and bring those insights back to FE leaders with recommendations they can act on.
  • Create enablement that changes behavior, not completion rates: workshops, AI simulations, peer coaching frameworks, and certification paths, always biased toward what shows up in the next customer conversation
  • Stay a practitioner of what you teach: spend ~10-15% of your time leading the customer executive conversations you train SAs on - EBCs, CxO briefings, strategic account reviews. You cannot build trusted-advisor enablement from outside the room