Manager, Global Pipeline Strategy & Sales Development PlanningActive$191K

Databricks
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The opportunity

The Global Pipeline Strategy & Execution team sits at the heart of Databricks’ GTM engine. We set the pipeline targets the company runs on, monitor global pipeline health, evaluate performance, and architect the future top-of-funnel operating model.

What you'll do

  • 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.

What they're looking for

  • 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.
  • Radical ownership and speed: You own outcomes at pace, not just tasks. You are measured on the impact you deliver, not on effort.
  • Run-the-business operator: You want to own a business end-to-end and operate on the leader's behalf, not support from the sidelines. You earn trust through immersion and reliability, you're a doer as much as a designer, and you bring structure to ambiguity.