Global Pipeline Strategy & xDR Lead

Databricks Inc.; United States; On-site; USD 191,000 - 263,000; Full time

Job summary

Databricks is seeking a strategic, high-leverage Manager / Senior Strategy Lead to serve as the central spine for global pipeline strategy and executive governance. You will drive capacity, coverage, and talent planning for the Sales Development organization, pairing AI-native workflows with human specialists to optimize coverage and fuel AE talent development.

You will bridge corporate strategy with operational execution, delivering executive-ready narratives and structured choices to maximize

Qualifications

• Experience in GTM strategy, Strategy & Operations, Sales Operations, or Management Consulting at a high-growth technology company
• Strong capacity planning, coverage ratios, and top-of-funnel mechanics
• Executive communications and deck-building for leadership audiences
• Ability to lead cross-functional governance and align stakeholders across Sales, Marketing, Partner, Programs, and Product GTM teams

Responsibilities

• Executive Pipeline Governance & Strategic Spine
• 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.
• Next-Gen Sales Development (xDR) Strategic Planning & Talent Engine
• 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.
• AI-Native Workflows & Operating Rigor
• 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.

Job description

Databricks is seeking a strategic, high-leverage Manager / Senior Strategy Lead to serve as the central spine for global pipeline strategy and executive governance. You will drive capacity, coverage, and talent planning for the Sales Development organization, pairing AI-native workflows with human specialists to optimize coverage and fuel AE talent development.

You will bridge corporate strategy with operational execution, delivering executive-ready narratives and structured choices to maximize