Manager, Sales Development - Public Sector

Databricks Inc.; Maryland; Hybrid; USD 109,000 - 150,000; Full time

Job summary

Databricks is seeking an experienced Outbound Sales Development Manager to lead a BDR team, drive pipeline generation, and coach teams across Sales, Marketing, and Demand Gen. You will shape the outbound strategy, recruit, and partner with cross-functional leaders to scale a high-velocity pipeline in the Public Sector space.

The role emphasizes coaching, data-driven optimization, and collaboration with Sales and Marketing to maximize campaign effectiveness while maintaining a rigorous cadence

Qualifications

• 2+ years of overall sales experience, including 1–2 years leading an outbound sales development team in a SaaS environment.
• Experience managing outbound pipeline generation within the Public Sector vertical.
• A passion for coaching and developing talent.
• Highly data-driven: optimizing activities and outputs.

Responsibilities

• Manage, develop, and hire a team of outbound Business Development Representatives.
• Collaborate with Sales, Demand Gen, and Marketing leadership to ensure campaign success and contribute to new campaigns.
• Develop relationships with Sales segments to maximize SD performance.
• Foster a high-enthusiasm work environment.
• Coach BDRs to translate complex technical concepts into business value.
• Standardize outbound workflows and maintain CRM discipline for accountability.
• Monitor outbound funnel health and diagnose bottlenecks using data.
• Contribute to the playbook to scale SD org as Databricks grows.

Skills

Outbound sales management

Public Sector experience

Coaching

Data-driven

Cross-functional collaboration

AI in workflows

Education

Bachelor's degree (implied)

Tools

Salesforce

Outreach

Job description

Manager, Sales Development - Public Sector

Maryland; Virginia; Washington, D.C.

This role requires a presence in our Tyson’s Corner, VA, office, multiple days per week, on a hybrid schedule

Databricks is looking for an experienced Outbound Sales Development Manager. You will be an important contributor to our sales leadership team, leading recruiting, pipeline generation strategy and constructive coaching for our Business Development Representatives (BDRs). The ideal candidate will have experience driving pipeline generation, leading sales development teams and working cross‑functionally with sales and marketing teams.

The impact you will have:

• Manage, develop, and hire a team of outbound Business Development Representatives


• Work with Sales, Demand Gen, and Marketing leadership to ensure the success of campaigns, while providing constructive input to develop new campaigns


• Develop relationships with Sales segments to ensure positive working relationships and maximize the effectiveness of sales development


• Help create a place where people love coming to work by maintaining a high level of enthusiasm


• Enable Business Development Representatives to translate complex technical concepts into business value


• Standardize and optimize outbound workflows, ensuring the team operates with high efficiency and maintains a rigorous \"cadence of accountability\" through CRM hygiene and process discipline


• Proactively monitor the health of the outbound funnel. You won't just report on the numbers; you will use data to diagnose bottlenecks in the lead-to-opportunity lifecycle and architect creative solutions to fix them


• Contribute to the \"playbook\" by identifying repeatable patterns of success, allowing the sales development organization to scale predictably as Databricks continues its rapid growth

What we look for:

• 2+ years of overall sales experience (e.g. AE), including at least 1-2 years managing an outbound sales development team in a SaaS environment


• Experience managing outbound pipeline generation motion specifically within the Public Sector vertical


• A passion for coaching and developing talent


• Highly data-driven: constant optimization of activities and outputs


• Expertise with Salesforce and Outreach


• Demonstrated success using AI to improve work streams and operating efficiency

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non‑commissionable roles or on‑target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job‑related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here .

• Zone 1 Pay Range $120,900 — $166,275 USD


• Zone 2 Pay Range $108,900 — $149,700 USD


• Zone 3 Pay Range $102,800 — $141,350 USD


• Zone 4 Pay Range $96,800 — $133,025 USD

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn , X , YouTube , and Instagram .

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here .

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio‑economic status, veteran status, and other protected characteristics.

Compliance

If access to export‑controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.