Sales Development Manager, Public Sector

Databricks; Washington (District of Columbia); Hybrid; USD 96,000 - 166,000; Full time

Job summary

Databricks is seeking an experienced outbound Sales Development Manager to lead a team of BDRs in the Public Sector. This role combines coaching, campaign strategy, and cross-functional collaboration with Sales and Marketing to drive pipeline generation.

You will hire, develop, and manage a high-performing team, optimize outbound workflows, and use data to diagnose bottlenecks in the lead-to-opportunity lifecycle. Hybrid work model in the DC area available.

Qualifications

• Minimum 2+ years in sales, with 1–2 years leading an outbound sales team in SaaS.
• Experience managing outbound pipeline generation in the Public Sector vertical.
• Passion for coaching and developing talent.
• Highly data-driven with constant optimization of activities.
• Expertise with Salesforce and Outreach.
• Demonstrated success using AI to improve work streams and operating efficiency.

Responsibilities

• Manage, develop, and hire a team of outbound Business Development Representatives.
• Collaborate with Sales, Demand Gen, and Marketing to ensure campaign success and provide input for new campaigns.
• Develop relationships with Sales segments to maximize effectiveness of sales development.
• Maintain high enthusiasm to create an engaging work environment.
• Enable BDRs to translate complex tech concepts into business value.
• Standardize outbound workflows for efficiency and CRM discipline.
• Monitor outbound funnel health and diagnose bottlenecks using data to craft solutions.
• Contribute to the playbook by identifying repeatable patterns for scalable growth.

Skills

Sales leadership

Outbound sales

Public sector

Data-driven

Salesforce

Outreach

Coaching

Tools

Salesforce

Outreach

Job description

Manager, Sales Development - Public Sector

Location: Maryland; Virginia; Washington, D.C.

Department: Sales Development

SLSQ427R937

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.