Manager, Global Pipeline Strategy & Sales Development Planning

Location: San Francisco, California, United States

Salary: $152,800–$262,550 USD per year, depending on pay zone. Additional compensation may include an annual performance bonus, equity, and benefits.

Company

Databricks is a Data and AI company providing a unified platform for data and AI applications, analytics, agents, and lakehouse workloads.

What you will do

• Own the global pipeline strategy narrative and synthesize multi-workstream performance insights into executive presentations and leadership decision frameworks.
• Architect and operate Executive and Cross-Functional Pipeline Councils, including governance frameworks, operating cadences, and executive communications.
• Align Sales, Sales Development, Marketing, Partner, Programs, and Product GTM teams around strategic pipeline-generation priorities.
• Design scalable xDR capacity and coverage models that use automation to optimize territory coverage, rep productivity, and strategic account engagement.
• Develop specialized Sales Development role archetypes, career progression architecture, target-setting philosophies, compensation structures, and performance gates to support Account Executive development.
• Build operating frameworks and deploy AI tools such as LLMs, conversational analytics, and custom agents to automate reporting and improve GTM strategy workflows.

Requirements

• Experience in GTM Strategy, Strategy & Operations, Sales Operations, or Management Consulting at a high-growth technology company.
• Deep understanding of capacity planning, coverage ratios, and top-of-funnel mechanics.
• Ability to own business outcomes end-to-end, execute rapidly, and operate on behalf of senior leaders.
• Strong analytical and technical capabilities, including advanced Excel, SQL, BI platforms, conversational analytics, and custom agents, with the ability to learn new tools quickly.
• AI-fluent approach, including daily use of AI as a workflow multiplier and ability to turn emerging tools into enterprise-quality work.
• Ability to identify patterns, form strategic recommendations, and frame decisions for leaders.
• High operational rigor, including accurate, timely, executive-ready output and root-cause analysis of discrepancies.
• Strong cross-functional judgment, integrity, documentation, teaching, and partnership skills.
• Executive presence and excellent communication skills, including presenting to Senior Directors, VPs, and business-unit leadership and creating executive summaries and quantitative business cases.

Culture & Benefits

• Inclusive culture focused on enabling people to excel and supporting equal employment opportunity.
• Comprehensive benefits and perks, with details varying by region.
• Potential eligibility for an annual performance bonus, equity, and employee benefits.
• Databricks serves more than 20,000 organizations and operates 30+ offices globally.