Digital Native Go-to-Market (GTM) Leader

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As the Digital Native Go-to-Market Leader, you will drive the global strategy for the world’s most innovative high-growth companies—from late-stage startups to "born-in-the-cloud" giants. You will play a pivotal role in accelerating revenue growth by helping these organizations build their next-generation Data and AI platforms on Databricks.

You are not just a strategist; you are a technical authority. You have a strong POV on how Data Intelligence platforms transform digital business models, a deep understanding of the open-source ecosystem, and the ability to engage in "architect-to-architect" discussions with CTOs and VPs of Engineering. You will set the vision, build executive relationships, and develop the programmatic motions required to scale this function globally.

The impact you will have:

• Global Programmatic Scaling: Design and execute repeatable, global GTM motions that allow the field to effectively sell to Digital Natives at scale.


• Strategic Sales Partnership: Work closely with sales and pre-sales teams to identify high-growth use cases, create account-level technical strategies, and build comprehensive sales programs.


• Growth of Digital Native Business: Directly engage with priority accounts and influence key stakeholders in strategic deals.


• Technical Advisory: Act as a hands-on trusted advisor to CTOs and Engineering leaders, guiding them on setting up modern Data and AI platforms.


• Open Source Advocacy: Leverage your deep understanding of the open-source ecosystem (Spark, Delta, MLflow, etc.) to align Databricks’ value proposition with the "build vs. buy" mindset of Digital Natives.


• Ecosystem Integration: Collaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystem.


• Thought Leadership: Establish yourself as a global technical thought leader by authoring deep-dive technical blogs, contributing to the community, and speaking at major industry events.


• Internal Influence: Partner with Product and Engineering teams to influence the Databricks roadmap based on the unique requirements of high-scale Digital Native customers.

What we look for:

• Technical Chops: Deep, hands-on experience with Databricks and the broader Data/AI landscape. You should be comfortable discussing Spark optimization, LLM fine-tuning, and data lakehouse architecture.


• AI Builder Experience: Proven track record of hands-on experience building AI systems (MLOps, GenAI apps, or large-scale predictive models).


• Industry Credibility: 10+ years of experience, including significant time spent in leadership roles within a "Digital Native" environment (e.g., high-growth SaaS, FinTech, HealthTech, AdTech, or Marketplace companies).


• Open Source Knowledge: A strong understanding of the open-source ecosystem and how it integrates with proprietary enterprise platforms.


• Programmatic Vision: Experience developing global, scalable GTM motions—moving beyond "one-off" deals to create a structured engine for global growth.


• Community Passion: A genuine desire to help other Digital Native companies avoid "big mistakes" by sharing architectural best practices and "hard-won" lessons.


• Executive Presence: Ability to command a room of engineers while simultaneously influencing C-suite stakeholders and VPs of Engineering.


• Entrepreneurial Spirit: A "doer" mindset with the ability to operate in a fast-paced, ambiguous environment and drive results across cross-functional teams.