Manager, Global Pipeline Strategy & Sales Development Planning

SLSQ427R609

The Global Pipeline Strategy & Execution team sits at the heart of Databricks’ GTM engine. We set the pipeline targets the company runs on, monitor global pipeline health, evaluate performance, and architect the future top-of-funnel operating model.

We are seeking a strategic, high-leverage Manager / Senior Strategy Lead to serve as the central strategic spine for global pipeline strategy, executive pipeline governance, and long-term Sales Development (xDR) capacity and talent planning.

In this role, you will lead the global pipeline strategy narrative, architect executive Cross-Functional Pipeline Councils, and drive capacity, coverage, compensation, and target-setting frameworks across our global Sales Development organization. As AI and automation transform routine prospecting tasks, you will redefine how our Sales Dev org operates - pairing AI-native capabilities with specialized human roles to unlock optimized coverage ratios while powering our enduring engine for Account Executive talent development.

You will bridge high-level corporate strategy with operational execution - ensuring executive leaders have clear visibility, aligned targets, and structured strategic choices to maximize pipeline generation across all channels.

• 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.

• 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.

• 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.

• Radical ownership and speed: You own outcomes at pace, not just tasks. You are measured on the impact you deliver, not on effort.
• Run-the-business operator: You want to own a business end-to-end and operate on the leader's behalf, not support from the sidelines. You earn trust through immersion and reliability, you're a doer as much as a designer, and you bring structure to ambiguity.
• Technical and analytical horsepower: You want your hands in the data and to build, not just direct it - modern data & AI tools (advanced Excel, SQL, BI platforms, conversational analytics, custom agents), and you pick up new tools fast.
• AI-fluent, and on the frontier: AI is part of your daily workflow as a multiplier, and you proactively keep up with the latest tools and trends. You enjoy being an early adopter, learn new technology fast, and turn it into enterprise-quality work while offloading operational load to it.
• Proactive strategic instinct: You don't wait for the question; you spot the pattern, form a point of view, and bring the recommendation, framed around the leader's decisions.
• Zero-defect operational rigor: Accurate, on-time, exec-ready output. You trace discrepancies to the root cause and won't ship something you can't defend. Strategy and operations are equally weighted.
• Connective tissue, with sound judgment: You run toward cross-functional partnership, understand other teams' incentives, and make it easy to say yes. You see the org as a system rather than silos - with high honesty, integrity, and judgment. You document and teach what you build.
• Executive presence and excellent communication: Command in front of Senior Directors, VPs, and BU leadership; you synthesize complex data into leader-ready decks, exec summaries, and quantitative business cases.
• Relevant Experience & GTM Depth: Prior experience in GTM Strategy, Strategy & Operations, Sales Operations, or Management Consulting at a high-growth technology company, with deep understanding of capacity planning, coverage ratios, and top-of-funnel mechanics.

• Not a pure strategy role: If you want to think but not execute, this isn't the right role. The operational parts of the job aren't optional - strategy and execution are equally weighted, and you are expected to build and run what you design.
• Not an arm's-length role: This job rewards deep immersion in the business: the accounts, the team, the numbers. If you prefer to stay at the analytical surface or delegate execution from the sidelines, this isn't the right fit.
• Not a "maintain-the-status-quo" position: Designed to continually evaluate and evolve target-setting philosophy, coverage models, and executive alignment frameworks as the company scales.