Databricks · 4 days ago
Director, GTM Strategy
San Francisco, CA
Full-time
Onsite
Director/Executive
$219K/yr - $306K/yr
7+ years expDatabricks is the data and AI company, and they are seeking a Director of GTM Strategy. The role involves defining the multi-year GTM strategy, designing high-impact GTM motions, and building an operating model that connects market opportunity to revenue objectives while collaborating across various departments to translate strategy into clear initiatives.
AnalyticsArtificial Intelligence (AI)Data StorageInformation TechnologyMachine Learning
Responsibilities
Define the GTM strategy— set strategic choices and trade-offs across segments, industries, regions, and partner ecosystems. Oversee GTM resourcing, implementing robust frameworks to analyze investment effectiveness, and continuously optimizing GTM investments for maximum revenue generation and clear ROI
Codify strategic priorities into an annual portfolio of initiatives with owners, milestones, and success metrics; drive alignment via executive-ready narratives and decision forums
Build the 3-year operating model—revenue plan, productivity assumptions, coverage & capacity, investment envelopes, multi/cross-product sales penetration and scenario analysis
Develop strategic planning & competitor artifacts including market maps, growth theses, product-GTM alignment to inform where to play and how to win against the competition
Instrument leading indicators for strategy efficacy including pipeline source/mix, segment traction, motion adoption, velocity and conversion and recommend pivots based on signal
Design GTM motions with clear hypotheses, target segments, investment offers, enablement needs, and measurement frameworks
Collaborate cross-functionally to connect strategy → enablement → programs → field execution; ensure downstream operating cadence reflects up-front strategic choices
Qualification
Required
7–10+ years in GTM Strategy/Ops, Management Consulting, Corporate Strategy, or adjacent roles; experience in enterprise software or platform businesses preferred
Strong business skills and GTM knowledge - must have deep understanding of typical enterprise tech business models and GTM strategies across multiple disciplines including Field Sales, Indirect Sales, Shared Services, Marketing, Post-sales etc
A track record of consistently developing and executing integrated GTM strategies to deliver excellent results, even in challenging and ever-changing environments
Demonstrated success in segmentation, coverage, and capacity planning, GTM motion design, and building multi-year operating models with scenario analysis
Analytical, data-driven operator; comfortable with modeling, executive synthesis, and turning insights into decisions; familiarity with ROI, CAC, and HC planning
Executive communication and stakeholder management; able to frame complex choices, facilitate trade-offs, and drive alignment at senior levels
Strong program design skill set with hypothesis-led experimentation and measurable outcomes; SQL/BI proficiency a plus
Lead thoughtful, creative and rigorous analysis (e.g., market sizing, coverage model analysis, business models) to synthesize insights and provide recommendations to GTM leadership
Benefits
Annual performance bonus
Equity
Company
Databricks
Databricks is a data and AI platform that unifies data engineering, analytics, and machine learning on a lakehouse architecture.
5001-10000 employees
H1B Sponsorship
Databricks has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (385)
2024 (319)
2023 (227)
2022 (222)
2021 (166)
2020 (64)
Funding
Current Stage
Late StageTotal Funding
$25.81BKey Investors
Counterpoint GlobalFranklin TempletonAndreessen Horowitz
2025-12-16Series Unknown· $4B
2025-09-08Series Unknown· $1B
2025-01-13Debt Financing· $5.25B
Leadership Team
Ali Ghodsi
CEO and Co-founder
David Conte
Chief Financial Officer
Recent News
Bizjournals.com Feed (2025-11-12 15:43:17)
2026-01-17
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