[Remote] Go-To-Market (GTM) Digital Natives Program Leader

Note: The job is a remote job and is open to candidates in USA. Databricks is a data and AI company that provides a platform for organizations to unify and democratize data, analytics, and AI. The GTM Digital Native Programs Leader will act as the COO, scaling pipeline and consumption for the Digital Native vertical while collaborating with sales and engineering leaders to execute global programs.ResponsibilitiesOwn and implement end-to-end op-model (across Sales, FE, Product, Engineering, Developer Relations, Partners) in a consistent global approachInform the annual Digital Native strategy by synthesizing product telemetry and engineering roadmaps with field signals to identify Big Bets in the digital natives spaceSynthesize learnings from internal (field, product, engineering, developer relations) & external (customer, partner, developers) stakeholders into durable best practicesWield two-way influence on Databricks’ Field (Sales, FE, Business Dev), Product & Engineering leadership: i.e., reflect industry signals in product roadmaps, as well as translate product activation goals into verticalized industry programsOwn and engage with technical & business customer and partner executives, build market presence to uncover signals on technical friction, business value and Databricks differentiatorsServe as a visible evangelist & thought leader (e.g., open source advocacy, scaling AI adoption), representing Databricks’ at key customer, partner, industry and developer forumsSelect & design the industry’s programs across products (and verticalize product programs) across the full funnel: demand generation → pipe creation & progression → consumptionCreate high-quality and scalable program assets that will be used by the full field (Sales, FE, BD, Marketing, Ecosystem) at scaleDrive continuous field adoption of program assets and outcomes by cross-pollinating best practices across product and field teams in high-impact community cadencesCollaborate with the partnership, ISV, and Data Marketplace teams to drive adoption of a seamless, interconnected data-sharing ecosystemDeliver commercial outcomes by establishing measurement and monitoring systems that track product telemetry, industry & partner program performanceDrive cross-functional leadership accountability for program adoption and outcomes through continuous monitoring and executive influenceSkillsProven ability to act as the operational backbone of a business vertical, focusing on pipeline health, organizational efficiency, and executionA track record of defining and translating complex industry strategies into durable, 'field-ready' commercial motions for large organizationsExperience developing global, scalable GTM frameworks - moving beyond 'one-off' deals to create a scalable engine for growthTechnical knowledge on Databricks critical for this market. Comfort with discussing AI & LLM, Lakehouse, Lakebase, governanceA strong point of view on macro trends in high-growth SaaS and key persona triggers, helping to shape our industry advantage against peersA strong understanding of the open-source ecosystem and how it integrates with proprietary enterprise platformsProven track record of hands-on experience building AI systems (MLOps, GenAI apps, or large-scale predictive models)Deep understanding of sales play mechanics, including lead generation, pipeline progression, and consumption driversA 'multiplier' mindset with a passion for activating large-scale field organizations and cross-pollinating best practicesA 'doer' mindset with the ability to operate in a fast-paced, ambiguous environment and drive results across cross-functional teamsAbility to influence & drive outcomes across senior executives & global teams via influence, clarity & presence versus direct reporting linesSkill in collaborating with Product, Engineering, and BD leadership to align product roadmap shifts with commercial requirements specific to high-growth SaaS customersBenefitsEligibility for annual performance bonusEquityComprehensive benefits and perks that meet the needs of all of our employeesCompany OverviewDatabricks is a data and AI platform that unifies data engineering, analytics, and machine learning on a lakehouse architecture. It was founded in 2013, and is headquartered in San Francisco, California, USA, with a workforce of 5001-10000 employees. Its website is https://www.databricks.com.Company H1B SponsorshipDatabricks has a track record of offering H1B sponsorships, with 72 in 2026, 385 in 2025, 319 in 2024, 227 in 2023, 222 in 2022, 166 in 2021, 64 in 2020. Please note that this does not guarantee sponsorship for this specific role.