About this role
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.
The Impact You'll Have
1. Executive Pipeline Governance & Strategic Spine
• 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.
2. Next-Gen Sales Development (xDR) Strategic Planning & Talent Engine
• 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.
3. AI-Native Workflows & Operating Rigor
• Operating Frameworks: Install repeatable cadences, standardized review frameworks, and governance models that increase velocity, eli