Manager, Global Pipeline Strategy & Sales Development Planning

Role Overview

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.

What You Will Do

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.

Why It Might Be a Fit

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.

Requirements

• Radical ownership and speed: You own outcomes at pace, not just tasks.
• 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.
• 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.
• 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.
• Connective tissue, with sound judgment: You run toward cross-functional partnership, understand other teams’ incentives, and make it easy to say yes.
• 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.

Benefits

• Dental insurance
• Vision insurance
• Annual performance bonus
• Equity
• Paid holidays

Tagged as: Pipeline Management