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 leaders behalf not support from the sidelines. You earn trust through immersion and reliability youre 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 dont wait for the question; you spot the pattern form a point of view and bring the recommendation framed around the leaders decisions.
• Zero-defect operational rigor: Accurate on-time exec-ready output. You trace discrepancies to the root cause and wont ship something you cant 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 isnt the right role. The operational parts of the job arent optional - strategy and execution are equally weighted and you are expected to build and run what you design.
• Not an arms-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 isnt 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.