Manager, Global Pipeline Strategy & Sales Development Planning

<p data-pm-slice="1 1 []">SLSQ427R609</p> <p>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.</p> <p> </p> <p>We are seeking a strategic, high-leverage <strong>Manager / Senior Strategy Lead</strong> to serve as the central strategic spine for global pipeline strategy, executive pipeline governance, and long-term Sales Development (xDR) capacity and talent planning.</p> <p> </p> <p>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.</p> <p>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.</p> <h2><strong>The Impact You'll Have</strong></h2> <h3><strong>1. Executive Pipeline Governance & Strategic Spine</strong></h3> <ul> <li><strong>Executive Pipe Councils Framework:</strong> Architect, scale, and orchestrate Executive & Cross-Functional Pipeline Council frameworks, operating cadences, and executive communications alongside senior leadership.</li> <li><strong>Central Pipeline Strategy Narrative:</strong> Own the global pipeline strategy narrative, synthesizing complex, multi-workstream performance insights into coherent executive presentations and leadership decision frameworks.</li> <li><strong>Cross-Functional Alignment:</strong> Foster seamless alignment across Sales, Sales Development, Marketing, Partner, Programs, and Product GTM teams to ensure leadership remains unified behind top strategic growth bets.</li> </ul> <h3><strong>2. Next-Gen Sales Development (xDR) Strategic Planning & Talent Engine</strong></h3> <ul> <li><strong>Capacity & Coverage Modeling:</strong> 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.</li> <li><strong>Evolving Role Archetypes:</strong> 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.</li> <li><strong>Future AE Talent Architecture:</strong> 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.</li> </ul> <h3><strong>3. AI-Native Workflows & Operating Rigor</strong></h3> <ul> <li><strong>Operating Frameworks:</strong> Install repeatable cadences, standardized review frameworks, and governance models that increase velocity, eliminate friction, and improve cross-functional decision-making.</li> <li><strong>AI Builder Mindset:</strong> 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.</li> </ul> <h2><strong>What We Look For</strong></h2> <ul> <li><strong>Radical ownership and speed:</strong> You own outcomes at pace, not just tasks. You are measured on the impact you deliver, not on effort.</li> <li><strong>Run-the-business operator:</strong> You want to own a business end-to-end and operate on the leader's behalf, not support from the sidelines. You earn trust through immersion and reliability, you're a doer as much as a designer, and you bring structure to ambiguity.</li> <li><strong>Technical and analytical horsepower:</strong> 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.</li> <li><strong>AI-fluent, and on the frontier:</strong> 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.</li> <li><strong>Proactive strategic instinct:</strong> 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.</li> <li><strong>Zero-defect operational rigor:</strong> Accurate, on-time, exec-ready output. You trace discrepancies to the root cause and won't ship something you can't defend. Strategy and operations are equally weighted.</li> <li><strong>Connective tissue, with sound judgment:</strong> You run toward cross-functional partnership, understand other teams' incentives, and make it easy to say yes. You see the org as a sys