Req ID: SLSQ127R536
The Director, GTM Strategy defines the multi-year GTM strategy, designs high-impact GTM motions and levers, and builds the 3-year operating model that connects market opportunity to revenue objectives, resource allocation, and execution pathways. They will partner across Sales, Field Engineering, Marketing, Operations, Finance, Product, Business Intelligence & Insights (BII), Econometrics and Data Science to translate strategy into clear initiatives and resource investments aligned to measurable outcomes.
What You’ll DoCombine your core strategy toolkit (framing/structure, hypothesis-driven approach, data-driven insight, best practices) with business judgment to directly lead and deliver major GTM initiatives including:
- Define the GTM strategy— set strategic choices and trade-offs across segments, industries, regions, and partner ecosystems. Oversee GTM resourcing, implementing robust frameworks to analyze investment effectiveness, and continuously optimizing GTM investments for maximum revenue generation and clear ROI.
- Codify strategic priorities into an annual portfolio of initiatives with owners, milestones, and success metrics; drive alignment via executive-ready narratives and decision forums.
- Build the 3-year operating model—revenue plan, productivity assumptions, coverage & capacity, investment envelopes, multi/cross-product sales penetration and scenario analysis.
- Develop strategic planning & competitor artifacts including market maps, growth theses, product-GTM alignment to inform where to play and how to win against the competition.
- Instrument leading indicators for strategy efficacy including pipeline source/mix, segment traction, motion adoption, velocity and conversion and recommend pivots based on signal.
- Design GTM motions with clear hypotheses, target segments, investment offers, enablement needs, and measurement frameworks.
- Collaborate cross-functionally to connect strategy → enablement → programs → field execution; ensure downstream operating cadence reflects up-front strategic choices.
- 7–10+ years in GTM Strategy/Ops, Management Consulting, Corporate Strategy, or adjacent roles; experience in enterprise software or platform businesses preferred.
- Strong business skills and GTM knowledge - must have deep understanding of typical enterprise tech business models and GTM strategies across multiple disciplines including Field Sales, Indirect Sales, Shared Services, Marketing, Post-sales etc.
- A track record of consistently developing and executing integrated GTM strategies to deliver excellent results, even in challenging and ever-changing environments
- Demonstrated success in segmentation, coverage, and capacity planning, GTM motion design, and building multi-year operating models with scenario analysis.
- Analytical, data-driven operator; comfortable with modeling, executive synthesis, and turning insights into decisions; familiarity with ROI, CAC, and HC planning.
- Executive communication and stakeholder management; able to frame complex choices, facilitate trade-offs, and drive alignment at senior levels.
- Strong program design skill set with hypothesis-led experimentation and measurable outcomes; SQL/BI proficiency a plus.
- Lead thoughtful, creative and rigorous analysis (e.g., market sizing, coverage model analysis, business models) to synthesize insights and provide recommendations to GTM leadership.
- Strong business skills and GTM knowledge - must have deep understanding of typical enterprise tech business models and GTM strategies across multiple disciplines including Field Sales, Indirect Sales, Shared Services, Marketing, Post-sales etc.
- A track record of consistently developing and executing integrated GTM strategies to deliver excellent results, even in challenging and ever-changing environments
Pay Range Transparency
Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
Benefits
At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please visit https://www.mybenefitsnow.com/databricks.
Our Commitment to Diversity and Inclusion
At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance
If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
Top Skills
Databricks San Francisco, California, USA Office
160 Spear Street, San Francisco, CA, United States, 94105
Similar Jobs
What you need to know about the San Francisco Tech Scene
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
