Director, GTM Strategy

Req R536

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.

Combine 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…