Director, GTM Strategy

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

Zone 1 Pay Range

$218,800 — $306,250 USD

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…