# Manager, Global Pipeline Strategy & Sales Development Planning at Databricks

> Own the global pipeline strategy narrative, run executive pipeline councils, and plan Sales Development capacity and AE talent pathways.

- Company: Databricks (databricks.com)
- Location: San Francisco, California; United States
- Places: San Francisco, United States
- Posted: 2026-10-21
- Level: Manager / Senior Strategy Lead
- Team: Global Pipeline Strategy & Execution
- Apply: https://databricks.com/company/careers/open-positions/job?gh_jid=8855539002
- Page: https://ye.saranatour.dev/jobs/manager-global-pipeline-strategy-sales-development-planning-databricks-kn7agrh4hy3deen6ekhf1hxd6d8hced6

## The posting

Manager, Global Pipeline Strategy & Sales Development Planning
Databricks · San Francisco, California; United States

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.

## **The Impact You'll Have**

### **1. Executive Pipeline Governance & Strategic Spine**

- **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.

### **2. Next-Gen Sales Development (xDR) Strategic Planning & Talent Engine**

- **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.

### **3. AI-Native Workflows & Operating Rigor**

- **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.

## **What We Look For**

- **Radical ownership and speed:** Yo