GTM Product Enablement Lead at Databricks

Job description

FEQ427R548 The Impact You Will Have The pace of Data and AI is outrunning how most teams enable their field. Databricks ships at the edge of innovation, new products, frontier AI, deeper alliances, faster than any seller can absorb. The problem? Innovation the field can't explain simply doesn't drive adoption. In this role, you'll build the strategy, plan, process, and engine that turn our fast-moving products and GTM alliances into enablement that drives revenue, making the complex simple. At Databricks, we're all builders. On the Global Sales Enablement team, partnering across Product, Marketing, GTM, Alliances, and the field, you'll put our newest products and partnerships into sellers' hands while they're still an edge over the competition. This is an individual-contributor role, you lead through cross-functional influence and what you build. What You'll Do Own the strategy, plan, process, and enablement engine, from onboarding through competitive readiness, over a 6 to 12 month horizon. Design the programs and sales plays that drive revenue, not just readiness: tie every motion to pipeline, consumption, and win rate, and choose the right motion for each goal. Turn our product priorities into field-ready enablement fast: positioning, demos, competitive readiness, and deal support, live within days of a launch. Enable the field to sell with and through our go-to-market partnerships and strategic alliances: co-sell plays, joint value props, and the partnership context that shapes a deal. Build and deliver at scale: AI pipelines, vibe coding, and automation for first drafts you curate for impact, plus the LMS and sales tooling to distribute, lift productivity, and track performance. Set the operating rhythm, cadence, metrics, and reviews, that others adopt, and keep a tight loop with the field and SMEs so friction and lost-deal patterns feed straight back into what you build. What Success Looks Like Within 6 to 12 months, the field is ready before every major launch or motion goes live, not a quarter after, measured by launch readiness and certification attainment across your target sales population. Your enablement moves the numbers that matter: more qualified use cases created, higher consumption, and measurable influence on deal velocity and win rate in competitive situations. Sellers actually use what you build. Adoption of your assets is high and rising, and reps reach for them in live customer conversations. Sales leaders treat you as their go-to enablement partner, and the operating rigor you instill becomes the standard beyond your own programs. Enablement stops being overhead and becomes a revenue lever the field can't sell without. What We Look For 7+ years in sales enablement, product marketing, or a GTM or alliances role for a technical data, AI, or cloud platform, with sharp instincts for what high-quality, revenue-driving enablement looks like. Deep fluency across data, AI, and the frontier-model landscape, with a gift for making complex technical concepts land for sellers. A fully hands-on, AI-native builder who personally builds and ships content, skills, apps, and processes with AI, and leads high-impact programs across motions and seller roles at scale without losing depth. Demonstrated expertise across multiple sales methodologies and the credibility to advise sales leaders on applying them. Exceptional cross-functional stakeholder management, with the EQ and exec presence to influence Directors and Senior Directors as a trusted advisor. A bias for action: you pilot fast, read the results, and iterate. Sound judgment in ambiguous, multi-priority situations, and you elevate the Culture Principles beyond your own work, helping others apply them at scale and through trade-offs. Nice to Have Value-selling methodology certification (Force Management / Command of the Message). Direct experience enabling a strategic alliance or cloud co-sell motion, and knowledge of how co-sell shapes enterprise deals. Experience at a high-growth data or AI infrastructure company during a major product launch. Experience building enablement or internal tools with AI (content pipelines, agents, AI role-plays). 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 base 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 anticipated 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 . Zone 1 Pay Range $139,000 — $191,050 USD Zone 2 Pay Range $125,000 — $171,950 USD Zone 3 Pay Range $118,100 — $162,350 USD Zone 4 Pay Range $111,200 — $152,900 USD About Databricks Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn , X , YouTube , and Instagram . 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 click here . 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.

Requirements

Must-haves

The Impact You Will Have
This is an individual-contributor role, you lead through cross-functional influence and what you build.
Own the strategy, plan, process, and enablement engine, from onboarding through competitive readiness, over a 6 to 12 month horizon.
Design the programs and sales plays that drive revenue, not just readiness: tie every motion to pipeline, consumption, and win rate, and choose the right motion for each goal.
Turn our product priorities into field-ready enablement fast: positioning, demos, competitive readiness, and deal support, live within days of a launch.
Enable the field to sell with and through our go-to-market partnerships and strategic alliances: co-sell plays, joint value props, and the partnership context that shapes a deal.
Build and deliver at scale: AI pipelines, vibe coding, and automation for first drafts you curate for impact, plus the LMS and sales tooling to distribute, lift productivity, and track performance.
Set the operating rhythm, cadence, metrics, and reviews, that others adopt, and keep a tight loop with the field and SMEs so friction and lost-deal patterns feed straight back into what you build.
What Success Looks Like
Within 6 to 12 months, the field is ready before every major launch or motion goes live, not a quarter after, measured by launch readiness and certification attainment across your target sales population.
Your enablement moves the numbers that matter: more qualified use cases created, higher consumption, and measurable influence on deal velocity and win rate in competitive situations.
Sellers actually use what you build. Adoption of your assets is high and rising, and reps reach for them in live customer conversations.
Sales leaders treat you as their go-to enablement partner, and the operating rigor you instill becomes the standard beyond your own programs.
Enablement stops being overhead and becomes a revenue lever the field can't sell without.
What We Look For
7+ years in sales enablement, product marketing, or a GTM or alliances role for a technical data, AI, or cloud platform, with sharp instincts for what high-quality, revenue-driving enablement looks like.
Deep fluency across data, AI, and the frontier-model landscape, with a gift for making complex technical concepts land for sellers.
A fully hands-on, AI-native builder who personally builds and ships content, skills, apps, and processes with AI, and leads high-impact programs across motions and seller roles at scale without losing depth.
Demonstrated expertise across multiple sales methodologies and the credibility to advise sales leaders on applying them.

Nice-to-haves

Value-selling methodology certification (Force Management / Command of the Message).
Direct experience enabling a strategic alliance or cloud co-sell motion, and knowledge of how co-sell shapes enterprise deals.
Experience at a high-growth data or AI infrastructure company during a major product launch.
Experience building enablement or internal tools with AI (content pipelines, agents, AI role-plays).
Our Commitment to Diversity and Inclusion

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: greenhouse
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