Director, GTM Operations

1 day ago

San Francisco CA United States Databricks Inc. Full time

As Director, GTM Operations & Field Experience, you will be a key partner to the Global GTM Strategy & Operations & Field leadership teams, responsible for driving efficiency and enhancing effectiveness through process automation and tool optimization. You will continuously evaluate, improve, and implement tools & processes that enable our field, including Account Executives, Solution Architects, and other Field resources, to spend more time with customers, driving better results at scale. Working closely with cross-functional teams and stakeholders, including IT, you will solve operational challenges, break down silos, and enhance key components of the field experience. Driving simplicity is key

In this role, you will be a trusted advisor to executive leadership, including the AVP of Field Operations and Excellence and Global VP, GTM Strategy & Operations, recommending and executing changes in an environment of rapid growth and increasing complexity in close collaboration with our IT & data teams. You will focus on operational excellence, simplifying processes, and developing systems to support long-term success. You will influence regional and global leaders, acting as a proactive problem solver who can anticipate challenges and drive impactful, scalable solutions across our GTM organization.

Your mission: Lead the transformation of Field operations by automating processes, optimizing tools, simplifying systems, and driving efficiency and scalability to better empower our customer-facing teams in a fast-growing, complex environment.

Your Outcomes :

  • Drive operational excellence by implementing best practices, automating processes, and innovating tools and systems to improve productivity across a global sales organization.
  • Simplify field experiences for our field teams, enabling them to spend more productive time with customers and drive business growth through optimized workflows and tools.
  • Equip Field Resources with the necessary resources —including playbooks, automated systems, and tools—to accelerate customer adoption and consumption across a complex portfolio of product lines.
  • Champion process automation , simplification, and system enhancements that reduce manual effort and empower sellers to focus on value-driven customer engagements.
  • Foster a culture of continuous improvement by leading cross-functional initiatives that identify inefficiencies, proactively address challenges, and scale operational excellence across the organization.

What we look for:

  • Field and/or Field Operations experience: Deep understanding of the technical sales process in Enterprise B2B software, with a proven ability to support technical sellers in driving customer consumption across multiple product lines.
  • First-principles problem solver: Ability to analyze complex challenges, understand customer needs, and identify areas for improvement across global operations.
  • Scale and process-oriented thinker: Skilled in making decisions that enhance operational efficiency and drive scalability through systems and automation.
  • Change management expertise: Proven success in leading through transformational change and scaling operations in high-growth environments, with a focus on driving adoption of new processes and tools.
  • Strategic influence: Experience presenting to and influencing senior leadership across global teams, ensuring alignment on operational goals and scaling initiatives.
  • Collaborative team player: Track record of working cross-functionally and globally to deliver actionable, data-driven results.
  • Data-driven mindset: Strong analytical skills with the ability to gather insights and perform basic analysis to support operational decisions.
  • 6+ years of experience in an operational role supporting a global technical field organization, or strong familiarity with B2B enterprise sales systems and processes, such as Salesforce.
  • BA/BS degree or equivalent required.
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