Sales Development AI Program Manager

Overview

The Sales Development AI Programs team at Databricks collaborates closely with Sales Development and Sales leadership to engineer a world-class top-of-funnel system, providing xDRs and Account Executives with advanced prospecting tools and initiatives that convert market potential into reliable revenue streams. Positioned at the crossroads of strategy, AI adoption, and field operations, this team owns transformative programs that evolve AI-driven prospecting from experimental to standard practice.

Role Responsibilities

As a Sales Development AI Program Manager, you will be responsible for defining and managing program outcomes, metrics formulation, progress tracking, governance, benchmarking, enablement strategies, content creation, and leading change management efforts supporting an AI-first prospecting framework that spans the entire go-to-market function.

You will spearhead the operating mechanisms ensuring the success of the Scaled AI program—leading executive meetings, risk assessments, aligning priorities with BDR managers and frontline leaders, and governing sequence deployment across both AI and legacy Outreach platforms. Your day-to-day operations demand rigorous program management without compromising foundational AI prospecting principles.

Partnership is essential; you will work in tandem with Sales Development leadership and cross-functional teams including AI Operations, Strategy, Sales Programs, Marketing Operations, Enablement, Go-to-Market Analytics, and external technology vendors to drive adoption, feedback integration, and continuous enhancement of program efficacy.

Key Contributions

• Lead the Program pillar for one of four business units, covering outcomes oversight, metrics design, tracking, governance, benchmarking, enablement, content development, and change leadership.
• Collaborate on executive forums and risk monitoring, offering leadership concise updates on program health, pipeline status, and adoption metrics while identifying risks promptly.
• Coordinate prioritization and alignment through regular sessions with Sales Development and Sales leadership, managing program initiatives like SPIFs, contests, and report reviews.
• Develop and maintain robust reporting frameworks that analyze sequence effectiveness, tactics, and segmentation performance.
• Establish governance processes to standardize and audit Outreach sequences monthly, encompassing both AI-enhanced and traditional methods.
• Foster user community and advocacy through councils and advisory boards, promoting field readiness and adoption.
• Manage field experience collaboratively with AI Operations and partner with Sales Operations, Strategy, Marketing, Enablement, Analytics, and IT teams.
• Drive innovation by developing AI-enabled scalable toolkits and raise technical standards within the team.

Qualifications and Skills

• Proficiency in AI tools integrated into daily workflows is essential.
• Experience building programs from the ground up in dynamic, rapid-growth environments, such as GTM strategy roles, sales development ownership, startup chief of staff, or consultants with operational expertise.
• Meticulous attention to detail and a strong instinct for data integrity; adept at delivering error-free, executive-ready outputs.
• Demonstrated capacity for program ownership including both strategic design and operational execution.
• Strategic understanding of large-scale prospecting, proactive about reshaping coverage, AI initiatives, partner engagements, and programmatic approaches.
• Comfort and adaptability in ambiguous, fast-paced settings without established guidelines.
• Technical skills including SQL expertise, familiarity with modern data tools such as Databricks SQL, Genie, and custom agents, with a strong willingness to learn.
• Results-driven mindset combining strategy formulation with detailed execution.
• Collaborative work style grounded in integrity, sound judgment, and clear documentation.
• Excellent verbal and written communication abilities with comfort in presenting executive summaries and data-driven business cases.

Role Exclusions

• This position requires active execution of operational responsibilities alongside strategy; it is not purely strategic or conceptual.
• Focus is on innovation and transformation rather than maintaining existing prospecting models.
• This role demands resilience to high volume workflows, ambiguity, and a dynamic pace given its impact across the sales development organization.

About Databricks

Databricks is a leading Data and AI company serving over 20,000 organizations globally, including major brands like adidas, AT&T, Bayer, Mastercard, and many Fortune 500 companies. Based in San Francisco with offices worldwide, their unified platform includes products such as Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog.

Benefits and Diversity Commitment

Databricks offers comprehensive benefits tailored to meet employee needs across regions. They are dedicated to cultivating a diverse and inclusive workplace where candidates are considered irrespective of age, ethnicity, disability, gender identity, or other protected characteristics.

Compliance

Access to export-controlled technologies or source code may require U.S. government licenses at the employer's discretion; employment decisions related to this are autonomous.