Sr. Director, Digital Natives & Emerging Enterprise

SLSQ127R161

Databricks EMEA is one of the fastest growing regions internationally. This high performing, hard-charging team is leading Databricks through our next phase of growth. We are seeking an ambitious and high integrity second line leader with a unique background in technology infrastructure and enterprise software, suited to building and leading teams that serve and sell to the commercial segment as well as the F-500 to scale Databricks’ business across DACH, Nordics and Benelux.

As the Senior Director, Digital Natives & Emerging Enterprise - DACH, Nordics and Benelux, you will be a strong revenue leader, managing the core motion of up-selling and the hunter motion of new client acquisition. You will be obsessed with driving customer outcomes and developing careers. Reporting to the AVP, Digital Natives & Emerging Enterprise EMEA, you will be responsible for the strategy and execution of our core products SaaS revenue and will oversee a team of sales reps and first line leaders responsible for expansion across Digital Natives & Emerging Enterprise DACH, Nordics and Benelux.

You have deep experience in recruiting, coaching and motivating high performing and diverse teams. You will develop and drive high quality customer relationships across the Digital Natives & Emerging Enterprise sectors.

You are a business-oriented leader who understands changing market dynamics and contributes to the overall sales strategy in collaboration with the sales leadership team and cross functional partners such as Product, Marketing, Engineering and Customer success.

We are seeking a seasoned and transformational Senior Director of Digital Natives & Emerging Enterprise to serve as a key member and business leader within the global leadership team. You will serve as an influential second line leader, who will transform business outcomes and impact Databricks’ company culture by leading a high-growth, world-class sales team across DACH, Nordics and Benelux.

The impact you will have

• Scale and maintain a world-class GTM team that sustains efficient and high long-term growth


• Build massive sales capacity and coverage, and develop a data-driven, metrics-centric sales operation


• Analyse operating results of the business and take necessary steps to correct shortfalls in performance


• Create and drive new and inventive go-to-market operational structures to support the team on its growth path. Be a true builder that can recognise signals and turn them into execution


• Establish highly repeatable (and scalable) sales processes, automation and reporting methodology


• Verticalise the sales force properly with the right enablement. Align resources and continuously assess team structure


• Serve as a catalyst for increased collaboration across the leadership team and business units


• Leverage strong customer relationships, consistently collecting and providing feedback on customer needs, market trends, and opportunities for continuous process, product, and solution improvement


• Build credible, positive, and effective cross-functional working relationships with leaders at all levels of the organization, collaborating to continuously improve Databrick’s ability to work at the highest potential and drive growth


• Recruit, inspire, lead, mentor, motivate and instill operational rigor into the team, to capitalise on the market opportunity for Databricks


• Build and manage a high-performing team, develop and execute business plans, allocate appropriate resources to high-value customers, develop internal and external relationships, and promote Databricks’ core values


• Streamline the end-to-end customer journey and develop a clear alignment and seamless handoffs across the organisation to ensure the Databricks buying experience enhances the brand

What we look for

• Experience as a high-growth enterprise software sales leader with demonstrable track record of success


• Ability to engage with and hire the best sales talent in the market


• Clear focus and emphasis on methodology based sales coaching, including MEDDPIC, Command of the Message and Challenger Sales


• Expert knowledge of value based sales with business and IT including C suite


• Experience in leadership roles focussed on developing and managing new sales organizations to influence, develop, and achieve objectives within Big Data, Cloud, or SaaS sales


• Able to articulate and evangelize the value and align it with customer outcomes


• Fluency in German and English is essential