About this role.
Databricks seeks a senior Cybersecurity GTM Leader to define and execute a global go-to-market strategy for its cybersecurity business. The role builds repeatable sales programs, field enablement, partner motions, account plans, and AI-driven cybersecurity use cases across industries and geographies. This executive will advise CISO and business stakeholders while aligning sales, pre-sales, marketing, engineering, enablement, and systems-integrator partners. Success requires deep cybersecurity market knowledge, executive credibility, strategic planning, and a demonstrated ability to scale revenue programs in complex organizations.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would begin by segmenting priority use cases, buyer personas, industries, and partner routes to market. I would define a focused value proposition and qualification framework, pilot the motion in selected regions, measure pipeline conversion and win rates, then package the successful approach into field plays, enablement, collateral, and operating metrics.
I would lead with the CISO's operational priorities, risk posture, governance requirements, and measurable outcomes rather than technology claims. I would use relevant use cases and customer evidence to show how governed data and AI can improve investigation speed, detection engineering, and analyst productivity while maintaining appropriate controls.
I would map the end-to-end funnel from target-account selection through expansion, using data to identify bottlenecks in coverage, qualification, technical validation, partner participation, or sales-cycle progression. Each gap would have an accountable owner, a remediation plan, success metrics, and a recurring inspection cadence.
Systems integrators should extend implementation capacity, industry credibility, and access to strategic accounts. I would prioritize partners with security-operations expertise, jointly define packaged offerings and account plans, enable their teams, and establish shared pipeline and delivery success metrics.
I would create a scalable enablement program combining concise executive narratives, discovery guides, competitive positioning, use-case architectures, objection handling, and role-based practice. Field feedback, deal reviews, and certification checkpoints would continuously improve the materials and validate readiness.
SLSQ327R408
As the Cybersecurity Go-to-market (GTM) Leader, you will drive the global GTM strategy and execution of the Cybersecurity business at Databricks. You will play a pivotal role in accelerating cyber revenue growth by building scalable assets for the field, designing enablement programs, and driving key partnerships. You will be the domain expert and business executive for cybersecurity use-cases across all verticals and regions.
In this role, you will set a clear GTM vision for Cybersecurity, work with a cross-functional team and focus relentlessly on execution of scalable sales programs. You will build a clear business plan for Cybersecurity that drives alignment across sales, industry vertical leaders, enablement, partner management, marketing, field engineering, sales programs, and other key stakeholders at the company.
You have a strong POV on how Data+AI will transform Cybersecurity, a deep understanding of incumbant tools in the space, and possess the ability to enable the field to have strategic conversations with CxOs without requiring your direct involvement. This job will require travel for conferences and internal meetings. You will report to the Global VP of Financial Services, Cybersecurity, and Public Sector GTM.
The impact you will have:
- Build and execute comprehensive sales programs that can be repeatable across multiple geographies and entities on a quarterly basis.
- Develop a net-new GTM motion for horizontal security products targeted across all industry verticals.
- Identify and foster new AI-driven use cases of the Databricks platform
- Identify operational gaps in the Cybersecurity GTM motion, be data-driven about quantifying business opportunities and execute improvement plans.
- Work closely with the sales and pre-sales teams to create account-level plans.
- Scale your expertise across the GTM organization via enablement, building repeatable assets, and articulating a clear strategy and vision for Data and AI in Cybersecurity.
- Become a trusted advisor to strategic customer security executives on security operations transformation, AI-readiness/governance.
- Collaborate with Partner teams to develop strategic relationships with Systems Integrators and build joint sales motions.
- Collaborate with the marketing team to establish Databricks as a thought leader in the industry by authoring white-papers, representing Databricks at conferences, and designing novel Cybersecurity events for Databricks.
- Collaborate with enablement teams to build programs that enhance the field’s ability to have executive security conversations. This includes general knowledge of Cybersecurity operations, legacy competitors, the AI security crisis/opportunity, evolving threats, industry regulations, and relevant case studies.
- Partner with marketing to develop tailored Cybersecurity case-studies, collateral, blogs and demand generation plans.
What we look for:
- 15+ years experience working as a Cybersecurity executive at a leading Cybersecurity software company, consulting firm.
- Proven sales program management skills.
- Proven record of driving change for large entities with a strong understanding of how organizations make Cybersecurity decisions and ability to influence that decision making process.
- Builder mentality and proven record of using AI to automate and augment GTM motion.
- Strong customer-facing presence (CISO, IT and Business Leaders) and ability to cultivate executive relationships.
- Strong knowledge of the technical landscape in Cybersecurity with existing relationships across the space.
- Humility, ability to work with cross-functional teams and strong people skills to inspire and lead cross-functional teams.
- Excellent analytical, strategic planning, and verbal/written communication skills, with the ability to convey complex information in a clear and concise manner.
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
$308,700—$424,500 USD
Zone 2 Pay Range
$308,700—$424,500 USD
Zone 3 Pay Range
$308,700—$424,500 USD
Zone 4 Pay Range
$308,700—$424,500 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.
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