Cyber Security GTM Leader

About the role

This role focuses on driving the global go-to-market strategy for Databricks' cybersecurity business. Responsibilities include building repeatable sales programs across different regions, developing new GTM motions for security products, and identifying AI-driven use cases for the Databricks platform. The leader will also address operational gaps in the GTM motion, using data to quantify opportunities and implement improvements.

Success in this position involves close collaboration with sales and pre-sales teams to create account-level plans and scaling expertise across the GTM organization through enablement and asset creation. The leader will serve as a trusted advisor to customer security executives, guiding them on security operations transformation and AI readiness. This also includes working with partner teams to foster relationships with Systems Integrators and developing joint sales motions.

The role extends to establishing Databricks as a thought leader in the industry. This involves collaborating with the marketing team to author white papers, represent the company at conferences, and design cybersecurity events. Additionally, the GTM Leader will work with enablement teams to develop programs that enhance the field's ability to engage in executive-level security conversations.

The expected base salary range for this position is between $308,700 and $424,500 USD, with actual compensation varying based on individual qualifications and location.

Skills that matter here

• sales program management: This role requires developing and executing comprehensive, repeatable sales programs across various geographies.
• Cybersecurity: The position demands deep expertise in cybersecurity to drive GTM strategy, advise customers, and understand the technical landscape.
• AI: The leader will identify new AI-driven use cases for the platform and use AI to automate and augment GTM motions.
• customer-facing presence: The role involves cultivating relationships with CISOs, IT, and business leaders, requiring strong executive presence.
• cross-functional teams: This position requires working collaboratively with various internal teams, including sales, pre-sales, partners, marketing, and enablement.
• strategic planning: The role involves developing global GTM strategies and identifying business opportunities, requiring strong strategic planning abilities.

Who this role suits

• A person with over 15 years of experience as a cybersecurity executive in a software company or consulting firm.
• Someone with a 'builder mentality' who has a proven record of driving significant change within large organizations.
• An individual who possesses a strong understanding of how organizations make cybersecurity decisions and can influence those processes.
• A professional with excellent communication skills, capable of conveying complex information clearly to executive audiences.

From the employer

Responsibilities

• Drive the global GTM strategy and execution of the Cybersecurity business at Databricks.
• 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.

Requirements

• 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.

Conditions

• 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:
• 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
• 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.
• The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above.