AI Sales Director

SLSQ427R457

We are looking for a Director, AI Sales (IC) to grow Databricks’ enterprise AI business and shape how we take AI to market. You will work directly with executives and technical teams to win strategic opportunities, get AI applications into production, and expand customer usage. You will also turn what works with customers into sales plays the broader field can execute, with direct influence on our AI product priorities and go-to-market strategy.

• Deliver assigned AI consumption, bookings, and activation goals by prioritizing high-potential strategic accounts and converting underserved or unactivated demand into production usage.
• Increase the number of enterprise AI opportunities that achieve executive-backed technical validation and progress from experimentation to repeatable production workloads.
• Build and scale field plays around priority AI platform capabilities including AI Gateway, AI/ML training and serving infrastructure, Agent Bricks for custom agent development, etc. Creating measurable pipeline and consumption growth.
• Improve field execution by equipping and enabling account teams and specialists with repeatable guidance on AI use-case discovery, qualification, value articulation, pricing, sizing, and opportunity progression.
• Establish a scalable engagement model across sales, solutions architecture, business-unit enablement, and partners that increases specialist-influenced pipeline and accelerates customer decisions.
• Turn customer, field, and competitive feedback into clear product and go-to-market recommendations that strengthen Databricks’ position in the enterprise AI market.
• Build internal and external executive credibility for Databricks AI, increasing strategic sponsorship and expanding adoption across priority accounts.

• Highly motivated enterprise sales or consulting experience in AI platforms, AI infrastructure, machine learning, developer platforms, or related technical software, with a track record of delivering growth against measurable goals.
• Experience creating go-to-market strategy in an emerging or ambiguous technical market, including the ability to prioritize across a broad, changing account and opportunity landscape.
• Deep working knowledge of enterprise AI architecture and the platform capabilities required to build, deploy, govern, and scale models, agents, and AI applications.
• Demonstrated ability to earn technical approval and executive sponsorship through workshops, onsite engagements, business cases, and clearly defined validation paths.
• Experience creating field enablement and repeatable GTM plays that improve how sellers qualify, position, price, size, and advance complex technical opportunities.
• Ability to influence internally as well as externally, aligning sales, solutions architecture, business-unit leaders, enablement teams, and partners around a common AI growth strategy.
• Self-directed, credible, and comfortable operating without a predefined account list or fully formed playbook while maintaining disciplined prioritization and execution.