Lead GTM Enablement & Scale Architect, Field Engineering - Customer Skills

Who We Are Our Team Databricks Ventures Contact Us Careers Working at Databricks Open Jobs Press Awards and Recognition Newsroom Security and Trust Security and Trust Ready to get started? Get a Demo Login Contact Us Try Databricks Overview Culture

Benefits Diversity Engineering Research Students & new grads Back to search results Lead GTM Enablement & Scale Architect, Field Engineering - Customer Skills United States Apply now FEQ327R617 Lead GTM Enablement & Scale Architect, Field Engineering - Customer Skills About Databricks More than 10,000 organizations worldwide - including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. The Impact You Will Have Pure technical knowledge used to be the main factor in winning customer trust. But in a world where AI can generate prototypes and answer complex queries instantly, being a walking feature catalog isn't enough anymore. What truly sets a great Technical field apart today is their ability to connect with customer leadership, understand real business problems, and build meaningful trust. Technical skills get us into the room, but strong judgment and conversation leadership win the partnership. In this role, you will shape that evolution for a global team of over 3,000 Field Engineers (Solutions Architects). Rather than following an existing playbook, you’ll help write the strategy to elevate our engineers from skilled technical builders into trusted business advisors. This isn't about generic soft-skills workshops—it's about teaching customer influence within the real-world context of the Databricks platform, our deals, and executive decision-making. You will define what true trusted advisorship looks like here and build practical programs that translate directly into real customer conversations.

What You'll Do Own the global strategy for Customer Skills across Field Engineering - the frameworks, the standard, and the definition of what separates a technical specialist from a trusted advisor - and then execute it end to end Build the influence approaches in the context of the platform: discovery, working backwards from business outcomes, executive engagement, value framing, and consumption-driven selling, all taught against real Databricks deals and real customer scenarios, never in the abstract Elevate the field from builder to builder-plus-advisor: define the behaviors that matter now that AI has lowered the technical barrier, and build the programs that develop judgment, presence, and the ability to influence a CxO Build and ship enablement at scale using AI: use Claude Code, vibe coding, and AI content pipelines to generate first-draft practice scenarios, role-play prompts, coaching content, and personalized learning journeys, then curate for impact Design and build AI-powered practice environments - executive role-plays, scenario simulators, personalized coaching agents - that SAs use in their flow of work, so practice happens before the customer meeting, not after the deal is lost Partner directly with FE leadership, the People Team, and enablement peers to embed customer skills into the hiring bar, performance management, and career development, so this becomes how we hire, coach, and promote, not a one-time program Enable SAs and account teams to break out of the IT silo and drive consumption at the CxO level Establish a tight leadership feedback loop: systematically surface where the field stalls - in discovery, in the executive conversation, in converting a technical win into consumption - and bring those insights back to FE leaders with recommendations they can act on. Create enablement that changes behavior, not completion rates: workshops, AI simulations, peer coaching frameworks, and certification paths, always biased toward what shows up in the next customer conversation Stay a practitioner of what you teach: spend ~10-15% of your time leading the customer executive conversations you train SAs on - EBCs, CxO briefings, strategic account reviews. You cannot build trusted-advisor enablement from outside the room Define and track KPIs that measure behavior change: SA confidence, quality of customer engagement, deal progression velocity, and consumption growth in enabled accounts What We Look For A technical leader who has built customer-facing skill at scale inside a large, global technical organization - you have done a version of this job before, for hundreds or thousands of people, not twenty You have been the SA in the room, or in a role close enough that you have run discovery, handled an executive on the fly, and turned a technical win into consumption. That lived experience is what makes your enablement credible to a skeptical field A strong point of view on what AI changes for technical talent: you understand that when execution gets cheap, influence and judgment become the scarce skills, and you can articulate what that means for how we develop the field Deep understanding of how technical people learn and what actually shifts their behavior, not just how to transfer knowledge Builder mentality: you default to building tools, AI workflows, and practice systems, not decks. You use AI tools as a daily force multiplier Demonstrated ability to build programs from scratch (0-to-1). You see a blank page as an opportunity, not a problem Experience working with senior leaders as a peer, with the backbone to challenge them when the data says the current approach isn't working Scaling mindset: everything you build has to work for a 3,000-person technical field across AMER, EMEA, and APJ. You think about leverage and automation before live delivery Exceptional communication and facilitation: you can run a room of senior SAs and make it worth their time, and write for an asynchronous global audience just as well Fluency in executive engagement and strategic selling methodologies (Challenger, MEDDPICC, Value Selling, or similar), enough to teach them, not just name them

Nice to Have Experience at a high-growth infrastructure or SaaS company through a scaling inflection point A technical background you can still draw on - you have enough platform depth to earn credibility with SAs and to teach influence in the context of real architecture and real deals Background across both pre-sales and post-sales - you have lived the full customer lifecycle Hands-on experience with Databricks or other data and AI platforms Experience running executive engagement or C-level advisory programs You have already used AI to build at scale - automating content creation, building internal tools, or shipping learning experiences faster than anyone expected 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 $217,800 — $299,400 USD Zone 2 Pay Range $196,000 — $269,500 USD Zone 3 Pay Range $185,100 — $254,550 USD Zone 4 Pay Range $174,200 — $239,600 USD About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter , LinkedIn and Facebook .

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. Why Databricks Discover For App Developers For Executives For Startups Lakehouse Architecture Databricks AI Research Customers Customer Stories Partners Partner Overview Partner Program Find a Partner Partner Spotlight Cloud Providers Partner Solutions Why Databricks Discover For App Developers For Executives For Startups Lakehouse Architecture Databricks AI Research Customers Customer Stories Partners Partner Overview Partner Program Find a Partner Partner Spotlight Cloud Providers Partner Solutions Product Databricks Platform Platform Overview AI Assistant Application Development Artificial Intelligence Business Intelligence Customer Data Platform Data Engineering Data Warehousing Database Governance Neon Security Sharing Pricing Pricing Overview Pricing Calculator Open Source Integrations and Data Marketplace IDE Integrations Partner Connect Product Databricks Platform Platform Overview AI Assistant Application Development Artificial Intelligence Business Intelligence Customer Data Platform Data Engineering Data Warehousing Database Governance Neon Security Sharing Pricing Pricing Overview Pricing Calculator Open Source Integrations and Data Marketplace IDE Integrations Partner Connect Solutions Databricks For Industries Communications Financial Services Healthcare and Life Sciences Manufacturing Media and Entertainment Public Sector Retail View All Cross Industry Solutions AI Agents AI Governance Cybersecurity Marketing Data Migration Forward Deployed Engineering Solution Accelerators Solutions Databricks For Industries Communications Financial Services Healthcare and Life Sciences Manufacturing Media and Entertainment Public Sector Retail View All Cross Industry Solutions AI Agents AI Governance Cybersecurity Marketing Data Migration Forward Deployed Engineering Solution Accelerators Resources Documentation Customer Support Community Learning Training Certification Free Edition University Alliance Databricks Academy Login Events Data + AI Summit Data + AI World Tour AI Days Event Calendar Blog and Podcasts Databricks Blog AI Blog Data Brew Podcast Champions of Data & AI Podcast Resources Documentation Customer Support Community Learning Training Certification Free Edition University Alliance Databricks Academy Login Events Data + AI Summit Data + AI World Tour AI Days Event Calendar Blog and Podcasts Databricks Blog AI Blog Data Brew Podcast Champions of Data & AI Podcast About Company

Who We Are Our Team Databricks Ventures Contact Us Careers Open Jobs Working at Databricks Press Awards and Recognition Newsroom Security and Trust About Company

Who We Are Our Team Databricks Ventures Contact Us Careers Open Jobs Working at Databricks Press Awards and Recognition Newsroom Security and Trust Databricks Inc. 160 Spear Street, 15th Floor San Francisco, CA 94105 1-866-330-0121 See Careers at Databricks © Databricks 2026 . All rights reserved. Apache, Apache Spark, Spark, the Spark Logo, Apache Iceberg, Iceberg, and the Apache Iceberg logo are trademarks of the Apache Software Foundation . Privacy Notice | Terms of Use | Modern Slavery Statement | California Privacy | Your Privacy Choices

A meeting lands on your calendar

If they’re a yes, I book the chat. You show up — that’s the whole job-hunt.