This role is built for individuals who have operated at the highest levels, leading transformation rather than just transactions. You will be deployed into Databricks' most critical accounts in APJ region and opportunities where executive alignment is fragile, deal velocity has stalled, or the path forward requires sharper thinking and stronger leadership.

You will spend the majority of your time in the field with customers and account teams, with equal responsibility to elevate how we sell internally. This is a 50/50 role:

Externally: Shaping customer vision, guiding executives, and driving deal outcomes. Internally: Advising, coaching, and raising the standard of the field.

The primary objective is to make the existing account team better, faster, and more effective, not to override their efforts.

The impact you will have:

Own the Hardest Moments – Step into late-stage, high-value, multi-threaded deals where alignment is not established and execution must improve. Operate at the Executive Layer – Engage CIOs, CDOs, and business leaders with a strong, credible point of view (POV) on data, AI, and platform transformation. Drive Deal Velocity – Bring structure to ambiguity, align stakeholders, clarify value, and compress decision cycles. Lead Through Influence – Earn trust quickly across both customers and internal teams; know when to push, when to align, and how to create movement. Elevate the Field – Coach Account Executives (AEs) and field leaders in real time, improving deal strategy, qualification, and execution standards. Scale What Works – Translate wins into repeatable plays across EBCs, QBRs, All Hands, and global enablement forums. Expand Enterprise Footprint – Identify new buying centers, use cases, and paths to platform adoption across large, complex organizations.

What we look for:

Background in Data & AI organizations in highly strategic sales roles. 10+ years with consistent top-tier performance in enterprise environments (Fortune 500 / Global 2000). Experience leading large, complex, multi-year, multi-stakeholder deals. Executive presence with the ability to quickly establish credibility at the C-level. A strong, defensible POV on data platforms, AI, and enterprise transformation. Demonstrated ability to influence without authority across account teams, leadership, and partners. Experience coaching and elevating high-performing sales teams in live deal environments. Comfort operating across industries, ambiguity, and high expectations. High ownership, high standards, and low ego.

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.

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.

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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Responsibilities:

• Build and lead a high-performing team of Enterprise Account Executives focused on Industries, providing coaching, mentorship, and guidance to drive team success
• Develop and implement sales strategies tailored to Industries procurement cycles and budgeting processes to meet and exceed team revenue quotas
• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with specific focus on Industries buying cycles and decision-making processes
• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales for financial applications
• Enable your team to have credible technical conversations about AI applications in Industries while maintaining appropriate guardrails
• Build strong partnerships across the organization to drive strategic initiatives within the Industries sector
• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions within financial departments, research centers, and administrative offices
• Help your team navigate complex financial stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus
• Gather and synthesize customer feedback from financial users to inform product direction and enhance customer experience for Industries
• Build and continuously refine the Industries sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you have:

• 15+ years of enterprise sales experience in Industries technology, preferably driving adoption of SaaS or emerging technologies
• 5+ years of sales leadership experience, ideally 3+ leading teams within the Enterprise segment focused on Industries in DACH and CEE
• Proven track record of building and leading high-performing sales teams selling into financial institutions, with demonstrated success in coaching and developing AEs
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations serving Industries
• Strong technical acumen and ability to understand complex AI solutions and their applications in Industries, with experience enabling teams to have credible technical conversations with financial stakeholders
• Track record of successful partnership with technical teams throughout the customer journey within financial institutions
• Deep understanding of Industries buying cycles, procurement frameworks, and key pain points
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing complex enterprise sales cycles within financial institutions and helping AEs secure strategic deals
• Strong operational rigor in pipeline management, forecasting, and sales metrics specific to Industries sales cycles
• Excellent communication skills and ability to build relationships across all levels, from analysts and researchers to senior executives in Industries
• Strategic approach to financial market analysis combined with tactical excellence in execution
• Passion for AI technology and commitment to its safe, responsible development for financial use cases

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Key responsibilities include:

• Managing weekly and monthly productivity reports to the Field Sales Manager

• Driving sales success by motivating the team to achieve daily and monthly KPI targets

• Leading a top-performing team through daily meetings, 1-on-1 performance reviews, Tilbury Theatre events, and general line management

• Managing monthly roster planning, budgeting, and payroll forecasting (responding to trading conditions)

• Maintaining relationships with key partners and stakeholders, ensuring the brand's policies and procedures are followed

• Managing inventory levels through sales management, audits, and stock counts, analyzing available data to provide proactive advice to the Field Sales Manager

• Managing personnel planning, continuous talent management, and succession planning for the team

• Acting with integrity in complex HR matters, following the company's HR policy and procedures, and seeking advice and guidance when necessary

• Identifying training needs for the team in collaboration with the Field Training Manager and providing feedback on areas for improvement

• Driving business KPI performance and growth to achieve market-leading results

• Ensuring the best customer experience is delivered by embedding the methodology of magical service and building brand awareness through ongoing emotional connections with customers

• Taking ownership of store statistics and determining steps to manage future risks and opportunities

• Thinking creatively with a plan for the calendar year, taking into account new product launches and the consequences of the previous year's activity

• Demonstrating a clear understanding of entrepreneurship by proposing plans, events, and activities to achieve commercial success

• Complying with health and safety guidelines on the work premises

• Displaying perfect standards of external appearance and inspiring the team to be their best selves

• Dutch language proficiency level B2

Benefits:

• A structured induction program: Charlotte's Magic Academy
• Structured career development: a team of sector experts to support and work with you to explore your learning potential and career goals
• Exclusive product launches
• A full Charlotte Tilbury Look after completing Charlotte's Magic Academy
• Other fantastic benefits such as life insurance, flexible working hours, team sales bonuses, and more

At Charlotte Tilbury, our mission is to empower everyone in the world to be the best version of themselves. We support this by encouraging and welcoming people from diverse backgrounds, voices, opinions, and perspectives to join our growing global workforce. By doing so, we can better serve our communities, customers, employees, and candidates participating in our recruitment process.

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