Your work directly impacts how thousands of customers identify, engage, and convert their ideal buyers. You'll partner with product marketing, sales enablement, and customer success to position identity capabilities and drive adoption.

Key responsibilities include:

Strategic Leadership: Own product strategy and roadmap for identity resolution, defining vision and success metrics that drive measurable improvements in match rates and customer value Identify and prioritize opportunities to enhance identity resolution through new data sources, improved algorithms, and better data quality Evaluate, negotiate, and integrate 3rd party data partnerships that expand identity coverage and accuracy Define and track core metrics including visitor-to-person match rates, IP-to-company accuracy, coverage, latency, and downstream revenue impact Partner with product marketing, sales enablement, and customer success to position identity capabilities and drive adoption

Execution Excellence: Deliver measurable improvements to identity resolution performance through rigorous prioritization, rapid experimentation, and iterative execution Diagnose and resolve data quality issues that impact match rates, customer trust, and product experience Build scalable monitoring and alerting systems that track identity resolution health and enable proactive issue detection Create frameworks for evaluating new data sources and measuring their incremental impact on resolution performance Conduct deep discovery using data analysis, customer interviews, and competitive research to uncover opportunities for improvement

Cross-Functional Partnership: Partner with Platform, Application, and Data teams to ensure seamless integration of identity data into customer-facing products Collaborate with data science and engineering to solve complex problems in entity resolution, probabilistic matching, and signal enrichment Work with analytics teams to instrument metrics, build dashboards, and enable data-driven decision making Enable go-to-market teams through training, documentation, and competitive positioning

What You Bring:

Required Qualifications: 5+ years of product management experience in data-intensive B2B SaaS environments, with focus on data products, identity systems, or platform-level capabilities Deep understanding of identity resolution, entity matching, IP-to-company mapping, visitor identification, and the evolving privacy landscape Technical fluency with SQL, Snowflake, and BI tools (Tableau, Looker) - ability to independently analyze data, diagnose issues, and make data-driven decisions Proven track record identifying, diagnosing, and resolving data quality issues at scale with understanding of coverage, accuracy, and freshness trade-offs Cross-functional leadership - demonstrated ability to influence and align engineering, product, data science, and go-to-market teams without formal authority Customer-centric mindset with experience optimizing adoption funnels and driving engagement for technical products Excellent communication skills - ability to translate complex technical concepts into clear, value-based narratives for executives and customers Bias for action - track record of moving quickly from insight to execution with iterative, test-and-learn approach B2B SaaS experience with enterprise data products, platform products, or GTM tools

Preferred Qualifications: Experience with AdTech, MarTech, or Real-Time Bidding (RTB) ecosystems Background in data science, engineering, or analytics prior to product management Familiarity with 3rd party data sourcing, evaluation, and integration Experience with probabilistic matching, entity resolution, or graph-based identity systems Knowledge of data privacy regulations and their product implications Experience in sales intelligence, marketing technology, or revenue operations domains

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You will also own the talent development framework to recruit, hire, onboard, and train top Sales Development talent of today to transform them into the Databricks AEs of tomorrow. You will lead and transform a high-performing Sales Development team, driving strategic pipeline generation, establishing cross-functional collaboration, and positioning our sales development function as a key new account activation and revenue acceleration engine.

The Impact You Will Have:

• Lead, build, develop, and scale a high-performance Sales Development (BDR) team that prospects to support the net new account activation of greenfield accounts and the pipeline generation/revenue expansion of customer accounts in Databricks' Enterprise segments
• Drive and deliver results aligned with comprehensive Sales Development strategy and business objectives
• Develop and implement innovative pipeline generation approaches that leverage data intelligence and market insights
• Establish cross-functional partnerships with Sales, Marketing, Field Engineering, Partner, Sales Programs and Sales Strategy/Ops leadership to create integrated go-to-market strategies
• Leverage advanced analytics to optimize Sales Development team performance, productivity, and effectiveness
• Work closely with Sales, Demand Generation, and Marketing leadership to ensure the success of campaigns, while providing constructive input to develop new campaigns.

What We Look For:

• 3-4+ years of experience in second line management, hiring, training, coaching and developing Managers
• Proven track record of building and scaling high-performing sales development teams in complex, matrixed organizational structures (in SaaS or other technology environments)
• Experience building and scaling a top performing team by recruiting and developing Business Development Representatives (BDRs)
• Experience building scalable business processes at a high-growth, fast paced environment ideally using AI/agents aligned with overall Company GTM
• Metrics- and data-driven, with a history of performing above team quota.
• Deep expertise in building and scaling enterprise sales development methodologies and pipeline generation strategies
• Demonstrated success in developing and implementing data-driven sales enablement programs
• Exceptional leadership skills with ability to inspire, coach, and develop sales talent
• Advanced proficiency with sales technology stack, including Salesforce, Outreach, and other advanced sales intelligence platforms
• Strong strategic planning and execution capabilities
• Ability to travel extensively throughout the US, Canada or LatAm

Leadership Capabilities:

• Strategic vision for sales development's role in driving revenue growth
• Ability to translate complex business strategies into actionable plans
• Ability to lead through change management
• Exceptional problem solving, process and critical thinking, communication and interpersonal skills
• Proven ability to lead through influence and collaboration
• Data-driven decision-making approach with strong analytical capabilities

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 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 anticipates 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 2 Pay Range $146,600-$201,500 USD

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We invest in our BDRs. We strongly believe in giving our team the opportunities to grow & develop at Intercom, to push themselves outside of their comfort zones to achieve goals they never thought possible. In joining the Business Development team at Intercom, you join a community that believes in development and promotion from within. We’re looking for people who are excited to work in a fast-moving company, make an impact, and rapidly develop their career in sales.

As a BDR team, we empower one another to achieve our goals, exceed expectations and continue to deliver real business impact. We’re looking for a teammate to do the same!

Key responsibilities include:

• Strategic Account Targeting: Partner with Enterprise Account Executives to build and prioritize highly strategic target account lists. This includes deep dives into firmographics, technographics, and intent data to identify top opportunities.

• Expert Enterprise Prospecting: Generate new business pipeline through expert cold calling, highly personalized email, and targeted LinkedIn social selling. You'll consistently attract new, large-scale customers by crafting hyper-personalized messaging for C-level executives, orchestrating multi-threaded outreach campaigns, and leveraging sales intelligence tools to uncover critical insights and pain points.

• Exceptional Prospect Experience: Deliver an outstanding and tailored experience for prospective enterprise customers, acting as the initial point of contact and ensuring a high-value introduction to our solutions. You'll articulate Intercom's value as a trusted advisor.

• Product & Market Acumen: Maintain a comprehensive understanding of Intercom's product suite and its value proposition.

• Cross-Functional Optimization: Collaborate with Marketing, Sales Operations, and Product to improve business processes that directly impact enterprise pipeline generation and conversion, providing valuable field feedback.

To be successful in this role, you will need:

• Strong desire to build a career in Sales, you want to be an Account Executive or a closing based role in the future

• 1+ year of customer-facing work experience (Sales and/or SaaS experience is a +)

• Experience and success from working with Enterprise sized accounts.

• Operational Excellence: You can use your time in an effective and efficient manner to complete revenue driving activities, you can quickly identify where to focus your efforts to drive more pipeline.

• Competitive Landscape & Industry Knowledge is crucial. You’ll bring an understanding of the SaaS landscape and our target verticals. You always want to stay on top of the latest news & industry trends.

• Prospecting skills (cold calling, email, social): You know how to leverage modern sales engagement tools to deliver prospect engagement across multiple channels (phone, email, LinkedIn)

• Communication: You can articulate your thoughts and express ideas effectively using verbal, written and non-verbal communication skills (to inform, instruct, and persuade), to different audiences. You listen effectively and love to partner and collaborate with your peers

• Growth Mindset: You’re self-aware and understand both your strengths and weaknesses. You understand every day is an opportunity to be 1% better than the day before. You proactively seek feedback.

• Results Oriented: You bring a never settle approach to quota, progression and team development. Results oriented BDRs are hungry to succeed and raise the bar.

This role offers a competitive salary and equity in a fast-growing start-up, catered lunch every weekday, plus a fully stocked kitchen, regular compensation reviews, flexible paid time off policy, healthcare stipend towards private health insurance for you and your partner/spouse, and MacBooks are our standard, but we also offer Windows for certain roles when needed.

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